SALES HEAD

Job Description : SALES HEAD OTC ANGOLA Location: Luanda, Angola Industry: Pharmaceutical / Consumer Healthcare (OTC) Reports To: Country Manager / CEO Key Responsibilities: Sales Strategy & Business Growth: - Develop and execute the OTC sales strategy aligned with the company's growth objectives. - Deliver annual sales, market share, and profitability targets. - Identify new business opportunities and drive market expansion across Angola. - Develop annual business plans, budgets, and sales forecasts. Distributor & Channel Management: - Appoint, manage, and develop distributors to maximize market penetration. - Strengthen Route-to-Market (RTM) and ensure product availability across all channels. - Monitor distributor performance, inventory levels, collections, and service standards. Channel Development: - Drive sales across Pharmacies, Modern Trade, General Trade, Wholesale, Hospitals, and Institutional channels. - Build strong relationships with key pharmacy chains, distributors, and major accounts. - Expand the OTC product portfolio into new territories and customer segments. Trade Marketing & Commercial Excellence: - Collaborate with Marketing to execute product launches, promotions, merchandising, and consumer activation programs. - Monitor competitor activities, pricing, and market trends. - Develop pricing and promotional strategies to maximize sales and profitability. Sales Operations: - Establish sales targets, KPIs, and performance dashboards. - Drive demand forecasting, inventory planning, and sales analytics. - Ensure timely collections and effective receivables management. Team Leadership: - Lead, coach, and develop Regional Sales Managers, Area Sales Managers, Medical Representatives, and Sales Executives. - Build a high-performance sales culture focused on accountability and execution excellence. - Drive talent development and succession planning. Compliance & Governance: - Ensure compliance with local pharmaceutical regulations and company policies. - Maintain ethical sales practices and adherence to industry standards. Key Performance Indicators (KPIs): - Sales Revenue Growth - Market Share - OTC Product Availability - Distributor Performance - Numeric & Weighted Distribution - Collection Efficiency (DSO) - Gross Margin - New Product Launch Success - Sales Forecast Accuracy - Team Productivity Qualifications: - Bachelor's degree in Pharmacy, Life Sciences, Business Administration, or a related discipline. - MBA in Sales, Marketing, or General Management is preferred. Experience: - 15-20 years of experience in the pharmaceutical industry, with at least 10 years in OTC sales. - Minimum 5 years in a senior leadership role such as National Sales Manager, Head of Sales, Business Unit Head, or Sales Director. - Proven experience managing large distributor networks and multi-channel sales operations. - Experience in African markets, particularly Angola or other Sub-Saharan countries, is highly preferred. - Strong knowledge of OTC products, pharmacy channels, consumer healthcare, and trade marketing.

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