Job Summary
The Commercial Manager is responsible for driving business growth in the UAE by developing and executing commercial strategies, managing a team of Key Account Managers, and ensuring Acino remains a preferred partner for customers.
Key Responsibilities:
* Understand market structure and dynamics to define go-to-market strategies with appropriate commercial investments.
* Evaluate revenue potential using internal data and external market intelligence.
* Identify key stakeholders and decision makers, and understand their needs, challenges, and priorities.
* Develop added value services to reinforce partnerships and competitiveness.
* Drive quarterly reviews of Key Account strategy plans and present portfolio offers to customers.
* Forecast accurately and realistically sales objectives at account level.
* Collaborate with Sales, SFE, and Marketing teams to ensure alignment and efficiency in execution of internal processes.
* Train and manage a team of KAMs to create excellent customer relationships.
* Build and maintain strong relationships with key stakeholders and decision makers in private sector.
* Ensure achievement of sales targets while maintaining reasonable inventory levels.
* Provide visibility on product availability and internal/external transparency in case of unavailability.
Requirements:
* Bachelor's degree in Life Sciences, Pharmacy, or related fields.
* 10+ years of experience in pharmaceutical sales.
* 2+ years of similar commercial people management role.
* Ability to combine strategic vision with tactical execution and high work capacity.
* Outstanding leadership ability, including motivating employees with different backgrounds and skill levels.
* Stakeholders-focused; strong networking skills preferable.
* Excellent negotiation, communication, and interpersonal skills to engage with customers.
* Strong analytical, commercial, and financial acumen along with problem-solving abilities.
* Advanced in office suite with ability to do complex analytics and present them simply.
* Demonstrated ability to adapt quickly in fast-paced environment and manage change.
* Proven record of driving business growth and profitability.
* Ethical mindset and commitment to complying with industry regulations and company policies.