PCH Sales Director-Middle East
Dubai, United Arab Emirates
منذ 8 يوم

To ensure growth in revenues and profitability of Pfizer Consumer Healthcare in the Middle East region, by managing and leading the sales organization (in multiple countries) to develop and implement effective sales strategies that meet the company’s objectives

Key Result Area : Specific outcomes or outputs for which the individual is responsible

Key Performance Area :
  • Performance
  • Patients
  • Deliverable : Reports / Items / Tasks that must be completed and delivered according to a plan.

    Measure : Benchmark against which actual performance is measured

    Key Activities : Key workflow elements

    Key Result Area :

  • Delivered Sales 2018
  • Sales budget USD 39.3MM
  • Key Performance Area : Performance

    Deliverable :

  • Develop a sales plan and ensure the implementation of the marketing strategies across the ME region
  • Deploy the sales team to optimize performance
  • Ensure new product launches deliver on the objectives set
  • Field Force Effectiveness
  • Build a customer-focussed sales organisation
  • Review to entire customer targeting process & ensure that our tracking tool (Veeva) is effectively used
  • Ensure that all Government tenders (in conjunction with Finance & Logistics) are carefully worked-up and prioritized by the Key Account Managers
  • Measure :

  • Achievement of sales targets using SDM / DataZen
  • Effective staffing
  • Field Force Metrics using SDM / Veeva
  • Coverage on key customers (Veeva)
  • Internal tracking sheet maintained by Finance
  • Key Activities :

  • Identify emerging / cutting edge trends and opportunities that may have broader
  • long-term implications on the business
  • Provide continuous feedback on competitor activity
  • Put efficient and effective internal control systems and procedures in place
  • Ensure strict compliance with all polices
  • Ensure appropriate positioning of Pfizer and product brands at all levels
  • Ensures optimal resource allocation for the highest impact and results
  • Sales team performance in line with strategic plan
  • Monitor metrics on a weekly, monthly & quarterly basis
  • Drive focus and relationship building at key customers
  • Agree on key tenders to be chased
  • Ensure that all the documents are collected, and that the correct process is
  • followed with submissions being filed with Finance

    Key Result Area : Customer relationships developed, implemented and maintained (at HCP-level)

    Key Performance Area : Partnerships

    Deliverable :

  • Ensure key customers are allocated across team members
  • Key Opinion Leaders advocating Pfizer Consumer Healthcare products
  • Measure :

  • Increased interactions with KOL’s
  • KOL feedback
  • Set-up tools / metrics to measure ROI
  • Ensure careful targeting takes place
  • Measure coverage using Veeva
  • Key Activities :

  • Increase customer focus and awareness
  • Utilise data to ensure that new business opportunities are identified
  • Ensure that key customers are delegated to the appropriate team member / s
  • Treat customers according to their specific needs customer profiling within the GPIHP and FCPA framework
  • Key Result Area : Managed Finances

    Key Performance Area : Performance

    Deliverable :

  • Maximize the revenue on the promoted / established brands portfolio
  • Expenses managed within budget
  • ROI optimised for portfolio
  • Measure :

  • Actual vs. Budget performance
  • Key Activities :

  • Ensure any expense results in ROI; review expense and motivate recommendation
  • Monitor and review expenses on a monthly basis
  • Identify cost savings
  • Ensure that A&P allocations are aligned to strategy
  • Identify ROI opportunities
  • Key Result Area : People Management

    Total sales staff complement of 41 personnel)

    Key Performance Area : People Partnership

    Deliverable :

  • Optimal and effective Staffing
  • Manage Employee Relations
  • Ensure competent staff
  • Ensure continuity in the PCH team through :
  • Talent planning
  • Employment diversity / equity
  • Performance Management
  • Drive a performance driven culture and place emphasis on OWNIT and Straight talk.
  • Recognition, Compensation and Incentive systems (Review this area in PCH)
  • Manage and guide the activities of the sales team to ensure optimal efficiency, performance and motivation
  • Measure :

  • Recruitment within two months
  • improved sales performance

    Minimal Disputes (grievances)

    Staff turn-over of talent staff less than 5%

  • IDPs available for all employees and actioned
  • compliance

  • Compliance with IDP’s
  • Reach level 4

    Compliance with Performance management policy

    improvement in team performance

    staff turn-over of talented staff

    Engagement survey results

  • 360 degree results
  • Pfizer Voice survey

  • Sales team performance
  • Key Activities :

  • Identify staffing needs
  • Partner with HR to address staffing needs

  • Identify potential and current employee relations problem areas
  • Partner with HR to implement

  • corrective actions
  • Identify development areas from Performance Plans

    Compile PDP’s

    Partner with HR to address development needs

    Identify future potential and current performance

    Partner with HR in managing the talent pool

    Implement performance management process according to company policy

  • Identify areas of below the par increases
  • Identify normal increases as per performance management process

    Partner with HR and Pfizer Corp. Compensation to implement and improve on other incentive systems.


    Key Result Area : Legal / Compliance

    Key Performance Area : Develop SOPs & distribution agreements

    Deliverable : Ensure strict control & compliance

    Measure : Tracker to be run by Finance / Legal & Compliance

    Key Activities : Ensure compliance and identify gaps are addressed

    b. Key Result Area : Forecasting / Supply

    Key Performance Area : Actively participate & ensure accuracy

    Deliverable : Attend all Forecast meetings and ensure that adequate preparation

    takes place

    Measure : Forecast Accuracy to be measured locally (Marion / Logistics) & by Ian

    Key Activities :

  • Monthly meetings to be convened where continuous updates take place
  • Identify development areas from Performance
  • Key Result Area : Distribution

    Key Performance Area :

  • Stock-holding, customer coverage, sales information, delivery time frames, collection etc.
  • Possible back-up options to be identified where need be
  • Deliverable : Continually assess the models used and look towards back-up plans where

    Measure :

  • Performance metrics to be defined and KPI agreed upon
  • In conjunction with the GM assess performance
  • Key Activities : Continually assess performance & address issues timeously

    Key Result Area : Trading policy

    Key Performance Area :

    Deliverable : Drive compliance and acceptance of the revised Trading policy at all levels

    Measure :
  • Minimal returns
  • Minimal returns
  • 60 days credit (90 days for select Private hospitals)

    Maximum prompt payment discount of 20%

    Visibility allowance (Trade marketing not to exceed 10%)

    Key Activities :

  • Ensure that strict compliance takes place Any changes need to be universally agreed upon with Finance, marketing & the GM (incl.
  • the Cluster head and Regional Finance, where need be )

    Key Result Area : Tenders (Government, NGO and quasi private)

    Key Performance Area :

    Deliverable : Ensure that systematic process is set-up, and strictly adhered to for all tenders

    Measure :

  • Define the universe (Key tenders that we want to chase)
  • Create a tracking system by Brand, and country
  • In conjunction with Finance and the GM create a functional master (approved product and pricing schedule) to facilitate the flow
  • All liaison with Logistics is to be done by the Sales Director, who will effectively be the go-to person (channel / filter)
  • Pricing & profitability remain crucial within this sector
  • Key Activities :

  • Co-ordinate and act as the gate-keeper with the KAMs / Sales Managers
  • Track and ensure that the approval process (in conjunction with Finance, Logistics and the GM) is adhered to
  • Be particularly cautious on unregistered product requests
  • Ensure that UTL are carefully tracked, so as to minimize the potential for returns and losses (These are to be communicated to Finance for accrual purposes)
  • To steps to ensure that returned goods are kept to an absolute minimum
  • Carefully monitor pricing so as to limit potential leaching into the private sector
  • Profitability is to be carefully controlled
  • Ensure that our private sector stock is not compromised with direct supply (in-market supply ex-distributor)
  • Job Specific technical / Functional / Professional Competencies :

    Technical Competencies :

  • Knowledge of the OTC / Pharmaceutical markets / environment and Pfizer
  • Knowledge of Pfizer and competitor products
  • Knowledge of the Pharmaceutical Sector, trends and growth potential of key therapeutic segments
  • Sales resource planning and development
  • Knowledge of relevant statutory, regulatory and legal provisions
  • Knowledge of field level administration practices
  • Sales performance indicators
  • Behavioral Competencies :

  • Acts Decisively
  • Seizes Accountability
  • Self-Awareness
  • Peer Relationships
  • Commits to One Pfizer
  • Leadership
  • Planning and organizing
  • Interpretation and analytical
  • Problem-solving
  • Strategic thinking and planning
  • Organizational awareness
  • Developing organizational talent
  • Maximizing performance
  • Diversity and change management
  • Financial monitoring (Budgeting)
  • Communication and interpersonal
  • Incident and conflict handling
  • Reporting Structure

  • Will have a direct reporting line to the General Manager - Middle East
  • Subordinate Positions will be 1 x National Sales Manager (Saudi) and 2 Senior Sales Managers (Gulf & Levant)
  • Manage a sales staff complement of 41 sales personnel across various countries in the ME region
  • Work closely and cross-functionally with marketing, regulatory, finance, supply / logistics & legal
  • Education :

  • Degree in Science, Humanities, Commerce or equivalent
  • An MBA would be desirable
  • Experience :

  • Minimum of 6 -10 years management experience
  • Sales management in a senior role within the OTC industry
  • Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.

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