SUMMARY:
A global pharmaceutical company is looking for a Commercial Manager (Sub Sahara Africa Distributor Markets) to join their team in Kenya.
POSITION INFO:
Skills & Qualifications
Degree in Sciences or Commerce, Post-Graduate degree will be an advantage
8+ years’ experience in the pharmaceutical industry
Experience in Sales Management, Key Accounts Management, Marketing Management and Customer Marketing Management
Experience working with Distributors and volume customers an added advantage
Understanding of the financial levers influencing channel management
Applicants who apply must be Kenyan citizens
The company is committed to improving access to medicines and vaccines in West Africa.
The Commercial Manager will serve as the in-country commercial representative and play a pivotal role in ensuring the company meets its commercial objectives.
This role will focus on holding the distributor accountable for operational and commercial execution, fostering collaboration, and driving market presence and growth in the region, while optimizing revenues and profitability.
Responsibilities
Distributor Management
Serve as the primary point of contact between the company and the distributor, ensuring alignment on strategic objectives and execution.
Hold the distributor accountable for achieving sales targets, market share growth, and key performance indicators (KPIs).
Monitor and evaluate distributor performance through regular business reviews and audits, ensuring compliance with policies and standards.
Support the distributor in developing and executing business plans, including sales, marketing, and operational strategies.
Collaborate with the distributor to ensure optimal product availability, inventory management, and timely order fulfillment.
Market Development
Act as the company representative in-country, and maintaining relationships with key stakeholders, including healthcare professionals, and government agencies.
Engage with XF team for any queries related to the various stakeholders timeously.
Continually assess and drive market development initiatives to enhance portfolio presence in West Africa.
Provide insights into market trends, customer needs, and competitive activities to inform strategic planning and decision-making.
Collaborate with cross-functional teams (Medical, Regulatory, Market Access, and Supply Chain, etc.) to identify and execute market access opportunities.
Commercial Strategy Execution
Understand distributor marketing needs and partner with SSA Brand Manager to design and implement effective marketing and promotional strategies for the portfolio.
Support the distributor’s sales force (where applicable) in executing field force activities, including customer engagement and demand generation.
Support SSA Brand Manager and ensure compliance with all promotional guidelines and regulatory requirements in each market.
Effective management of pricing strategies in collaboration with Commercial lead, Finance, and Health and Value team. Ensure that Health and Value team are correctly briefed on commercial strategy that includes price updates.
Monitor and analyze sales performance, pricing, and profitability, providing recommendations to distributor improve outcomes.
Relationship Management
Maintain strong relationships with local healthcare organizations, and other relevant stakeholders to strengthen the companys reputation and influence.
Act as a trusted advisor to the distributor, providing strategic guidance and support to maximize business potential.
Serve as the voice of the market within the company, advocating for the needs of customers, stakeholders, and partners in the region.
Operational Excellence
Coordinate with internal cross-functional teams to ensure smooth operations, including product registration, supply chain management, and financial processes.
Track and manage budgets allocated to the distributor for promotional activities, ensuring effective use of resources.
Work with Implement robust reporting and monitoring frameworks to ensure transparency and accountability in distributor operations.
