Sales Director (Pharmaceutical)

Sales Director is responsible for delivering company sales objectives through effective execution across Medical/ETC and Retail/OTC channels/E-commerce. The role translates approved brand, market access and business plans into clear sales targets, regional priorities and field execution plans; leads the Medical and Retail sales organizations; monitors commercial performance; and drives corrective actions. Sales Director works cross-functionally with Marketing, Market Access, SFE, Finance and Supply Chain while maintaining clear functional accountability: Marketing owns brand strategy, Market Access owns pricing/tender/access strategy, SFE provides independent performance analytics, and the Sales Director is accountable for sales execution and target delivery.

Main Responsibilities

1. Sales Strategy Execution & Target Delivery

• Translate the approved annual Business Plan into Medical and Retail sales execution priorities.

• Cascade sales targets and KPIs by channel, region, territory and sales team.

• Drive achievement of sales objectives across ETC, OTC, HAT and relevant commercial channels.

• Ensure execution remains aligned with approved brand strategy, pricing, access strategy and budget.

• Identify performance gaps and implement recovery plans with the relevant teams.

2. Medical Sales Leadership

• Lead the Regional Sales Managers covering North, Central and South.

• Drive HCP and hospital coverage, customer development, listing/tender conversion and sales execution.

• Ensure appropriate target allocation by region, territory and Medical Representative.

• Monitor regional performance, field activity, CRM discipline and execution quality.

• Coach RSMs and ensure effective performance management of the Medical field force.

3. Retail Sales Leadership

• Lead Retail sales performance through the Retail Manager and Retail ASM structure.

• Drive pharmacy, chain and retail account development, distribution, listing and sales growth.

• Ensure effective execution of approved trade programs and customer agreements.

• Monitor sell-in, sell-out, inventory, outlet coverage and customer performance.

• Identify new commercial opportunities within approved channel and brand strategies.

4. Tender & Market Access Execution

• Execute commercial opportunities generated by approved tender and market access strategies.

• Drive hospital listing conversion, tender quota consumption and account execution through the field teams.

• Provide customer and field insights to Market Access and escalate execution barriers.

• Market Access remains accountable for pricing, reimbursement, tender strategy, tender quota, tender calendar and bidding strategy.

5. Commercial Performance Management

• Conduct weekly and monthly sales performance reviews with Medical and Retail teams.

• Review actual performance versus target by brand, channel, region and customer.

• Identify root causes, risks and required corrective actions, with clear owner and deadline.

• Track recovery actions and escalate significant commercial or cross-functional issues to the GM when required.

6. Forecasting & Business Review

• Provide and validate commercial assumptions and field inputs for sales forecasts.

• Review forecasts with Marketing, Market Access, Finance, Supply Chain and SFE.

• Challenge forecasts based on field reality, customer opportunities and execution capacity.

• Review gaps versus AOP and define commercial recovery actions; escalate major gaps for GM decision.

7. Commercial Programs & Execution

• Lead implementation of sales/channel execution programs for ETC and Retail within approved brand strategies and budgets.

• Ensure trade programs have clear objectives, target customers, KPIs, budget and expected commercial impact.

• Monitor execution quality and ROI and recommend corrective actions when results are below plan.

• Brand-building programs, campaigns, symposiums and major marketing activities remain under Marketing ownership.

8. Field Force Productivity & Capability

• Optimize field-force deployment according to business potential and approved resources.

• Monitor productivity by region, territory and sales representative.

• Ensure appropriate customer coverage, call frequency, coaching and execution discipline.

• Identify capability gaps and coordinate training needs with relevant support functions.

• Recommend resource adjustments based on business potential, productivity and ROI.

9. Cross-Functional Coordination

• Act as the principal Sales interface with Marketing, Market Access, SFE, Finance and Supply Chain.

• Ensure approved strategies can be executed effectively by field teams and flag operational constraints.

• Coordinate resolution of cross-functional execution issues and escalate strategic/resource decisions to the GM.

10. Budget, Compliance & Commercial Governance

• Manage approved Sales budgets and resources and ensure activities remain within approved limits.

• Monitor commercial program effectiveness and support Finance in budget, forecast and performance reviews.

• Ensure sales activities comply with internal policies, healthcare regulations and ethical standards.

• Contribute to P&L performance while Finance retains formal ownership of P&L and business performance review.

• Ngày làm việc: T2 - T6 • Giờ làm việc: 08:30 - 17:30 • Cấp bậc: Giám đốc trở lên • Loại công việc: Toàn thời gian