Commercial Manager – Pharmaceutical

• Develop and execute robust commercial strategies aligned with country objectives and regional growth plans.

• Drive revenue growth, market share expansion, and profitability across all assigned channels.

• Translate strategic initiatives into actionable sales plans with clear deliverables and timelines.

• Identify new business opportunities, partnerships, and market entry strategies based on market intelligence.

• Drive expansion of distribution networks including wholesalers, sub-distributors, and institutional partnerships.

• Conduct ongoing commercial risk assessments and implement mitigation strategies.

• Drive achievement of sales targets across:

• Establish and track clear KPIs and performance metrics for all commercial activities.

• Strengthen route-to-market effectiveness and optimize channel productivity.

• Monitor competitor activity, pricing dynamics, and market trends to inform decision-making.

• Ensure strong execution of commercial initiatives in the field

• Lead and coordinate export business activities within Uganda in alignment with regional strategies.

• Work closely with export teams in Kenya, Uganda, and Tanzania to drive regional synergies and growth.

• Collaborate with the International Business Cluster (Mauritius) to ensure alignment with export priorities.

• Identify and develop export opportunities and partnerships to expand regional footprint.

• Work closely with: Category Managers, Marketing / Medical Promotion teams, Supply Chain, Finance, Operations, and Regulatory Affairs

• Ensure alignment between product strategy, pricing, supply availability, and commercial execution.

• Support successful launch and commercialization of new products and supplier portfolios.

• Drive integrated planning across departments to enhance operational efficiency.

• Support delivery of country commercial targets including revenue, margins, and profitability.

• Participate in budgeting and forecasting processes for the commercial function.

• Monitor pricing structures, margins, and product profitability.

• Analyse sales performance, product mix, and channel contribution to guide strategic decisions.

• Provide regular performance reports and insights to leadership.

• Work closely with Finance to support effective credit management and debt collection.

• Monitor customer credit performance and ensure adherence to credit policies.

• Identify and escalate financial risks within the commercial portfolio.

• Ensure compliance with company financial governance and commercial policies.

• Build and maintain strong relationships with:

• Champion a customer-centric approach to improve satisfaction and retention.

• Address customer complaints effectively and implement corrective actions.

• Drive initiatives that enhance customer experience and service delivery.

• Oversee planning, execution, and monitoring of commercial initiatives and campaigns.

• Ensure alignment with brand strategy and regional commercial guidelines.

• Track performance using dashboards, analytics, and reporting tools.

• Ensure compliance with industry regulations, quality standards, and internal policies.

• Lead, coach, and develop a high-performing commercial team.

• Drive a performance culture with clear accountability and measurable outcomes.

• Work with Human Capital to:

• Promote employee engagement initiatives including programs such as Service Excellence and Great Place to Work.

• Ensure compliance with all applicable laws, regulations, and company policies in Uganda.

• Uphold ethical standards in all commercial activities.

• Promote adherence to health, safety, and quality standards.

• Ensure proper documentation and governance in all commercial transactions.

• Bachelor’s degree in business administration, Commerce, Marketing, Pharmacy, or related field.

• Master’s Degree (MBA or equivalent) is an added advantage.

• Minimum 10 years of progressive commercial leadership Experience within the pharmaceutical industry.

• Proven experience managing multi-channel sales operations and large commercial teams.

• Strong understanding of commercial strategy, P&L management, and market expansion.

• Strategic thinking and business acumen

• Strong leadership and team development capability

• Commercial negotiation and partnership management

• Market analysis and data-driven decision making

• Financial management and profitability optimization

• Customer-centric mindset

• Change management and innovation

• Excellent communication and stakeholder management skills

• Exceptional communication and presentation skills tailored to medical audiences.

• Proficient in CRM tools, promotional tracking, Microsoft Office, and data reporting systems.

CDL