About the Role
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The Sales Lead for the Other Gulf region is responsible for overseeing customer-facing execution and achieving revenue, profitability, and commercial objectives across the Gulf, with a combined business scope of approximately US$100 million. This position is based in Dubai and reports to the ME Cluster Lead. As a key member of the Middle East Leadership Team, the Sales Lead provides integrated leadership across two distinct healthcare markets.
This role encompasses responsibilities including country sales planning, forecasting, execution at both customer and institutional levels, sales-force productivity, territory and coverage design, performance management, field capability development, and launch execution across both markets. While Category Leads hold portfolio and brand strategy, the Sales Lead focuses on market-level execution and sales delivery, adjusting implementation to fit the unique access, tender, regulatory, distributor, and operational environments of each market.
The Sales Lead collaborates closely with cross-functional teams within Medical, Health & Value, Commercial Excellence, Regulatory, Supply, Finance, PX, Legal, and Compliance to balance market priorities, optimize resources, ensure sustainable growth, and enhance customer and patient impact. The role also emphasizes building high-performing, connected teams across the Gulf while ensuring adherence to governance, risk management, and compliance standards in both markets.
Key Responsibilities
- Business and Financial Delivery: Own revenue generation, operating-plan execution, forecast accuracy, risk management, and efficient deployment of commercial investments for Gulf countries.
- Multi-Market Execution: Develop differentiated country sales plans that reflect Middle East and category priorities, including territory strategies and execution standards tailored for each market.
- Sales-Fore Effectiveness: Optimize territory and coverage design, targeting, call planning, resource allocation, and overall sales-force productivity across the Gulf.
- Performance Leadership: Establish common and market-specific objectives, conduct regular business and performance reviews; leverage data to identify gaps, ensuring timely coaching and recognition.
- Customer, Institutional, and Channel Strategy: Gain comprehensive insights into customer needs, institutional priorities, healthcare-system dynamics, competition, access pathways, and regulatory requirements in both markets.
- Portfolio and Launch Partnership: Collaborate with Category Leads on portfolio and brand strategy while managing market-level execution, demand generation, and sales delivery.
- Go-to-Market Evolution: Implement approved digital tools, omnichannel engagement strategies, and new operational methods to enhance customer experience and productivity.
- Distributor and Channel Governance: Ensure clear accountabilities, execution standards, and compliance in operations with distributor and channel partners.
- Enterprise Leadership: Actively participate in Middle East Leadership Team discussions on operating plans, resource allocations, and cross-market priorities.
- Talent and Culture: Recruit, develop, and retain high-performing talent while ensuring effective succession planning and team cohesion across geographically dispersed markets.
- Governance and Compliance: Ensure adherence to the company policies, local laws, industry codes, and regulatory standards in the Gulf countries.
Requirements / Qualifications
Education
- Bachelor's degree in Pharmacy, Life Sciences, Business, Economics, Healthcare, or a related field.
- MBA or other relevant advanced degree preferred.
Experience and Capabilities
- 10+ years of pharmaceutical or healthcare experience with significant experience in leading sales or commercial teams.
- Deep understanding of Gulf healthcare and pharmaceutical market dynamics, including institutional and private channels, tenders, and regulatory environments.
- Proven success in driving revenue and profitability across multiple markets, optimizing field productivity, and delivering effective launches and cross-functional initiatives.
- Strong business acumen, strategic thinking, planning, analytical, digital, and data interpretation skills.
- Capability to manage competing priorities, lead remotely, and execute consistent performance management across geographies.
- Excellent leadership qualities, coaching abilities, and communication skills across diverse cultures.
- Commitment to high standards of integrity, compliance, governance, and ethical considerations.
Language
- Fluency in English is required; proficiency in Arabic is highly desirable.
We are committed to creating a diverse and inclusive workplace where every employee can thrive. Our diverse workforce reflects the patients we serve and the communities we are part of.
