Pharmaceutical Commercial & Sales Lead at Prestigious Consulting Group

Role Overview

• We are seeking a high-performing Commercial & Sales Lead to drive a large-scale commercial transformation within a fast-growing pharmaceutical business in Nigeria.
• This is a turnaround leadership role requiring a commercially astute and execution-focused professional who can build a high-performance sales organization, expand national distribution, secure key institutional accounts, and drive aggressive revenue growth across both ethical (Rx) and OTC product segments.
• You will have full ownership of revenue delivery, commercial strategy, and team performance, with a clear pathway to Managing Director / CEO within 2–3 years based on performance.

Key Responsibilities
Strategic Leadership:

• Develop and execute a national commercial growth strategy
• Build a scalable sales and distribution structure from the ground up
• Define sales targets, KPIs, and performance frameworks

Revenue Growth & Distribution:

• Build and manage a nationwide distributor network (15–20 distributors)
• Secure hospital, institutional, and HMO-linked accounts
• Drive participation in government and private sector tenders
• Expand wholesale and retail pharmacy channels nationwide

Ethical (Rx) & OTC Market Expansion:

• Lead medical detailing strategies and prescriber engagement
• Drive CME programs and hospital product adoption
• Develop consumer-driven strategies for OTC brand growth
• Ensure strong product visibility and market penetration

Team Leadership:

• Recruit, lead, and develop a high-performing commercial team
• Set targets, incentives, and performance management systems
• Drive a results-oriented and accountable sales culture

Commercial Operations:

• Implement CRM systems and structured sales processes
• Establish forecasting, reporting, and performance tracking systems
• Optimize pricing strategies and channel profitability

Cross-Functional Collaboration:

• Align with production and supply chain for demand planning
• Partner with finance on pricing, credit, and P&L management
• Ensure compliance with regulatory and industry standards

Qualifications & Experience

• Bachelor’s Degree in Business, Marketing, Sciences, or related field (MBA preferred)
• Minimum of 15 years commercial experience, with at least 8 years in senior sales leadership roles
• Strong background in the pharmaceutical or healthcare industry in Nigeria
• Proven track record of scaling revenue significantly (e.g., ₦100M to ₦500M+ monthly)
• Deep network across distributors, hospitals, wholesalers, and healthcare stakeholders
• Experience in distribution management, key accounts, and tender processes
• Strong understanding of NAFDAC regulations and pharmaceutical market dynamics

Core Competencies:

• Strategic thinking with strong execution capability
• Leadership and team-building expertise
• Strong commercial and financial acumen
• Excellent negotiation and stakeholder management skills
• High resilience in high-growth or turnaround environments
• Integrity and professionalism.

Compensation & Benefits

• Salary: N1,500,000 monthly
• Performance-based bonus
• Commission on incremental revenue
• Incentives for distributor acquisition and key account wins
• Clear progression to Managing Director / CEO (2–3 years) based on performance