Job Context
- We are seeking an experienced and commercially astute Director: Sales Distribution to lead the management, retention, and growth of existing principal accounts receiving distribution-only services.
- The incumbent will be responsible for driving customer satisfaction, service excellence, and sustainable revenue growth through effective account management, commercial leadership, and cross-functional collaboration.
- This role will play a critical part in strengthening strategic customer partnerships, ensuring distribution service delivery against contractual commitments, and driving profitability within a highly regulated pharmaceutical environment.
- The successful candidate will provide leadership to sales and account management teams while fostering a culture of continuous improvement, operational excellence, and customer-centricity.
Key Performance Areas (KPAs)
Account Retention and Growth Management:
- Drive retention and expansion of existing distribution-only principal accounts.
- Identify and implement growth opportunities aligned to commercial objectives.
- Develop and execute account strategies to maximize revenue and profitability.
Distribution Service Governance:
- Ensure distribution services are executed in accordance with contractual obligations and service level agreements (SLAs).
- Monitor service performance and implement corrective actions where required.
- Maintain high standards of operational compliance and service delivery.
Customer Relationship Management:
- Build and maintain strong relationships with key principals and stakeholders.
- Conduct regular business reviews and performance discussions.
- Ensure proactive communication and customer engagement.
Financial Performance Management:
- Develop and manage budgets, forecasts, and working capital requirements.
- Monitor sales performance against agreed targets and commercial objectives.
- Drive profitability through effective cost management and resource optimization.
Issue Resolution and Service Recovery:
- Lead the resolution of customer service, operational, and account-related issues.
- Implement service recovery plans to minimize business disruption.
- Ensure timely escalation and resolution of critical customer concerns.
Cross-Functional Service Coordination:
- Collaborate with Operations, Finance, Regulatory Affairs, Customer Service, and Supply Chain teams.
- Drive seamless order-to-cash processes and service execution.
- Ensure alignment of customer requirements with operational capabilities.
Continuous Improvement and Account Insights:
- Analyse customer feedback, service metrics, and performance trends.
- Implement initiatives to improve service quality, account performance, and customer retention.
- Drive innovation and continuous business improvement initiatives
Talent Management and Leadership:
- Lead workforce planning, recruitment, succession planning, and employee development.
- Build and maintain a high-performing sales and account management team.
- Foster a culture of accountability, collaboration, and performance excellence.
Qualifications Required
- Bachelor's Degree in pharmacy, Life Sciences, Business Management, or a related field.
Preferred Qualifications:
- MBA or Postgraduate Qualification in Business, Supply Chain Management, Commercial Management, Sales, or a related discipline.
- Professional training in Account Management, Customer Service Management, or Distribution Operations will be advantageous.
Skills and Experience Required:
- 12–15 years' experience in pharmaceutical sales, commercial operations, distribution, or account management.
- Minimum of 6–8 years in a middle to senior management role within the Nigerian pharmaceutical industry.
- Demonstrated success in delivering revenue and profitability targets.
- Proven experience managing strategic principal accounts and customer relationships.
- Experience leading cross-functional teams and driving service excellence.
Technical Skills:
- Profit and Loss (P&L) Management.
- Financial Planning, Budgeting, and Cost Management.
- Business and Operational Management.
- Advanced Negotiation and Influencing Skills.
- Route-to-Market Strategy and Execution.
- Healthcare Value Chain and Distribution Management.
- Commercial and Customer Relationship Management.
Behavioural Competencies:
- Strategic Orientation and Business Acumen.
- Client Centricity.
- Continuous Improvement Mindset.
- Inspirational Leadership.
- Strong Interpersonal and Stakeholder Management Skills.
- Integrity and Adherence to Principles and Values.
- Results Driven with Strong Decision-Making Capability.
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