The Chief Commercial Officer (CCO) is responsible for leading the Commercial Division to achieve sales and profit targets, with a primary focus on the non-concession segment. The role encompasses strategic planning, business development, sales, marketing, and fostering strong client relationships to drive growth and expand market presence.

ROLES & RESPONSIBILITIES:

1. Strategic Leadership

• Develop and implement a comprehensive commercial strategy to achieve sales and profit targets, particularly in the non-concession business segment.

• Identify and capitalize on market opportunities, emerging trends, and competitive advantages in the pharmaceutical industry.

• Collaborate with the executive team to align commercial activities with the company’s overall vision and goals.

2. Sales and Business Development

• Lead, manage, and oversee the performance of the sales team to meet and exceed sales targets.

• Develop and maintain relationships with key clients, stakeholders, and partners to secure long-term business growth.

• Oversee the development of pricing strategies, product positioning, and promotional campaigns to maximize revenue and market share.

3. Marketing and Branding

• Develop and execute marketing plans to strengthen brand presence in both concession and non- concession segments.

• Ensure consistent messaging and brand representation across all marketing channels.

• Monitor market dynamics and competitors to adjust marketing strategies effectively.

4. Financial Management

• Prepare and manage the commercial division's budget, ensuring optimal allocation of resources.

• Monitor financial performance, including revenue, expenses, and profitability, and implement corrective actions as needed.

5. Team Leadership and Development

• Build, lead, and mentor a high-performing commercial team to achieve organizational objectives.

• Foster a culture of accountability, innovation, and excellence within the division.

• Conduct regular performance evaluations and provide feedback for continuous improvement.

6. Compliance and Governance

• Ensure all commercial activities comply with regulatory requirements, industry standards, and company policies.

• Monitor and mitigate risks associated with the division’s operations.

KEY PERFORMANCE INDICATORS (KPIs):

Achievement of sales and profit targets for the non-concession business.

Growth in market share and customer base in target segments.

Successful implementation of marketing strategies and campaigns.

Operational efficiency and adherence to budgets within the division.

Employee engagement and development within the commercial team.

COMPETENCIES:

1. Market Analysis: Ability to analyze market trends, competitor activities, and customer needs to identify opportunities and formulate effective strategies.

2. Sales Management: Experience in managing sales teams, setting sales targets, and implementing strategies to achieve sales goals.

3. Product Knowledge: In-depth understanding of pharmaceutical products, including their mechanisms of action, indications, and competitive positioning.

4. Regulatory Compliance: Knowledge of pharmaceutical regulations and compliance requirements to ensure that all commercial activities adhere to legal and regulatory standards.

5. Strategic Planning: Skill in developing and implementing long-term commercial strategies aligned with overall business objectives.

6. Customer Relationship Management (CRM): Proficiency in building and maintaining strong relationships with key customers, including healthcare professionals, hospitals, pharmacies, and distributors.

7. Marketing: Familiarity with marketing principles and tactics, including brand management, advertising, digital marketing, and promotional campaigns.

8. Financial Acumen: Understanding of financial metrics and the ability to analyze sales data, forecast revenues, and manage budgets effectively.

9. Negotiation Skills: Strong negotiation skills to secure favorable terms in contracts with customers, partners, and suppliers.

10. Sales Strategy Development: Ability to develop and implement strategic plans to optimize sales processes, territory management, and customer targeting.

11. Incentive Compensation Design: Knowledge of designing and implementing incentive compensationmplans that align with sales objectives and motivate sales teams to achieve targets.

JOB REQUIREMENTS:

1. Education

• Bachelor’s degree in Business Administration, Marketing, Pharmacy, or a related field.

• Master’s degree in Business Administration (MBA) or equivalent is preferred.

2. Experience

• Minimum of 10 years of experience in a senior commercial or sales leadership role within the pharmaceutical industry.

• Proven track record of achieving and exceeding sales and profit targets.

3. Skills

• Strong leadership and team management capabilities.

• Excellent strategic planning and business development skills.

• In-depth knowledge of the pharmaceutical industry, particularly the non-concession segment.

• Strong analytical, decision-making, and problem-solving abilities.

• Excellent communication and interpersonal skills.