Country Manager – UAE

Department: Sales & Marketing

Location: Dubai, United Arab Emirates

Reporting To: Senior Cluster Head-MENAT

Role Description:

The Country Manager – UAE will be responsible for leading and managing the overall business operations of the company in the UAE, with a primary focus on driving revenue growth, expanding market presence, developing strategic partnerships, strengthening the distribution network, and ensuring operational and regulatory compliance.

The role requires a commercially driven pharmaceutical professional with strong leadership capabilities, market knowledge, and experience in managing pharmaceutical sales, marketing, regulatory coordination, distribution, and business operations.

Key Responsibilities

A. Business Strategy & Country P&L Management

• Develop and implement the UAE country business strategy in alignment with the company's overall business objectives.
• Take ownership of country-level revenue, profitability, and P&L performance.
• Prepare annual business plans, budgets, sales forecasts, and monthly business projections.
• Identify growth opportunities across government, institutional, hospital, retail, and private market segments.
• Drive product portfolio expansion through new product launches and strategic business opportunities.
• Monitor market performance, competitor activities, pricing trends, and changing market dynamics.
• Ensure achievement of annual and quarterly sales and profitability targets.

B. Sales & Business Development

• Lead the sales team in achieving monthly, quarterly, and annual business targets.
• Develop and implement effective sales strategies for institutional, hospital, pharmacy, and private market channels.
• Build strong relationships with key customers, distributors, hospital groups, pharmacy chains, procurement organizations, and healthcare stakeholders.
• Identify and develop new business opportunities and strategic accounts.
• Drive product penetration, market share expansion, and sustainable business growth.
• Monitor sales performance, customer-wise business contributions, product-wise sales, and territory-wise achievements.
• Ensure effective execution of sales plans and marketing initiatives.
• Develop business opportunities through tenders, institutional contracts, and long-term supply agreements.

C. Marketing & Product Management

• Support Marketing team to develop country-specific marketing strategies and product launch plans.
• Identify potential products based on market demand, competition, pricing, and commercial viability.
• Coordinate with the marketing and product management teams at Head Office for product selection and launch planning.
• Drive brand-building initiatives, product awareness, and market penetration.
• Monitor product performance and recommend corrective actions for underperforming brands.
• Ensure effective implementation of promotional campaigns and field activities.

D. Regulatory & New Product Registration Coordination

• Coordinate with the regulatory affairs team to identify product registration opportunities in the UAE.
• Develop a regulatory product pipeline based on market potential and business priorities.
• Monitor regulatory changes, pricing approvals, product variations, and compliance requirements.
• Work closely with the regulatory team to ensure timely availability of dossiers and required documentation.

E. Distribution & Supply Chain Management

• Manage and strengthen relationships with appointed distributors and business partners.
• Ensure effective product availability across key market segments.
• Develop demand forecasts in coordination with the sales team and distributors.
• Monitor inventory levels, stock rotation, expiry exposure, and product availability.
• Ensure timely submission and execution of purchase orders.
• Monitor order fulfilment, supply timelines, and customer service levels.
• Coordinate with Head Office for production planning, supply allocation, and shipment schedules.
• Minimize stock-outs, excess inventory, and expiry-related losses.

F. Financial & Commercial Management

• Take responsibility for country-level financial performance and profitability.
• Monitor operating expenses, marketing expenditure, and administrative costs against approved budgets.
• Ensure effective working capital management and timely collection of outstanding receivables.
• Ensure all commercial proposals and exceptional discounts are within approved company policies.
• Provide regular financial and business performance updates to management.

G. Tender & Institutional Business Management

• Identify and evaluate government and institutional tender opportunities.
• Develop competitive tender strategies in coordination with Head Office.
• Ensure timely submission of tender documentation, commercial proposals, and supporting regulatory documents.
• Evaluate competitor pricing, tender requirements, historical awards, and commercial risks.
• Coordinate with distributors and institutional customers for tender execution.
• Ensure effective follow-up of purchase orders, deliveries, and payment collections.

H. Team Leadership & People Management

• Lead, motivate, and develop the UAE sales and business operations team.
• Define individual responsibilities, targets, and key performance indicators.
• Conduct regular sales reviews and performance evaluation meetings.
• Identify training and development requirements for team members.
• Ensure effective field force deployment and territory management.
• Drive accountability, discipline, and performance-oriented working culture.
• Develop succession planning and strengthen local organizational capabilities.

1. Educational Qualifications

• Bachelor's degree in Pharmacy
• MBA in Marketing, International Business, or General Management will be an added advantage.

1. Experience Requirements

• Minimum 10-15 years of experience in the pharmaceutical industry.
• Minimum 3-5 years of experience as Sales Manager or Country Manager role specifically handling prescription (Rx) products across all seven Emirates of the UAE.