Head - Commercial and Distribution (West Africa Region)

About the role:

A newly established pharmaceutical company in a French-speaking West African country is building its operations in two phases: the import and distribution of essential medicines, followed by local manufacturing.

This role builds and leads the commercial business from the first shipment owning revenue, customers and the route to market across public and private channels.

Role & responsibilities:

Commercial leadership and P&L

• Own revenue, gross margin and annual targets for the import and distribution business.
• Build the annual sales plan and budget and track performance against it.

Government and institutional sales

• Manage the relationship with the national procurement agency, the Ministry of Health and public hospitals.
• Lead tenders, supply contracts and delivery schedules for the public channel.

Private channel

• Build the distribution network across wholesalers, private pharmacies, clinics and private hospitals.
• Set customer terms, credit limits and collections discipline.

Sales team

• Recruit, Lead and Develop the sales and business development team gradually once the operation starts fully.
• Set targets, review performance regularly and correct where needed.

Market intelligence and planning

• Analyse market trends, competitor activity and product demand.
• Provide demand forecasts to drive sourcing and stock planning, working with the Responsible Pharmacist on product selection and registration priorities.
• Price within regulated ceilings and protect margin.

Growth

• Prepare the market for the company's locally manufactured range. Work with the leadership team, including the CEO, CFO to work on the detailed business plan for the transition to the manufacturing.

Preferred candidate profile:

• Degree in pharmacy, life sciences or business; MBA an advantage.
• 10 to 15 years of progressive experience in pharmaceutical sales and distribution, at least 5 years experience in leading a P&L, region or business unit.
• Direct experience of government and institutional pharmaceutical tenders.
• Track record of building and leading sales teams in West Africa or comparable emerging markets.
• English Language is an essential. French is a strong advantage but not mandatory.

Competencies:

• Commercial judgement and margin discipline.
• Strong relationships with public-sector buyers and private distributors.
• Data-driven: Reads the market and reports with rigour.