Head - OTC Sales

Location: Luanda, Angola

Industry: Pharmaceutical / Consumer Healthcare (OTC)

Reports To: Country Manager / CEO

Key Responsibilities:

Sales Strategy & Business Growth:

- Develop and execute the OTC sales strategy aligned with the company's growth objectives.

- Deliver annual sales, market share, and profitability targets.

- Identify new business opportunities and drive market expansion across Angola.

- Develop annual business plans, budgets, and sales forecasts.

Distributor & Channel Management:

- Appoint, manage, and develop distributors to maximize market penetration.

- Strengthen Route-to-Market (RTM) and ensure product availability across all channels.

- Monitor distributor performance, inventory levels, collections, and service standards.

Channel Development:

- Drive sales across Pharmacies, Modern Trade, General Trade, Wholesale, Hospitals, and Institutional channels.

- Build strong relationships with key pharmacy chains, distributors, and major accounts.

- Expand the OTC product portfolio into new territories and customer segments.

Trade Marketing & Commercial Excellence:

- Collaborate with Marketing to execute product launches, promotions, merchandising, and consumer activation programs.

- Monitor competitor activities, pricing, and market trends.

- Develop pricing and promotional strategies to maximize sales and profitability.

Sales Operations:

- Establish sales targets, KPIs, and performance dashboards.

- Drive demand forecasting, inventory planning, and sales analytics.

- Ensure timely collections and effective receivables management.

Team Leadership:

- Lead, coach, and develop Regional Sales Managers, Area Sales Managers, Medical Representatives, and Sales Executives.

- Build a high-performance sales culture focused on accountability and execution excellence.

- Drive talent development and succession planning.

Compliance & Governance:

- Ensure compliance with local pharmaceutical regulations and company policies.

- Maintain ethical sales practices and adherence to industry standards.

Key Performance Indicators (KPIs):

- Sales Revenue Growth

- Market Share

- OTC Product Availability

- Distributor Performance

- Numeric & Weighted Distribution

- Collection Efficiency (DSO)

- Gross Margin

- New Product Launch Success

- Sales Forecast Accuracy

- Team Productivity

Qualifications:

- Bachelor's degree in Pharmacy, Life Sciences, Business Administration, or a related discipline.

- MBA in Sales, Marketing, or General Management is preferred.

Experience:

- 15-20 years of experience in the pharmaceutical industry, with at least 10 years in OTC sales.

- Minimum 5 years in a senior leadership role such as National Sales Manager, Head of Sales, Business Unit Head, or Sales Director.

- Proven experience managing large distributor networks and multi-channel sales operations.

- Experience in African markets, particularly Angola or other Sub-Saharan countries, is highly preferred.

- Strong knowledge of OTC products, pharmacy channels, consumer healthcare, and trade marketing.