Key Responsibilities 

• Sales Strategy & Business Development
  • Develop and execute nationwide OTC sales strategies to achieve revenue, market share, and distribution objectives. 
  • Identify market opportunities and drive expansion plans across pharmacy and retail networks. 
  • Provide strategic input on channel mix, pricing, trade investments, and promotional activities to optimize ROI. 
• Retail Execution & Channel Management
  • Build and maintain strong relationships with key pharmacy chains, wholesalers, and retail partners.
  • Ensure excellence in trade execution, merchandising, and in-store visibility to enhance brand presence.
  • Monitor market trends, competitor activities, and consumer behavior to recommend proactive initiatives. 
• Team Leadership & Capability Development
  • Lead, coach, and motivate a high-performing nationwide sales team, including Regional Sales Managers and field force. 
  • Develop team capabilities through structured training, performance reviews, and succession planning.
  • Foster a culture of accountability, collaboration, and continuous improvement within the sales organization.
• Financial & Operational Management
  • Manage P&L for the OTC retail sales channel, ensuring budget control and efficient allocation of trade investments.
  • Drive accurate sales forecasting, demand planning, and alignment with supply chain to ensure product availability. 
  • Provide regular performance reports and market insights to senior management.

Key Requirements 

• Education & Experience
  • Bachelor’s degree in Business Administration, Pharmacy, or related fields (MBA preferred). 
  • Minimum 10 years of sales experience in the pharmaceutical or FMCG industry, with at least 5 years in a senior leadership role managing OTC/retail channels.
• Technical & Functional Competencies
  • Strong knowledge of pharmacy and OTC distribution networks nationwide.
  • Proven track record in achieving sales and market share targets in a competitive market. 
  • Strong negotiation, trade marketing, and channel development skills.
  • Experience in P&L management and trade investment optimization.
• Leadership & Behavioral Competencies
  • Inspirational leader with excellent people management and coaching skills.
  • Strategic thinker with strong business acumen and analytical capabilities.
  • Ability to work cross-functionally and influence senior stakeholders.
  • Results-driven, resilient, and adaptable to a fast-changing market environment.