Job Description

Company Description

Arabian Ethicals, a member of the Ghobash Group, was formed in the early 1970's as a pharmaceutical distributor. Over the years, it has expanded its core business to become one of the leading pharma distributors in the UAE, but also diversified into adjacent segments such as veterinary, nutrition, and consumer products. Today, Arabian Ethicals is the trusted partner of global brands such as Merck-Serono, Sandoz, Acino, Nuk, and many others. With offices and warehouses in Dubai and Abu Dhabi and a team of over 120 dedicated employees, Arabian Ethicals is distributing to all major pharmacies, hospitals, supermarkets and other retail outlets across the country. Making an impact in the daily lives of the people in UAE, Arabian Ethicals serves with passion and aims to deliver through positive advancements in the healthcare industry. Touching Lives Everyday



The job holder is responsible for the development and implementation of sales strategies to achieve annual sales goals and grow market share across all private and government channels, including modern trade, on national level. The individual leads a team of sales professionals to accomplish set goals and ensure that all planned sales activities are implemented in a timely manner. The incumbent is entrusted with overall management of the trade sales organization and part of the senior leadership team of the company. She/he is ensures compliance with legal policies, procedures, and regulations in dealing with customers and principals

Annual Budgets and Sales/Cost Forecasts

Develop annual sales strategy and budgets and set sales targets for the sales team

Establish sales objectives by forecasting and developing annual sales quotas, projecting expected sales volume and profit for existing / new products

Optimize sales volume and product mix by keeping current with supply and demand, changing trends, economic indicators, and competitors

Sales & Marketing Management

Meet Key Account Personnel for Business Development

Conducts Sales Meetings regularly and review sales performance of the team. Formulate action plans that improve sales team productivity, customer-service standards and sales system improvements

Implement trade promotions by publishing, tracking, and evaluating trade spending for marketing & launch of new products

Business Development:

Develop sales & market development strategies to capitalize on prospective business opportunities and open new channels / outlets while developing existing business / clients

Maintain and expand customer base by coaching sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities

Develop market analysis, identify opportunities & do investment evaluation up to implementation and final realization

Relationship Management

Work closely with Commercial Director to ensure compliance with legal policies, procedures, and regulations

Maintain and improve relationship with principals, customers, and government authorities

Staff Training and Sales Team Management

Accomplish people management objectives by recruiting, selecting, orienting and facilitating training for current / new employees

Communicate job expectations and plan, monitor, appraise, and review job contributions through the organization performance management system

Partner with the Group Learning & Development team to identify training needs, formulate a training calendar that addresses identified development needs

Day to Day management of the Sales Team with regard to Sales Calls, Orders and Collection

Qualifications

University Degree, ideally in pharmacy or related science

Additional Information

Excellent relationships with all private market key accounts in the UAE

Outstanding communication and negotiations skills

Fluency in English is required, Arabic is desirable

10-15 years of Sales experience in the pharmaceutical industry, of which at least 5 in the UAE

5-6 years of experience of managing medium sized teams

Experience in consumer health / FMCG is an advantage