Job Description

Company Description

Arabian Ethicals was established in 1977 to service the pharmaceutical industry as an agent for the management, storage, and distribution of manufacturers' brands to both the private and governmental sectors.


Today, Arabian Ethicals has grown into one of the leading healthcare distributors in UAE, distributing 50 brands across its pharmaceutical core business, animal health, and consumer division.

Planning and budgeting

Responsible for thorough analysis of market opportunities, trends in marketing environment, customers, competitors, the division's resources, capabilities, weakness and historical performance and achievements. Setting qualitative & quantitative objectives for self and the team, describing how to achieve - the business to be generated, costs that will be incurred, capital required to execute the plan for next year (accurate forecasting). Guiding the salespeople how to develop their action plans (TTM, ELMS system) to ensure effective implementation of division business plan Implementing the business plan, and achieving the targeted sales and profit. Communicate the overall division objectives, cascading down the individual objectives and targets for each medical rep. Maintain daily plan and daily report. Weekly and monthly meeting to review the performance, receiving market feedback, discussing the market needs, customer complaints.. etc Ensure monitoring, guiding, coaching the team and evaluating the performance using KPI's and comparing the actual outcome with the budget. Modifying the action plans or even develop new action plan and taking corrective actions if it is necessary. Judicially use the budget to achieve the division's Sales budgets Significantly contribute to the achievement of the company's business objectives

Sales & Marketing

Develop annual sales strategy and budgets for the Veterinary Division and set sales targets for the sales team Establishes sales objectives by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing / new products Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors 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 Plan participations in exhibitions, conferences, seminars, VET shows & develop PR programs Develop sales & market development strategies for the division to capitalize on prospective business opportunities and open New Business Channels while developing existing Business/Clients Develop market analysis, identify opportunities & do investment evaluation up to implementation and final realization Develop strong, professional trade relationship with important customers & strategic channel partners

Principal Management

Maintain and improve relationship with Principals, Customers, Suppliers and Government authorities Develop in-depth understanding of principal portfolio & current AE portfolio gaps Development and implementation of strategies that help in growth of principal portfolio and product penetration across channels and geographies Develop marketing, sales and distribution plan in alignment with principals' objectives Develop strong relationships with local and domestic principal representatives Align with Principals & AE regulatory team to develop regulatory strategies Maintain daily communication with principal team Oversee SKU level forecasting, volume bridges to drive forecast accuracy. Effectively analyze business trends to drive forecasting process and recommendations Analyzing customers' feedback comments and complains to respond accordingly. Conducting customer satisfaction surveys to assess customers' satisfaction level and take corrective actions.

Team Management & Motivation

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 Developing appropriate key performance indicators to measure the performance Partner with the Group Learning & Development team to identify training needs, formulate a training calendar that addresses identified development needs Mentoring of the Sales Team with regard to Sales Calls, Orders and Collection Conducting yearly appraisal for salespeople and review the goals, progress review comments and Critical incidents.

Qualifications

Bachelor of Veterinary Science(Veterinary Sciences)from a recognised university or institution MBA or Post Graduate degree/Diploma from a recognised university/institution would be desirable

Additional Information

Skills & Professional Requirements:

Knowledge of veterinary products, industry trends and key competitors in designated geography Language skills - Should be fluent in English. Knowledge of Arabic and Hindi is desirable Proficient in MS Office esp. Excel, Word and Power point

Experience Requirements:

8-10 years of relevant work experience Prior experience in the region in Veterinary Sales Knowledge and understanding of various brands & products in veterinary sector

Attributes and Behaviours:

Growth and results oriented approach Good analytical bent of mind and strong analysis skills. Strategic planning abilities. Strong communication skills. Strong Collaboration and motivation skills. Should be able to delegate effectively Ability to remain calm under pressure. * Should be a people's person