Sales Director: Distribution | Market Access Healthcare at DP World – Apply Now

Job Context

• We are seeking an experienced and commercially astute Director: Sales Distribution to lead the management, retention, and growth of existing principal accounts receiving distribution-only services. 
• The incumbent will be responsible for driving customer satisfaction, service excellence, and sustainable revenue growth through effective account management, commercial leadership, and cross-functional collaboration.
• This role will play a critical part in strengthening strategic customer partnerships, ensuring distribution service delivery against contractual commitments, and driving profitability within a highly regulated pharmaceutical environment. 
• The successful candidate will provide leadership to sales and account management teams while fostering a culture of continuous improvement, operational excellence, and customer-centricity.

Key Performance Areas (KPAs)

Account Retention and Growth Management:

• Drive retention and expansion of existing distribution-only principal accounts.
• Identify and implement growth opportunities aligned to commercial objectives.
• Develop and execute account strategies to maximize revenue and profitability.

Distribution Service Governance:

• Ensure distribution services are executed in accordance with contractual obligations and service level agreements (SLAs).
• Monitor service performance and implement corrective actions where required.
• Maintain high standards of operational compliance and service delivery.

Customer Relationship Management:

• Build and maintain strong relationships with key principals and stakeholders.
• Conduct regular business reviews and performance discussions.
• Ensure proactive communication and customer engagement.

Financial Performance Management:

• Develop and manage budgets, forecasts, and working capital requirements.
• Monitor sales performance against agreed targets and commercial objectives.
• Drive profitability through effective cost management and resource optimization.

Issue Resolution and Service Recovery:

• Lead the resolution of customer service, operational, and account-related issues.
• Implement service recovery plans to minimize business disruption.
• Ensure timely escalation and resolution of critical customer concerns.

Cross-Functional Service Coordination:

• Collaborate with Operations, Finance, Regulatory Affairs, Customer Service, and Supply Chain teams.
• Drive seamless order-to-cash processes and service execution.
• Ensure alignment of customer requirements with operational capabilities.

Continuous Improvement and Account Insights:

• Analyse customer feedback, service metrics, and performance trends.
• Implement initiatives to improve service quality, account performance, and customer retention.
• Drive innovation and continuous business improvement initiatives

Talent Management and Leadership:

• Lead workforce planning, recruitment, succession planning, and employee development.
• Build and maintain a high-performing sales and account management team.
• Foster a culture of accountability, collaboration, and performance excellence.

Qualifications Required

• Bachelor’s Degree in pharmacy, Life Sciences, Business Management, or a related field.

Preferred Qualifications:

• MBA or Postgraduate Qualification in Business, Supply Chain Management, Commercial Management, Sales, or a related discipline.
• Professional training in Account Management, Customer Service Management, or Distribution Operations will be advantageous.

Skills and Experience Required:

• 12–15 years’ experience in pharmaceutical sales, commercial operations, distribution, or account management.
• Minimum of 6–8 years in a middle to senior management role within the Nigerian pharmaceutical industry.
• Demonstrated success in delivering revenue and profitability targets.
• Proven experience managing strategic principal accounts and customer relationships.
• Experience leading cross-functional teams and driving service excellence.

Technical Skills:

• Profit and Loss (P&L) Management.
• Financial Planning, Budgeting, and Cost Management.
• Business and Operational Management.
• Advanced Negotiation and Influencing Skills.
• Route-to-Market Strategy and Execution.
• Healthcare Value Chain and Distribution Management.
• Commercial and Customer Relationship Management.

Behavioural Competencies:

• Strategic Orientation and Business Acumen.
• Client Centricity.
• Continuous Improvement Mindset.
• Inspirational Leadership.
• Strong Interpersonal and Stakeholder Management Skills.
• Integrity and Adherence to Principles and Values.
• Results Driven with Strong Decision-Making Capability.