National Sales Manager - Pharmaceuticals & Consumer Healthcare

Position Summary

The National Sales Manager (NSM) is responsible for leading and transforming the national commercial execution strategy across Prescription (Rx), OTC, Consumer Healthcare and Fast-Moving Consumer Goods (FMCG) portfolios in Jamaica.

This role will rebuild and institutionalize strong channel and territory mapping, market segmentation, customer engagement frameworks, and structured sales governance to drive sustainable revenue growth, market share expansion, and disciplined execution.

This is a strategic leadership role with full accountability for sales performance, customer service excellence, team capability development, and structured reporting.

Key Responsibilities

A. Commercial Strategy & Execution

• Develop and execute the National Sales Strategy across:

1. Prescription Pharmaceuticals
2. OTC & Consumer Health
3. Fast Moving Consumer Goods (FMCGs) portfolios

• Establish structured annual, quarterly and monthly sales targets aligned to company objectives.
• Drive revenue growth, gross margin optimization, and market penetration.
• Develop commercial execution plans for both private and public sector channels.
• Lead pricing discipline and discount governance in collaboration with Finance (GM for now).

B. Channel & Territory Mapping (Priority Focus Area)

• Redesign and institutionalize structured territory mapping across Jamaica:

1. Geographic segmentation
2. Customer tiering (A/B/C classification)
3. Frequency & call cycle planning

• Implement channel strategy across:

1. Pharmacies (Independent & Chains)
2. Hospitals (Public & Private)
3. Government institutions
4. Wholesalers
5. Supermarkets & FMCG outlets

• Establish customer segmentation framework based on:

1. Revenue contribution
2. Growth potential
3. Strategic importance

• Ensure CRM utilization and structured account planning.

C. Customer Relationship Management & Engagement

• Develop Key Account Management framework.
• Lead strategic engagement with:

1. Hospital administrators
2. Pharmacy owners
3. Government procurement officers
4. Key institutional stakeholders

• Institutionalize customer visitation standards and reporting cadence.
• Establish structured customer feedback and service recovery processes.
• Strengthen reputation as a preferred partner across Jamaica.

D. Public Sector Business & Specialty Access

• Support public sector tender strategy and execution (MOH, NHF, Regional Health Authorities).
• Support the development of structured access strategies for specialty medicine portfolio:

1. Oncology
2. High-cost biologics
3. Hospital-only products

• Work cross-functionally with:

1. Regulatory
2. Medical Affairs
3. Supply Chain
4. Finance

• Support tender forecasting, demand planning and contract compliance.
• Strengthen institutional relationships to drive inclusion on formularies and protocols.

F. Sales Team Leadership

• Lead, coach and develop:

1. Key Account Manager
2. Sales Supervisors
3. Sales Representatives

• Establish structured:

1. Weekly performance reviews
2. Monthly business reviews
3. KPI dashboards

• Implement structured performance management framework:

1. Target achievement
2. Call coverage
3. Territory productivity
4. New account acquisition

• Drive culture of accountability and disciplined execution.

G. Customer Service Leadership

• Provide strategic oversight to the Customer Service Coordinator.
• Ensure:

1. Order accuracy
2. Response time standards
3. Complaint resolution tracking
4. Backorder management

• Integrate sales and customer service to ensure seamless customer experience.
• Establish service KPIs and escalation pathways.

H. Sales Operations Reporting

• Own national sales forecasting and pipeline visibility.
• Implement structured reporting framework including:

1. Revenue by portfolio
2. Territory productivity
3. SKU performance
4. Market share tracking (where available)

• Drive CRM adoption and data integrity.
• Collaborate with Finance (GM) on receivables and credit control oversight.

I. Market Intelligence & Competitive Strategy

1. Monitor competitor activity across Rx, OTC and FMCG categories.
2. Identify pricing threats, new entrants and parallel imports.
3. Develop counter-strategies and tactical responses.

J. Key Performance Indicators (KPIs)

• Revenue growth vs budget
• Gross margin achievement
• Territory coverage compliance
• Customer segmentation completion & adherence
• Public sector tender win rate

• Specialty portfolio growth
• DSO (in collaboration with Finance)
• Customer service “Service Level Agreement compliance”
• Team performance retention

Bachelor’s Degree in Business, Marketing, Pharmacy or related field

MBA preferred

Experience

• Minimum 8–10 years pharmaceutical sales experience
• Minimum 5 years in senior sales leadership role
• Strong experience managing:

1. Prescription portfolio
2. OTC brands
3. FMCG products

• Demonstrated experience in public sector tender management
• Proven track record in territory restructuring and sales force optimization
• Experience engaging hospital and government stakeholders

Competencies Required

• Strategic commercial thinking
• Strong analytical capability
• High accountability and governance orientation
• Structured leadership style
• Negotiation & influencing skills
• Deep understanding of Jamaican pharmaceutical market
• Strong CRM and data-driven management capability
• Financial acumen

Leadership Expectations

The National Sales Manager must:

• Build structure where discipline is currently weak.
• Restore commercial governance and execution rigor.
• Lead with clarity, transparency and accountability.
• Develop bench strength within the commercial team.
• Create a culture of measurable performance and ownership.

• Health Insurance
• Life Insurance
• Pension Plan
• Lunch Subsidy
• Others