Role Overview
We are seeking a high-performing Commercial & Sales Lead to drive a large-scale commercial transformation within a fast-growing pharmaceutical business in Nigeria.
This is a turnaround leadership role requiring a commercially astute and execution-focused professional who can build a high-performance sales organization, expand national distribution, secure key institutional accounts, and drive aggressive revenue growth across both ethical (Rx) and OTC product segments.
You will have full ownership of revenue delivery, commercial strategy, and team performance, with a clear pathway to Managing Director / CEO within 2 - 3 years based on performance.
Key Responsibilities
Strategic Leadership:
Develop and execute a national commercial growth strategy
Build a scalable sales and distribution structure from the ground up
Define sales targets, KPIs, and performance frameworks
Revenue Growth & Distribution:
Build and manage a nationwide distributor network (15 - 20 distributors)
Secure hospital, institutional, and HMO-linked accounts
Drive participation in government and private sector tenders
Expand wholesale and retail pharmacy channels nationwide
Ethical (Rx) & OTC Market Expansion:
Lead medical detailing strategies and prescriber engagement
Drive CME programs and hospital product adoption
Develop consumer-driven strategies for OTC brand growth
Ensure strong product visibility and market penetration
Team Leadership:
Recruit, lead, and develop a high-performing commercial team
Set targets, incentives, and performance management systems
Drive a results-oriented and accountable sales culture
Commercial Operations:
Implement CRM systems and structured sales processes
Establish forecasting, reporting, and performance tracking systems
Optimize pricing strategies and channel profitability
Cross-Functional Collaboration:
Align with production and supply chain for demand planning
Partner with finance on pricing, credit, and P&L management
Ensure compliance with regulatory and industry standards
Qualifications & Experience
Bachelor's Degree in Business, Marketing, Sciences, or related field (MBA preferred)
Minimum of 15 years commercial experience, with at least 8 years in senior sales leadership roles
Strong background in the pharmaceutical or healthcare industry in Nigeria
Proven track record of scaling revenue significantly (e.g., ÃÂâÃÂÃÂÃÂæ100M to ÃÂâÃÂÃÂÃÂæ500M+ monthly)
Deep network across distributors, hospitals, wholesalers, and healthcare stakeholders
Experience in distribution management, key accounts, and tender processes
Strong understanding of NAFDAC regulations and pharmaceutical market dynamics
Core Competencies:
Strategic thinking with strong execution capability
Leadership and team-building expertise
Strong commercial and financial acumen
Excellent negotiation and stakeholder management skills
High resilience in high-growth or turnaround environments
Integrity and professionalism.
Compensation & Benefits
Salary: N1,500,000 monthly
Performance-based bonus
Commission on incremental revenue
Incentives for distributor acquisition and key account wins
Clear progression to Managing Director / CEO (2 - 3 years) based on performance