Commercial Manager – Pharmaceutical

Job Title: Commercial Manager – Pharmaceutical

Location: Uganda

Industry: Pharmaceutical

Department: Commercial Business Unit

Reports to Head of Country - Uganda

Jointly Reports to General Manger, East Africa HCOPS Cluster

Note: The role is open to both Ugandan and non-Ugandan candidates.

2. JOB PURPOSE

Reporting directly to the Head of Country with a dotted line to the General Manager, this role leads and manages key commercial channels including retail pharmacies, institutional business, tenders, wholesalers, sub-distributors, and government and NGO segments, while also overseeing the export business in close collaboration with regional teams across Kenya, Uganda, and Tanzania, and in alignment with the International Business Cluster based in Mauritius.

The incumbent is responsible for driving commercial performance, revenue growth, and market share expansion across all non-prescription and medical promotion channels in Uganda, ensuring effective execution of strategy into sustainable sales growth.

Additionally, the incumbent is accountable for building and developing a high-performing commercial team to drive execution excellence and long-term growth.

3. KEY DUTIES & RESPONSIBILITIES

Commercial Strategy to drive Business Growth

• Develop and execute robust commercial strategies aligned with country objectives and regional growth plans.

• Drive revenue growth, market share expansion, and profitability across all assigned channels.

• Translate strategic initiatives into actionable sales plans with clear deliverables and timelines.

• Identify new business opportunities, partnerships, and market entry strategies based on market intelligence.

• Drive expansion of distribution networks including wholesalers, sub-distributors, and institutional partnerships.

• Conduct ongoing commercial risk assessments and implement mitigation strategies.

Sales Performance & Market Development

• Drive achievement of sales targets across:

a) Retail pharmacies

b) Institutional clients (public & private hospitals)

c) Government and NGO segments

d) Tenders and contracted business

e) Wholesale and sub-distribution channels

• Establish and track clear KPIs and performance metrics for all commercial activities.

• Strengthen route-to-market effectiveness and optimize channel productivity.

• Monitor competitor activity, pricing dynamics, and market trends to inform decision-making.

• Ensure strong execution of commercial initiatives in the field

Export Business Coordination

• Lead and coordinate export business activities within Uganda in alignment with regional strategies.

• Work closely with export teams in Kenya, Uganda, and Tanzania to drive regional synergies and growth.

• Collaborate with the International Business Cluster (Mauritius) to ensure alignment with export priorities.

• Identify and develop export opportunities and partnerships to expand regional footprint.

Cross-Functional Collaboration

• Work closely with: Category Managers, Marketing / Medical Promotion teams, Supply Chain, Finance, Operations, and Regulatory Affairs

• Ensure alignment between product strategy, pricing, supply availability, and commercial execution.

• Support successful launch and commercialization of new products and supplier portfolios.

• Drive integrated planning across departments to enhance operational efficiency.

Financial & Commercial Management

• Support delivery of country commercial targets including revenue, margins, and profitability.

• Participate in budgeting and forecasting processes for the commercial function.

• Monitor pricing structures, margins, and product profitability.

• Analyse sales performance, product mix, and channel contribution to guide strategic decisions.

• Provide regular performance reports and insights to leadership.

Credit Control & Risk Management

• Work closely with Finance to support effective credit management and debt collection.

• Monitor customer credit performance and ensure adherence to credit policies.

• Identify and escalate financial risks within the commercial portfolio.

• Ensure compliance with company financial governance and commercial policies.

Market Engagement to drive Customer Experience

• Build and maintain strong relationships with:

a) Key accounts

b) Major pharmacy chains

c) Hospitals and institutions

d) Government and NGO stakeholders

• Champion a customer-centric approach to improve satisfaction and retention.

• Address customer complaints effectively and implement corrective actions.

• Drive initiatives that enhance customer experience and service delivery.

Commercial Operations Monitoring

• Oversee planning, execution, and monitoring of commercial initiatives and campaigns.

• Ensure alignment with brand strategy and regional commercial guidelines.

• Track performance using dashboards, analytics, and reporting tools.

• Ensure compliance with industry regulations, quality standards, and internal policies.

People Leadership & Talent Development

• Lead, coach, and develop a high-performing commercial team.

• Drive a performance culture with clear accountability and measurable outcomes.

• Work with Human Capital to:

a) Recruit and retain top talent

b) Implement performance management frameworks

c) Develop succession plans and leadership pipelines

d) Identify training and development needs

e) Promote employee engagement and a strong team culture

• Promote employee engagement initiatives including programs such as Service Excellence and Great Place to Work.

Governance, Compliance & Safety

• Ensure compliance with all applicable laws, regulations, and company policies in Uganda.

• Uphold ethical standards in all commercial activities.

• Promote adherence to health, safety, and quality standards.

• Ensure proper documentation and governance in all commercial transactions.

f) Qualifications, Skills and other prerequisites

Qualifications 

• Bachelor’s degree in business administration, Commerce, Marketing, Pharmacy, or related field.

• Master’s Degree (MBA or equivalent) is an added advantage.

Experience 

• Minimum 10 years of progressive commercial leadership Experience within the pharmaceutical industry.

• Proven experience managing multi-channel sales operations and large commercial teams.

• Strong understanding of commercial strategy, P&L management, and market expansion.

Technical Knowledge & Skills

• Strategic thinking and business acumen

• Strong leadership and team development capability

• Commercial negotiation and partnership management

• Market analysis and data-driven decision making

• Financial management and profitability optimization

• Customer-centric mindset

• Change management and innovation

• Excellent communication and stakeholder management skills

• Exceptional communication and presentation skills tailored to medical audiences.

• Proficient in CRM tools, promotional tracking, Microsoft Office, and data reporting systems.

How to Apply:

All applications will be received and reviewed through the BrighterMonday Portal by clicking on the 'Apply Here' section