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Job Description
The Commercial Director – Middle East will build a strong funnel of prospects across the region, establishing distributor networks and accounts. Reporting to the CEO and working closely with an upstream team, he will contribute to the continuous development of the company products pipeline.Client DetailsThe company develop affordable healthcare solutions for emerging market.DescriptionAssess market needs in the Middle East and work with the upstream team to create a bag of products that serves the needs of customers and patients in the region.Decide the most appropriate go-to-market model (GTM) that optimizes sales, margins, profitability, and cash flows.Screen and appoint the most appropriate channel partner in each country.Manage the distributor networks on a day-to-day basis. Activities to include but are not limited to: Establishing sales targets/quotas on an annual/quarterly basis; Periodic reviews of opportunity funnel and tender pipeline, designing joint proposals for key tenders (like NUPCO); tracking daily/weekly activities of distributor personnel through a thorough plan and review process; joint customer calls with distributor personnel; design/agree proper marketing and physician education plans. There must be a regular cadence of distributor reviews.Design and implement an annual strategic planning and budgeting process for the company. After that, drive processes to meet targets.Roll out the strategy beyond the 1st phase countries (Saudi Arabia, UAE, Kuwait & Qatar)Propose, plan, and coordinate Government Affairs and Market Access activities closely with consultancies agencies.Develop relationships with competent authorities (like SFDA, NUPCO and others).Take ownership and accountability for commercial tenders, contracts, and service agreements.Evaluate market potential, opportunities, or threats.In due course, be able to build a team.ProfileUniversity degree in medical/life sciences or a clear demonstration of behaviour at the Academic level.Proven track record of 15 years of commercial success in a Medical Devices / IVD company.Thorough knowledge of the Middle East region – this should include operating and regulatory environment, list of key opportunities (like NUPCO), relationships with KOLs/healthcare systems, and knowledge of distribution environment, including relationships with key distributors.Sets clear direction; establishes plans consistent with that direction; measures progress against plansInnovative and creative approaches, able to modify the plans and strategies when neededAble to travel regularly.Arabic speakers are preferred.Proficient with Microsoft Office.Strong bias for actionHighly result orientedSpeed of thought and actionGood communication skillsHighly transparentJob OfferThe opportunity to join a high-potential start-up and impact patients lives in emerging markets.
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