Sales Director: Distribution | Market Access Healthcare

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.

About DP World

Trade is the lifeblood of the global economy, creating opportunities and improving the quality of life for people around the world. DP World exists to make the world’s trade flow better, changing what’s possible for the customers and communities we serve globally.

With a dedicated, diverse and professional team of more than 111,000 employees from 159 nationalities, spanning 77 countries on six continents, DP World is pushing trade further and faster towards a seamless supply chain that’s fit for the future.

We’re rapidly transforming and integrating our businesses -- Ports and Terminals, Marine Services, Logistics and Technology – and uniting our global infrastructure with local expertise to create stronger, more efficient end-to-end supply chain solutions that can change the way the world trades.

What's more, we're reshaping the future by investing in innovation. From intelligent delivery systems to automated warehouse stacking, we’re at the cutting edge of disruptive technology, pushing the sector towards better ways to trade, minimising disruptions from the factory floor to the customer’s door.

DP World is on a mission to transcend boundaries and bridge the gap between all nations and cultures – not just in what we do but also in how we behave.

We are dedicated to creating a culture where everyone feels respected, supported, and empowered to reach their full potential. We believe that embracing inclusion and diversity, drives innovation and growth and helps us connect people, businesses, and societies. Free minds and different perspectives are changing our world, and together we can change what’s possible.

WE MAKE TRADE FLOW TO CHANGE WHAT'S POSSIBLE FOR EVERYONE.

EEO Statement

DP World is committed to the principles of Equal Employment Opportunity (EEO). We strongly believe that employing a diverse workforce is central to our success and we make recruiting decisions based on your experience and skills. We welcome applications from all members of society irrespective of age, gender, disability, race, religion, or belief.

By submitting your resume and application information, you authorize DP World to transmit and store your information in the world-wide recruitment database, and to circulate that information as necessary for the purpose of evaluating your qualifications for this or other job vacancies.

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