Head of Commercial - Private UAE Market

About the role

Julphar is looking for a Head of Commercial to lead and drive the overall commercial strategy across the UAE private market. The role oversees the Sales and Key Account Management (KAM) teams, ensuring revenue targets, profitability (P&L) and market expansion. It covers forecasting, team performance management, customer engagement and aligning sales execution with marketing strategies. The position reports directly to the GCC director.

Key responsibilities

• Lead, manage and develop the Sales and KAM teams across the UAE to achieve and exceed sales targets.
• Own full P&L responsibility for UAE commercial operations.
• Develop accurate sales forecasts and demand plans based on market trends, historical data and business objectives.
• Implement and optimise CRM systems for medical representatives to improve productivity, reporting accuracy and customer engagement.
• Plan and manage field force deployment, including territory alignment, area distribution and coverage.
• Conduct regular performance reviews, set KPIs and monitor team achievements.
• Drive the listing of existing and new products in hospitals, pharmacies and clinics across the UAE.
• Build relationships with healthcare providers, distributors and key accounts, and coordinate with the Marketing team on campaigns and product launches.
• Lead sales meetings, business reviews and strategic planning sessions, and identify new business opportunities and market gaps.
• Ensure compliance with local regulations, company policies and industry standards.

Required profile

• Bachelor's degree in Pharmacy, Medicine or a related field (MBA preferred).
• Minimum 15 years of experience in the pharmaceutical industry, including at least 5 years in a senior commercial leadership role in the UAE.
• Proven track record of achieving sales targets and managing high-performing teams.
• Solid understanding of UAE healthcare market dynamics and regulatory environment.

Required skills

• Strong leadership, people management and financial acumen (P&L management)
• Experience in KAM management, hospital and pharmacy channel sales and product listing
• CRM systems, forecasting and data-driven decision-making
• Excellent communication, negotiation and analytical skills