Job Description

A global pharmaceutical company is seeking a Head of Commercial Excellence Manager to lead and oversee all commercial operations for the company in South Africa and Export Markets, ensuring the delivery of Gross and Net Sales targets aligned to budget, while promoting ethical and sustainable business practices.
The Head of Commercial sets the commercial strategy and leads cross-functional integration across Sales, Key Accounts, Marketing, Supply Chain, Pharmacovigilance, Regulatory, and Quality. This role is instrumental in fostering enterprise wide alignment, eliminating silos, and driving end-to-end accountability for strategic execution and profitable growth.

• Lead and align all commercial functions to deliver sales, profitability, and market share objectives.
• Oversee the Heads of Key Accounts, National Sales Manager, and Commercial Excellence leaders.
• Drive execution of strategic sales and marketing plans across all customer segments and regions.
• Ensure collaboration across departments to eliminate silos and foster shared accountability.
• Lead annual budgeting and quarterly forecasting processes for commercial functions.
• Set and monitor Gross to Net targets, ensuring sustainable revenue delivery.
• Champion a data-driven decision-making culture using insights from BI, market data, and CRM.
• Foster a high-performance culture through coaching, talent development, and leadership.
• Represent commercial interests in executive leadership forums and strategic planning cycles.
• Ensure full compliance with industry regulations, company values, and governance standards.
• Lead commercial input into innovation launches and portfolio transitions.
• Influence commercial readiness in new market entries or acquisitions.

Requirements:

• Tertiary qualification in Business, Marketing, or Commerce.
• Postgraduate qualification (MBA or equivalent) is advantageous.
• Minimum of 10 years' experience in the pharmaceutical industry, with at least 5 years in a senior strategic or cross-functional commercial role.
• Proven track record of strategic account leadership.
• Advanced commercial acumen including P&L responsibility and strategic planning.
• Deep understanding of sales and marketing execution in regulated healthcare environments.
• Skilled in stakeholder management, negotiation, and team leadership.
• Familiarity with revenue growth levers, promotional planning, and trade investments.
• Experience managing diverse teams and leading through complex matrix structures.
• Strong ability to drive integration, alignment, and cultural cohesion across functions.
• Comprehensive understanding of key account strategy development and execution in the pharmaceutical or consumer health sectors.
• In-depth knowledge of customer dynamics across corporate retail (Clicks, Dis-Chem, Shoprite Checkers, Pick n Pay, and Spar), independents, wholesalers, and buying groups.
• Strong grasp of pricing models, trading terms, G2N management, and promotional effectiveness.
• Familiarity with regulatory and compliance requirements including SEP, scheduling, and the Marketing Code.
• Proven ability to interpret and apply insights from syndicated data (IQVIA, IRI), internal sales reports, and retailer platforms.
• Strategic understanding of portfolio management and brand-channel alignment.
• Sound financial acumen including forecasting, budget ownership, ROI analysis, and P&L impact.
• Knowledge of route-to-market models and retail execution levers.
• Familiarity with public and export sector distribution dynamics.
• Exposure to e-commerce and omnichannel retail strategies.
• Understanding of category management and shopper marketing frameworks.
• Experience in managing regional expansion and cross-border commercial initiatives.
• Minimum 8 years of progressive experience in key account or commercial leadership roles within the pharmaceutical or FMCG industry.
• Proven track record of leading national account teams and delivering sustained revenue growth.
• Experience in national negotiations, long-term partnership building, and senior buyer engagement.
• Demonstrated leadership in strategic planning, business reviews, and cross-functional alignment.
• Experience in managing trade investments, promotional planning, and business development initiatives.
• Exposure to leading through change and navigating complex customer structures.
• Previous experience with field team leadership or integration between field force and key accounts.
• Involvement in digital transformation or CRM/data integration projects.
• Experience launching products or transitioning portfolios in key retail accounts.
• Strategic thinker with strong leadership presence.
• High-level negotiation, communication, and relationship-building skills.
• Commercially driven with deep customer focus and results orientation.
• Strong stakeholder management, internally and externally.
• Analytical, structured, and able to translate insights into commercial action.
• Team builder with a coaching mindset and strong accountability.
• Able to navigate ambiguity and lead business transformation.
• Professional, values-driven, and aligned with good governance practices.

Candidates that meet the criteria may submit their CV to
Should you receive no response within 7days, please consider your application unsuccessful