Head of Sales – Business Development (Pharma)

About the role

The Head of Sales will lead the Business Development function for a pharmaceutical company, focusing on B2B opportunities across Europe, Africa and the wider MENA region. This entrepreneurial position requires building the commercial operation from the ground up and delivering measurable revenue growth.

Key responsibilities

• Identify, develop and close new B2B opportunities in target international markets, with a primary focus on Africa and MENA.
• Build and manage relationships with distributors, wholesalers, retailers and strategic commercial partners.
• Develop a robust pipeline of regional prospects and convert them into active trading accounts.
• Assess distributor capabilities, negotiate commercial terms, pricing, volume commitments and exclusivity arrangements.
• Lead end‑to‑end deal negotiations, from proposal preparation to contract signing, onboarding and first orders.
• Design and implement the B2B function’s processes, reporting, pipeline management, partner onboarding and account development.
• Collaborate across sales, commercial planning, logistics, customer service, forecasting and internal reporting to ensure operational excellence.
• Lead, mentor and set KPIs for an offshore B2B team, providing clear guidance and accountability.

Required profile

• Extensive experience in pharmaceutical B2B sales and market expansion, particularly in Africa and the MENA region.
• Established network of distributors and retailers with a proven track record of closing high‑value deals.
• Strong commercial acumen, able to negotiate complex agreements and drive profitable growth.
• Hands‑on leadership style with the ability to build and scale a new commercial function.
• Resilience, persistence and a results‑oriented mindset.

Required skills