GM Sales (Franco Africa)

Job Purpose:

The General Manager – Sales for the Franco-African region will lead the commercial strategy, sales operations, and business development across French-speaking African markets. The role requires a deep understanding of the pharmaceutical landscape, regulatory environment, and cultural nuances in Francophone Africa. The GM will be responsible for driving top-line growth, expanding market presence, managing distributor/partner relationships, and ensuring compliance with corporate and local standards.

Key Responsibilities:

1. Sales Strategy & Execution:

• Develop and implement country-specific and regional sales strategies aligned with company goals.
• Identify growth opportunities and launch plans for new products in existing and new markets.
• Monitor sales performance and ensure achievement of revenue targets and market share objectives.

2. Market Development:

• Conduct regular market analysis and competitive intelligence.
• Build brand awareness and ensure consistent value messaging across markets.
• Expand footprint in underpenetrated markets through new partnerships or direct operations.

3. Distributor & Partner Management:

• Appoint, manage, and evaluate performance of distributors, agents, and channel partners.
• Provide training, marketing support, and sales tools to partners to ensure alignment with company strategy.
• Negotiate commercial terms and monitor adherence to company policies and standards.

4. Team Leadership & Development:

• Lead and manage a cross-cultural, multi-country sales team (including country managers and sales reps).
• Set performance KPIs, conduct regular reviews, and foster a high-performance culture.
• Build succession plans and develop local leadership capabilities.

5. Regulatory & Compliance:

• Ensure compliance with country-specific pharma regulations and ethical marketing practices.
• Work closely with regulatory and legal teams to support market entry and licensing.

6. Financial Management:

• Manage sales budgets, pricing strategy, profit & loss accountability for the region.
• Forecast revenues, manage trade spends, and optimize ROI on sales and marketing efforts.