Job Description
Reports To: Sales and marketing Director
Department: Sales team
Position Objective
Lead, develop and execute national oncology sales strategy to achieve revenue, market share and profitability targets while ensuring compliance with pharmaceutical regulations and strengthening relationships with key stakeholders in oncology market.
(KOLs, hospitals, pharmacies and distributors).
1️. Sales Strategy & Target Setting
• Develop annual & monthly sales strategy to ensure accurate demand forecasting and product availability in oncology market.
• Design annual sales budget in coordination with sales and marketing team in oncology market.
• Break down annual budget into seasonal, regional, product-based and individual targets in oncology market.
• Allocate products and targets among supervisors and medical representatives in oncology market.
• Develop action plans for new product launches.
• Analyze patient pool, competitor share and pricing strategy.
2️. Monitoring, Analysis & Reporting
• Monitor weekly CRM dashboards and sales KPIs.
• Conduct gap analysis in oncology market. (Target vs. Actual).
• Develop corrective action plans in oncology market.
• Prepare sales reports for senior management.
• Provide structured performance feedback to supervisors and reps.
3️. Compliance & Governance
• Ensure adherence to pharmaceutical sales policies, company SOPs.
• Communicate policy updates and supervise implementation across all regions.
• Monitor ethical promotion standards and compliance with pharmaceutical marketing regulations.
4️. Stakeholder & Key Account Management
• Develop strong engagement with:
o Oncologists & Hematologists
o Hospital procurement departments
o Key pharmacies
o Health institutions
• Attend congresses, scientific meetings and oncology events to expand business network.
• Strengthen KOL relationships.
• Coordinate cross-functional strategy with key account, Marketing, Medical and Supply
5️. Sales Channel Development & Market Expansion
• Identify geographic, institutional and personal-based sales gaps.
• Collaborate with Marketing & Branding to enhance product positioning.
• Provide competitive intelligence to Medical and Marketing teams.
• Develop channel-specific growth strategies (Hospital / Retail / Tender-based).
KPIs (Key Performance Indicators)
• 100 annual sales target achievement
• Market share growth in oncology segment
• CRM compliance rate
• Forecast accuracy rate
• Team productivity improvement
• Expansion of active prescribers
• Budget adherence
Qualifications
• Minimum 5 years’ experience in pharmaceutical oncology sales
• At least 2–3 years in sales team leadership
• Strong knowledge of Iranian pharmaceutical market & distribution system
• Bachelor’s degree in Pharmacy, Medical Sciences, Business or related field
• MBA (preferred)
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Core Competencies
• Strategic sales planning & budgeting
• Advanced sales data analysis (Excel, CRM systems)
• Leadership & coaching
• Negotiation & stakeholder networking
• Cross-functional collaboration
• Oncology market expertise
• Regulatory awareness
• Strong reporting & presentation skills
• Fluent English (preferred)
