Regional Sales Manager - Channel

JOB DESCRIPTION:

Job Summary:

We are seeking a highly analytical and proactive professional to take on a strategic role in monitoring and controlling crossflows across the region. This position plays a pivotal part in ensuring compliance, transparency, and accuracy of Abbott stock at the customer level—aligned with market potential, pricing dynamics, and regulatory requirements.

As a Regional Sales Manager – Channel, you will harness the power of data analytics to uncover insights, detect anomalies, and proactively flag irregularities across Retail, Institutional, Doctor, and Wholesale channels throughout Pakistan. Your work will directly influence business strategy by safeguarding legitimate sales practices and optimizing channel performance.

Key Responsibilities

Data-Driven Analysis & Insights

• Conduct in-depth analysis of secondary sales data to uncover trends, anomalies, and opportunities
• Share actionable insights with the Head of Channel (HOC) and plan targeted field investigations

Field Validation & Investigation

• Execute field visits to validate flagged cases and unusual sales patterns
• Collaborate with distributors to gather insights and ensure corrective action implementation
• Present validated cases to HOC for closure.
• Proactively identify and validate low-performing areas within core products, perform deep-dive analysis to uncover key product, doctor, and pharmacy drivers, and submit a detailed, insight-driven report to HOC.

Market Surveillance & Compliance

• Identify unusual sales patterns by brick, area, or city and escalate as needed
• Physically verify sales invoices to prevent crossflows across retail and wholesale outlets
• Ensure compliance with company policies for stock levels and IMS ratios

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Risk Identification & Reporting

• Detect and report crossflows, wholesale discount irregularities, and competitor activities
• Monitor institutional sales through invoice checks and on-ground validation

Stock & Performance Monitoring

• Track and report wholesale stock counts (top 5 core products) in the first 3 days of each month
• Maintain accurate Wholesale/Secondary (WS/IMS) ratios in line with company guidelines

Market Intelligence & Insights

• Continuously analyze market trends to ensure legitimate and sustainable sales growth
• Submit weekly updates including:
  • Wholesale cut rates (Abbott & competitors)
  • City-wise WS ratios
  • Updated DCRs and market intelligence reports

Collaboration & Stakeholder Engagement

• Work closely with Sales, Trade, and cross-functional teams to drive alignment and execution
• Build strong partnerships with distributors and internal stakeholders

Capability Building

• Conduct distributor training sessions in collaboration with HOC to strengthen execution excellence

Education/Knowledge & Experience:

Academic Background

• Bachelor’s Degree or Pharm-D from a reputable institution

Experience

• 3–5 years in diversified pharmaceutical markets

Core Competencies

• Strong understanding of Therapeutic Areas (TAs)
• Deep knowledge of retail & wholesale market dynamics
• Awareness of cut rates, pricing trends, and product performance
• Familiarity with assigned geographical regions

Key Skills

• Exceptional analytical and problem-solving skills
• Strategic and critical thinking mindset
• Strong communication and interpersonal abilities
• Proficiency in MS Office tools (especially Excel & PowerPoint)

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

     

JOB FAMILY:

Administrative Support

DIVISION:

EPD Established Pharma

LOCATION:

Pakistan > Islamabad : Plot No. 136, Street No. 9, I 10/3, Industrial Area

ADDITIONAL LOCATIONS:

WORK SHIFT:

Standard

TRAVEL:

Yes, 20 % of the Time

MEDICAL SURVEILLANCE:

Not Applicable

SIGNIFICANT WORK ACTIVITIES:

Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)