The Commercial Director is responsible for increasing sales volumes and ensuring products meet customer needs through monitoring and modifying marketing mix elements. Key responsibilities include establishing sales and customer expansion strategies, developing effective marketing plans for each product in line with company objectives, monitoring competitor activity, and maintaining strong customer relationships. Performance is measured based on sales targets, brand awareness, profitability, new customers and quality of sales forecasting.

1. Position Profile Form - PPF
Human Rescores Department
Position Name: Commercial Director Reporting To: General Manager
Location Head Office, Cairo Function: Sales & Marketing
Job Purpose:
Increasing sales volume and complete AB Pharma Vision and strategies through continuous monitoring and modifying
the elements of the marketing mix and ensure that products profitable meet the needs of customers.
Job Function:
Establishes plans and strategies to expand the customer base for increasing sales volume
Build trust, communicate effectively, focus on the customer, collaborate with others, solve problems creatively
and demonstrate high integrity
Monitor and control product performance and adjust plans accordingly.
Keeping informed of new developments in The Market.
Develop the core positioning and messaging for the products
Developing strategies for increasing sales opportunities
Develop an effective marketing plan per each product in line with company objectives and strategy.
Develop, adapt and follow-up the implementation of the tactical plan in line with company strategic product
objectives.
Establish and maintain effective working team relationships with all support departments.
Demonstrates technical selling skills and product knowledge
Planning work schedules and weekly and monthly timetables and discussing future targets with general
manager
Monitoring competitor activity and competitors' products
Provide a high level of our competitors products knowledge
Develop and maintain strong working relationships with key customers to support current and future product
objectives.
Develop and implement special marketing activities to reduce stock.
Anticipate future trends of market environment which are likely to affect the performance and potential of the
product.
Monitor the implementation of the pricing of his product.
Staying informed about the activities of health services in the market
Communicate with the suppliers (local and abroad) regarding the technical and marketing aspects of his
products.
Arranging appointments with Key Opinion Leaders & Decision Making (doctors, hospital medical team)
Developing advocates plans (KOL’s)
Monitor geographical coverage and territory Growth Rate / Area / Account / Department
Prepare a full report with the problems that oppose sales team and his suggestion to solve it
Prepare and update technical specifications of his products.
Following company policies & SOP’s/KPI’s
Maintain contact with all clients in the market area to ensure high levels of Client Satisfaction.
Monitor the customer satisfaction regarding the after sales service.
To be ready to deal with customer objection on the product
Maintain the profitability according to the company strategies
Demonstrate ability to interact and cooperate with all company employees
Work with his team, and other sales teams, to coordinate activities for different products to ensure maximum
outcome from company’s activities.
Work with the logistics department to coordinate availability of his products all the time
Regularly attending company meetings and daily briefings with his business units.
Following company policies

2. Position Profile Form - PPF
Human Rescores Department
Job Responsibilities:
Responsible for TARGET achievement for his business units
Responsible on recruit and hire his business units team ( Equipment & Solution)
Responsible on setting ROUND plan and sales strategies to his business units and follows it up
Responsible for setting business units plans and contingency plans.
Responsible on persuasion the Key Opinion Leaders with our product specification & benefits
Responsible on the cooperation success between him & his business units managers
Responsible to help and support his team.
Responsible on refreshment of old winning tenders to open new opportunities
Responsible on all sales activities, and setting long-term area goals (Per Account) in line with company vision
and values
Participate in marketing events such as seminars, workshops, etc...
Responsible on develop and implement special sales activities to reduce stock.
Responsible on his team visits and accounts and their reports
Responsible to reserve old accounts and find new ones.
Responsible for getting orders, follow open orders/open quotations.
Responsible on supervising, motivating and monitoring his team performance.
Responsible on Prepare budget and control expenses to meet budget
Responsible on dealing with some major customers by himself.
Responsible on deliver weekly, monthly, quarter reports to General Manager on achievements.
Responsible on identifying future sales plans and opportunities
Responsible on putting estimated target per product
Responsible on keep tracing and follow up Sales Volume / Product / Rep / Territory / Account Vs Target
Responsible on business to business planning
Responsible on determine discount rates in line with company pricing strategy
Responsible on distribute target and areas on his team regarding to the company guidelines.
Responsible on compiling and analyzing sales figures.
Responsible on managing the products through the products lifecycle
Responsible on products planning and products marketing
Responsible on suppliers catalogue, leaflet and technical dossier
Responsible on his business units team promotional activity support
Responsible on events management & after events management
Responsible on all sales activities in line with company vision and values.
Responsible on collection monitor, facilitate customer payments and enhance collection turnover
Responsible on collecting customer’s feedback.
Responsible on managing multi-functional teams to insure products are in-store on time and on budget. Run
weekly team meetings with logistics, technical, scientific and finance department.
Responsible on distribution monitoring
Other duties as assigned

3. Position Profile Form - PPF
Human Rescores Department
Job Dimensions:
Number of Associates: NA
Financial Responsibility: Sales & Marketing Expenses
Communication Lines:
Internal: All Dep.
External: Suppliers – Customers
Key Performance Indicators
Sales Vs budget
Brand awareness with target segments
Profitability
New Sales Leads, Tender, New Customers
Quality of relationship with key opinion leaders
Quality of product sales forecasting
Inventory management in co-ordination with other divisions
Knowledge level of the company’s and competitors’ products.
Quality of work (Planning, Organizing, Creativity & Precision)
Sense of Urgency
Leadership (Coaching & Monitoring)
Positive Contribution in Other Sales Process
Job Authorization:
Review supplier prices
Review product pricing
Set policies to his team according company strategies
Any goods related to his supplier to be sold under his supervision
Sign and approved on all issuing quotations related to his products
Delegate authority and responsibility with his team
Collect and study all scientific information related to our products
Competencies:
Marketing Planning:
Sensitive to market dynamics, regional differences, positioning, segmentation, pricing strategies and
have an understanding of marketing research.
Advertising & Promotion:
Develops direct mail and journal advertising programs.
Field Force Dynamics:
Understanding of the necessity of inter-departmental collaboration. Understands field force as part of
Marketing Mix.
Innovation:
Develops innovative concepts and approaches to positioning and tactical marketing in the market
segment.
Communication:
Demonstrates strong communication skills, provides input to field managers & reps., report writing and
presentation skills. High level of interpersonal skills and relationship building required.
Customer Focus:
Listens to customers, identifying, meeting and anticipating their needs.
Sales Skills:
Ability to develop relationships with customers and vendors at all levels, Problem solving and
negotiation skills, Analytical and numerate