Group General Manager, Marketing and Sales
Avison Pharma Group of Companies
- Herat
- Permanent
- Full-time
- Develop and execute group-wide commercial strategy aligned with corporate objectives
- Lead portfolio segmentation (Rx, OTC, nutraceuticals) and lifecycle management
- Define product positioning, value propositions, and pricing strategies
- Drive new product launches (NPLs), including go-to-market planning and demand forecasting
- Conduct market access strategy, including formulary inclusion and tender participation
- Direct and optimize multi-tier sales structure (medical representatives, area managers, regional managers)
- Implement sales force effectiveness (SFE) frameworks, territory alignment, and call planning
- Monitor sales KPIs: productivity per rep, coverage, conversion rate, and prescription generation
- Lead institutional sales & tender business (public and private sector procurement)
- Establish robust distribution models ensuring availability, coverage, and inventory control
- Design and oversee evidence-based promotional strategies targeting physicians and healthcare providers
- Ensure full compliance with pharmaceutical marketing codes, ethical standards, and regulatory requirements
- Lead development of promotional materials (visual aids, detailing aids, digital content) aligned with medical accuracy
- Coordinate with medical affairs for scientific validation and KOL engagement
- Build strategic relationships with Key Opinion Leaders (KOLs), physicians, pharmacists, hospitals, and NGOs
- Lead Key Account Management (KAM) strategy for major clients and institutional buyers
- Negotiate and manage distribution agreements, partnerships, and strategic alliances
- Represent the company in industry forums, conferences, and regulatory interactions
- Utilize IMS/IQVIA data (or local equivalents) for market analysis, competitor benchmarking, and trend forecasting
- Drive data-driven decision-making using dashboards and CRM systems
- Conduct ROI analysis on marketing campaigns and sales initiatives
- Identify growth opportunities, gaps, and risks through continuous market intelligence
- Own and manage commercial P&L across product lines
- Develop and control sales and marketing budgets
- Ensure profitability through cost optimization and revenue maximization strategies
- Forecast revenue and manage demand planning in coordination with supply chain
- Lead, coach, and develop a high-performance commercial team
- Implement training programs for medical representatives (product knowledge, detailing skills, and compliance)
- Establish performance management systems, incentive schemes, and succession planning
- Foster a culture of accountability, innovation, and ethical conduct
- Drive digital marketing initiatives, including HCP engagement platforms, webinars, and e-detailing
- Integrate omnichannel approaches combining field force and digital touch points
- Leverage CRM systems for customer engagement tracking and personalization
- Master's degree or Ph.D in Economics, Business Administration (MBA), or related field
- Minimum 8-12 years of progressive experience
- Proven leadership experience managing national or multi-regional teams
- Strong understanding of pharmaceutical regulations, tender systems, and the healthcare ecosystem