CHC FLM KSA - Internal

Role Description
The role is responsible for driving sales performance and market share growth of the CHC portfolio in Saudi Arabia. 
This includes providing effective leadership to the sales team, building and maintaining strong engagement with 
pharmacies, distributors, and key accounts, and ensuring the flawless execution of commercial and trade marketing 
strategies. The position will ensure full market coverage, deliver excellent in-store execution, and secure sustainable 
business growth in alignment with company objectives.

Number of direct reports: TBD

Key Responsibilities

• Achieve sales, market share, and growth targets for CHC portfolio.


• Lead and coach a team of sales representatives/supervisors to deliver coverage, visibility, and execution targets in pharmacies and retail.


• Build strong relationships with pharmacy chains, distributors, and modern trade to drive product availability and prominence.


• Ensure execution of trade marketing and consumer activation plans in alignment with marketing strategies.


• Monitor sell-in vs sell-out performance, trade stock, and pharmacy-level execution.


• Collaborate with marketing & KAM’s for launches, promotions, and campaigns.


• Ensure compliance with local regulations and company standards.


• Ensure Arcera values form a foundation for daily operations and help guide decisions as well as contribute towards shaping the team culture

KPIs:

• Sales targets (value & volume)


• Market share growth (OTC categories).


• Numeric and weighted distribution.


• Visibility / planogram compliance.


• Pharmacy engagement score (coverage, frequency).


• Team performance and development.

Key Skills:

• Proven sales leadership experience in CHC/OTC or FMCG within Saudi or GCC markets


• Strong people management skills with ability to coach, motivate, and develop high-performing sales teams.


• Familiarity with local market data sources (e.g., IQVIA Saudi, Nielsen KSA)


• Excellent customer engagement and negotiation skills with key pharmacy chains, distributors, and modern trade (e.g., Al Nahdi, Whites, Panda).


• Commercial acumen with ability to analyze sell-in/sell-out data, trade stock, and market performance.


• Ability to collaborate cross-functionally with marketing & KAMs to ensure aligned execution.


• Results-driven mindset with proven ability to achieve sales and market share targets.


• Strong cultural awareness and understanding of Saudi consumer behavior in health & wellness.


• Strong understanding of in-store execution drivers (coverage, visibility, planogram compliance, activation).


• Agile mind set and ability to lead change


• High proficiency in English; Arabic is a strong advantage

Qualifications & Experience:

• Relevant bachelor’s Degree in pharmacy, business or related field


• Minimum of 3 years of sales experience in the pharmaceutical industry, with proven exposure to team management and commercial execution.


• Experience in successfully delivering objectives to time and delivering commercial targets.


• Strong analytical and problem-solving skills with ability to make data-driven decisions


• Working knowledge of the Pharma environment, relevant procedures, with compliance mindset


• Understanding of the Consumer Health environment & marketing dynamics


• Experience with trade marketing (preferred)

This role will be based in Riyadh & will be responsible for Central + Eastern region.