Job Description
Overview
Remote-based (UK) | Regular travel to Head Office
We are partnering with a pharmaceutical organisation seeking an experienced Head of Sales to lead and execute a UK-wide commercial strategy across hospital, pharmacy, OTC, and branded generics.
This is a senior, high-impact role with full accountability for revenue growth, key accounts, pricing strategy, and cross-functional leadership in a highly regulated and competitive UK market.
The Role
You will own and deliver a multi-channel UK sales strategy, balancing commercial ambition with operational discipline, regulatory compliance, and supply chain realities.
Key responsibilities
Multi-Channel Sales Strategy
Develop differentiated sales strategies across hospital, pharmacy, OTC, and branded generics
Analyse market trends, competitor activity, tariff movements, and demand fluctuations
Set and deliver UK revenue targets and KPIs by channel and product class
Align product positioning and pricing with customer and market needs
Key Account Management – managing a team of KAMs
Hospital / NHS
Lead relationships with NHS procurement, ICBs, hospital pharmacy teams, and framework providers
Oversee tenders, formulary access, and contracting for generics and branded generics
Pharmacy
Build and manage relationships with pharmacy multiples, symbol groups, buying groups, and independents
Negotiate listings, rebates, promotions, and supply agreements
Wholesalers & Distributors
Manage national and secondary wholesalers
Negotiate pricing, service levels, and stock availability
OTC / Consumer Health
Drive OTC penetration with retail buyers, pharmacy chains, and online platforms
Support category management, merchandising, and seasonal strategies
Commercial Execution & Supply Chain
Partner closely with Supply Chain and Operations to ensure continuity of supply
Monitor and respond to UK-specific market triggers (shortages, Category M, concessions)
Support product launches aligned to MHRA and market access requirements
Compliance & Governance
Ensure compliance with MHRA, ABPI Code, NHS procurement rules, UK Bribery Act, and competition law
Champion a culture of compliant, ethical selling across all channels
Lead UK pricing strategy, managing generics volatility and tariff impacts
Own commercial budgets, promotional spend, and profitability
Deliver accurate commercial reporting, including margin analysis and tender performance
Cross-Functional Leadership
Work closely with Medical, Regulatory, Quality, Manufacturing, Finance, and Supply Chain teams to deliver organisational objectives
About You
Proven senior sales leadership experience within the UK pharmaceutical industry
Strong understanding of generics, branded generics, and/or OTC
Deep knowledge of UK market access, pricing, and NHS procurement
Commercially astute, strategic, and comfortable operating at board level
Confident leading complex stakeholder relationships across multiple channels
Excellent management and mentoring experience and skills
Pro4orm People Ltd is acting as an Employment Agency in relation to this vacancy. Pro4orm People Ltd is an Equal Opportunities Employer. Due to a high volume of applications we will only be able to contact successful applicants within 5 working days. We may, however, contact you regarding other potential roles of interest. By applying for this position you will be agreeing to our Terms and Conditions, and Privacy Policy which can be found on our website www.pro4ormpeople.com
Equal Opportunity Employer:
At Pro4orm People Ltd we are committed to fostering an inclusive and diverse workplace. We welcome applications from all qualified candidates regardless of race, gender, sexual orientation, religion, disability, or background.
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