Job Description

The Senior Medical Sales Representative plays a critical role in driving NCH’s healthcare and nutraceutical business by leading field execution within assigned territories while elevating the quality of customer engagement and commercial performance. Building on the core responsibilities of a Senior Medical Sales Representative, this role combines advanced scientific knowledge with strong commercial acumen to deliver sustainable growth, strengthen brand positioning, and deepen partnerships with healthcare professionals.

In addition to managing key accounts and achieving sales targets, the Senior Medical Sales Representative is expected to act as a role model within the field team, contributing to coaching junior representatives, sharing best practices, and providing high-quality market insights. The role supports strategic initiatives by influencing prescribing behaviour, identifying growth opportunities, and ensuring all activities are executed in full compliance with UAE healthcare regulations and NCH standards, while consistently embodying NCH’s Culture DNA of client-centricity, integrity, collaboration, trust, and practicality.

Roles and Responsibilities

Territory Management and Sales Planning

• Develop and execute a comprehensive territory strategy aligned with brand objectives, ensuring achievement of sales targets and sustainable growth.
• Own territory performance by analysing KPIs, identifying gaps, and implementing corrective actions to maximise productivity and ROI.
• Prioritise high-value accounts and optimise coverage plans to enhance reach, frequency, and impact of field activities.
• Contribute to forecasting and demand planning by providing accurate, data-driven field inputs.

Customer Engagement and Scientific Promotion

• Deliver high-quality, insight-driven scientific detailing tailored to the needs of healthcare professionals, moving beyond standard product promotion.
• Position products effectively within therapeutic areas by linking clinical evidence to patient outcomes and practice needs.
• Lead complex discussions with key prescribers, pharmacists, and stakeholders, demonstrating strong therapeutic expertise.
• Leverage both face-to-face and digital channels to maximise engagement and reach.

Relationship Management and Partnership Building

• Build and manage strategic relationships with key opinion leaders, high-potential prescribers, and institutional accounts.
• Identify and unlock cross-selling and portfolio expansion opportunities within key accounts.
• Act as a trusted advisor to healthcare professionals, strengthening long-term partnerships and brand loyalty.
• Support tender and institutional business initiatives where applicable, ensuring alignment with commercial strategy.

Market Intelligence and Business Insights

• Analyse competitor activity, prescribing trends, and market dynamics to identify opportunities and risks.
• Translate field insights into actionable recommendations for Marketing, Medical, and Commercial teams.
• Provide structured feedback to support brand strategy refinement and campaign effectiveness.
• Contribute to territory and brand-level business reviews with data-backed insights.

Events, Training, and Professional Education

• Lead participation in scientific congresses, workshops, and educational events, ensuring strong brand presence.
• Support the planning and execution of round tables, speaker programmes, and awareness initiatives.
• Deliver impactful presentations to healthcare audiences, enhancing brand credibility and engagement.
• Continuously upgrade scientific and market knowledge to remain a credible and trusted expert.

Cross-Functional Collaboration and Compliance

• Ensure strict adherence to MOHAP, DHA, and internal compliance guidelines across all activities.
• Collaborate closely with Marketing, Medical Affairs, and Regulatory teams to ensure alignment of messaging and execution.
• Maintain accurate and timely CRM reporting, ensuring high-quality data for decision-making.
• Champion NCH’s Culture DNA by embedding client-centricity, integrity, collaboration, trust, and simplicity in daily interactions.

Coaching, Mentoring & Field Excellence

• Support onboarding and coaching of junior Medical Representatives to elevate overall team capability and performance.
• Share best practices in call planning, objection handling, and customer engagement to drive consistency in execution.
• Act as a role model in professionalism, scientific knowledge, and ethical promotion.
• Contribute to building a high-performance, collaborative field culture aligned with NCH values.

Must-Have Requirements

• Bachelor’s degree in Pharmacy, Medicine, or a related scientific discipline; postgraduate qualification in Business or Life Sciences is an advantage.
• 5 to 8 years of progressive experience in pharmaceutical, nutraceutical, or healthcare sales within the GCC, with a proven track record of consistent target achievement.
• Demonstrated experience in managing key accounts, influencing prescribing behaviour, and driving territory growth.
• Prior exposure to multiple therapeutic areas, with the ability to handle complex product portfolios and scientific discussions.
• Experience in mentoring or supporting junior team members is preferred.
• Valid UAE driving license and willingness to travel across assigned territories.

Measures of Success

• Builds strong, trust-based relationships by understanding customer needs and delivering tailored solutions.
• Demonstrates ownership, resilience, and accountability while maintaining the highest ethical standards.
• Works effectively across functions, adapts quickly to change, and contributes to collective success.
• Acts with honesty, reliability, and professionalism to build long-term partnerships with stakeholders.
• Communicates clearly, solves problems efficiently, and focuses on actions that deliver measurable impact.