National Sales Manager

Pivotal Integrated HR Solutions; Toronto; On-site; CAD 120,000 - 160,000; Full time

Job summary

Pivotal Integrated HR Solutions has partnered with a major pharmaceutical client to recruit a National Sales Manager to lead and develop its Canadian sales function from the GTA to Montreal. The role requires strong leadership, deep pharma sales experience, and a track record of building high-performing teams.

The successful candidate will drive national sales performance, collaborate with Marketing, manage physician engagement, and expand market coverage across multiple channels.

Qualifications

• Bachelor of Science (B.Sc.) degree.
• 5–10 years of pharmaceutical territory sales experience.
• Minimum 5 years of regional sales management experience within the pharmaceutical industry.
• Strong understanding of pharmaceutical sales environments, physician engagement, territory management, and market development.
• Proven track record of achieving revenue and sales performance targets.
• Experience developing sales incentive, performance management, and training programs.
• Strong analytical skills with experience interpreting sales results, forecasts, budgets, and market trends.
• Demonstrated ability to manage key accounts and develop strong external business relationships.
• Strong coaching, mentoring, and leadership capabilities.
• Excellent communication and presentation skills.
• Ability to work collaboratively with Marketing, senior leadership, and other internal stakeholders.
• Strong organizational, problem-solving, and decision-making skills.
• Comfortable managing multiple priorities within a fast-paced commercial environment.
• High level of professionalism and discretion when handling confidential or commercially sensitive information.

Responsibilities

• Lead, coach, and support the national sales team to achieve established sales and activity objectives.
• Establish expectations surrounding territory coverage, call frequency, productivity, and sales focus.
• Assess physician coverage across regions and identify opportunities to strengthen market penetration and sales representation.
• Develop and implement tools and programs to evaluate individual and team performance.
• Create effective sales incentive programs that support organizational objectives and revenue growth.
• Provide ongoing coaching and training in product knowledge, selling techniques, and physician engagement.
• Lead the onboarding and development of new sales team members.
• Provide interim territory coverage when required to maintain continuity within vacant regions.
• Oversee educational and relationship-building initiatives, including lunch-and-learn programs.
• Work closely with Marketing to translate broader commercial strategies into effective field sales initiatives.
• Coordinate product sampling programs to ensure the sales team has appropriate access to samples based on market and promotional requirements.
• Develop and manage structured physician engagement and detailing cycles.
• Support the development and execution of national continuing medical education (CME) initiatives across relevant product categories.
• Ensure sales programs are executed consistently and effectively across regions.
• Identify and develop new business opportunities and sales channels that contribute to national revenue objectives.
• Build and maintain strong relationships with key accounts and strategic partners.
• Drive achievement of national and regional distribution objectives.
• Monitor year-to-date sales performance against established revenue targets and budgets.
• Prepare and maintain rolling sales forecasts to support business planning.
• Analyze areas of sales growth and underperformance and identify the factors contributing to results.
• Adjust sales activities and programs as required to address performance gaps and capitalize on market opportunities.
• Monitor sales expenses and ensure resources are being deployed effectively.
• Develop appropriate performance measures to evaluate sales force effectiveness and contribution to overall revenue achievement.
• Use sales data and market insights to support strategic decisions and ongoing territory planning.

Skills

Pharmaceutical sales

Regional sales management

Leadership

CRM proficiency

Analytical skills

Communication skills

Education

B.Sc. degree

Tools

CRM systems

Excel

PowerPoint

Word

Outlook

Job description

National Sales Manager – Pharmaceutical Industry

The Opportunity

Our client, an established organization within the pharmaceutical industry, is seeking an experienced National Sales Manager to lead and develop its sales function across Canada

This is a senior sales leadership opportunity for an individual with a strong background in pharmaceutical sales, regional leadership, and sales force development. The successful candidate will be responsible for driving national sales performance, developing the sales team, expanding market coverage, and ensuring sales initiatives are effectively aligned with the organization’s broader commercial and marketing objectives.

Reporting directly to senior leadership, the National Sales Manager will play an important role in achieving revenue targets while identifying opportunities to strengthen existing channels and develop new areas of business.

The successful candidate can be located in the GTA or in Montreal.

Key Responsibilities

• Lead, coach, and support the national sales team to achieve established sales and activity objectives.
• Establish expectations surrounding territory coverage, call frequency, productivity, and sales focus.
• Assess physician coverage across regions and identify opportunities to strengthen market penetration and sales representation.
• Develop and implement tools and programs to evaluate individual and team performance.
• Create effective sales incentive programs that support organizational objectives and revenue growth.
• Provide ongoing coaching and training in product knowledge, selling techniques, and physician engagement.
• Lead the onboarding and development of new sales team members.
• Provide interim territory coverage when required to maintain continuity within vacant regions.
• Oversee educational and relationship-building initiatives, including lunch-and-learn programs.

Sales Strategy & Execution

• Work closely with Marketing to translate broader commercial strategies into effective field sales initiatives.
• Coordinate product sampling programs to ensure the sales team has appropriate access to samples based on market and promotional requirements.
• Develop and manage structured physician engagement and detailing cycles.
• Support the development and execution of national continuing medical education (CME) initiatives across relevant product categories.
• Ensure sales programs are executed consistently and effectively across regions.

Market Development & Sales Channels

• Identify and develop new business opportunities and sales channels that contribute to national revenue objectives.
• Build and maintain strong relationships with key accounts and strategic partners.
• Drive achievement of national and regional distribution objectives.
• Evaluate opportunities and implement programs designed to strengthen market coverage across multiple channels, including:
• Healthcare professionals and physicians
• Hospitals and healthcare institutions
• Retail
• Pharmacy and chain accounts
• Government and public-sector channels
• Adapt regional sales initiatives based on market needs, opportunities, and performance.
• Monitor year-to-date sales performance against established revenue targets and budgets.
• Prepare and maintain rolling sales forecasts to support business planning.
• Analyze areas of sales growth and underperformance and identify the factors contributing to results.
• Adjust sales activities and programs as required to address performance gaps and capitalize on market opportunities.
• Monitor sales expenses and ensure resources are being deployed effectively.
• Develop appropriate performance measures to evaluate sales force effectiveness and contribution to overall revenue achievement.
• Use sales data and market insights to support strategic decisions and ongoing territory planning.

Qualifications & Experience

• Bachelor of Science (B.Sc.) degree.
• 5–10 years of pharmaceutical territory sales experience.
• Minimum 5 years of regional sales management experience within the pharmaceutical industry.
• Demonstrated success leading and developing high-performing sales teams.
• Strong understanding of pharmaceutical sales environments, physician engagement, territory management, and market development.
• Proven track record of achieving revenue and sales performance targets.
• Experience developing sales incentive, performance management, and training programs.
• Strong analytical skills with experience interpreting sales results, forecasts, budgets, and market trends.
• Demonstrated ability to manage key accounts and develop strong external business relationships.
• Strong coaching, mentoring, and leadership capabilities.
• Excellent communication and presentation skills.
• Ability to work collaboratively with Marketing, senior leadership, and other internal stakeholders.
• Strong organizational, problem-solving, and decision-making skills.
• Comfortable managing multiple priorities within a fast-paced commercial environment.
• Proficiency with CRM platforms and Microsoft Office, including Excel, PowerPoint, Word, and Outlook.
• High level of professionalism and discretion when handling confidential or commercially sensitive information.