National Sales Manager

Monroe Consulting Group; Malaysia; On-site; MYR 180,000 - 280,000; Full time

Job summary

Monroe Consulting Group, a leading Executive Recruitment firm, is partnering with a top healthcare organisation in Malaysia to recruit a National Sales Manager. The role will drive regional sales strategy, leadership, and market expansion to achieve growth.

You will oversee a national sales team including FSMs and MSRs, develop KPIs, coordinate cross-functional activities, and ensure compliant, ethical sales practices while building strong customer relationships across the region.

Qualifications

• Bachelor's degree in science, pharmacy, life sciences, business, or marketing.
• 8–12 years in pharmaceutical/healthcare sales with leadership.
• Experience managing field sales leaders.
• Track record of achieving sales targets and growth.
• Experience across multiple territories and dispersed teams.

Responsibilities

• Develop and execute regional sales strategies aligned with company objectives.
• Translate national goals into actionable regional plans.
• Identify growth opportunities via market analysis and segmentation.
• Drive sales growth, market penetration, and profitability.
• Lead, coach, and develop the frontline sales team.
• Review territory coverage and fieldforce effectiveness.
• Monitor sales performance and forecasts; provide management reports.
• Collaborate with Marketing, Finance, Medical and other teams for launches.

Skills

Sales leadership

Sales strategy

Market analysis

CRM systems

MS Excel

PowerPoint

Education

Bachelor's Degree in Science/Pharmacy/Life Sciences/Business/Marketing

Tools

CRM systems

Salesforce

MS Excel

PowerPoint

Job description

Monroe Consulting Group, an Executive Recruitment firm, is partnering with a leading organisation within the Healthcare industry to hire a National Sales Manager. This opportunity is based in Malaysia.

Position Overview

The Sales Manager will lead the national sales organisation in developing and executing commercial strategies that deliver sustainable business growth and market expansion. They will drive sales excellence, leadership development, customer engagement, and operational effectiveness to achieve organisational objectives.

Key Responsibilities

1. Sales Strategy & Business Planning

• Develop and execute regional sales strategies aligned with company objectives.
• Translate national commercial goals into actionable regional plans.
• Identify growth opportunities through market analysis, customer segmentation, and competitor assessments.
• Drive sales growth, market penetration, customer coverage, and profitability.

2. Leadership & Team Development

• Lead, coach, and develop the FSM team.
• Set performance expectations, KPIs, and business priorities.
• Conduct regular performance reviews and business discussions.
• Build leadership capability, support talent development, and drive succession planning.

3. Field Force Effectiveness

• Ensure optimal deployment and productivity of Medical Sales Representatives (MSRs) through FSM leadership.
• Review territory coverage, customer targeting, and sales execution.
• Conduct field visits to evaluate customer engagement and coaching effectiveness.
• Address gaps in territory performance and resource allocation.

4. Sales Performance & Analytic

• Monitor sales performance across territories, products, channels, and customer segments.
• Manage sales forecasting and business planning processes.
• Analyse trends, identify performance gaps, and implement corrective actions.
• Prepare business reviews, forecasts, and management reports.

5. Customer & Business Development

• Build and maintain relationships with key healthcare customers and stakeholders.
• Support FSMs in managing strategic accounts and complex opportunities.
• Identify new business opportunities, market expansion prospects, and untapped territories.
• Resolve escalated customer issues and strengthen customer engagement.

6. Cross-Functional Collaboration

• Partner with Marketing, Commercial, Finance, Medical, and other internal teams.
• Support product launches, promotional campaigns, pricing strategies, and commercial planning.
• Provide market intelligence and customer insights to support business decisions.

7. Product Knowledge & Capability Building

• Maintain strong understanding of products, therapeutic areas, and competitive landscapes.
• Ensure FSMs and MSRs possess the necessary product, sales, and business knowledge.
• Champion continuous learning and a high-performance culture within the sales organisation.

8. Compliance & Governance

• Ensure adherence to company policies, SOPs, reporting standards, and pharmaceutical industry regulations.
• Review and validate forecasts, sales reports, business plans, and performance updates.
• Promote ethical sales practices, accountability, collaboration, and operational excellence.

Key Requirements

Qualifications & Experience

• Bachelor's Degree, Post Graduate Diploma, or Professional Degree in Science, Pharmacy, Life Sciences, Business, Marketing, or another relevant discipline.
• Minimum 8-12 years of relevant experience in the pharmaceutical, healthcare, medical, or related industry.
• Proven experience in pharmaceutical sales management with progressively increasing leadership responsibilities.
• Must have experience managing Field Sales Managers, Area Sales Managers, or equivalent first-line sales leaders.
• Proven track record of achieving and exceeding sales targets and driving sustainable business growth.
• Experience managing multiple territories and geographically dispersed sales teams.

Technical / Functional Expertise

• Strong expertise in pharmaceutical sales management and commercial strategy execution.
• Experience in market analysis, customer segmentation, competitor assessment, sales forecasting, and business planning.
• Knowledge of territory management, customer targeting, sales execution, and key account management.
• Proficiency in Microsoft Office, particularly Excel and PowerPoint.
• Experience with CRM or sales-force automation systems is preferred.
• Strong understanding of pharmaceutical industry regulations, compliance requirements, SOPs, and reporting standards.
• Ability to analyse sales performance trends, identify performance gaps, and implement corrective actions.

Soft Skills & Leadership Competencies

• Demonstrated leadership, coaching, and team development capabilities.
• Strong stakeholder management and relationship-building skills.
• Excellent communication, business presentation, and influencing skills.
• High level of accountability, ownership, integrity, and professionalism.
• Strong analytical and decision-making abilities.
• Collaborative approach with the ability to work effectively across cross-functional teams.
• Committed to developing talent, succession planning, and fostering a high-performance culture.
• Willingness to travel extensively across the assigned region, including Central and outstation territories.