Country Sales Manager - Zambia

IQVIA; Bloemfontein; On-site; ZAR 1,061,000 - 1,959,000; Full time

Job summary

IQVIA is seeking a Country Sales Manager in Zambia to drive sales execution, outlet coverage, and team performance across distributors and retailers. The role emphasizes achieving volume, distribution and visibility targets through effective management of distributor teams and retail relationships.

You will lead a sales force, coordinate route planning, and monitor KPIs while ensuring compliance with brand guidelines and SOPs.

Responsibilities

• Distribute & coverage: ensure numeric and weighted distribution targets are met; identify new outlet opportunities and oversee outlet onboarding; track route compliance to prevent gaps, overlap or missed coverage.
• Trade & customer management: build and maintain relationships with distributors, key retailers and wholesalers; resolve stock, pricing and visibility issues; support execution of trade promotions in the market.
• Reporting & performance tracking: submit weekly and monthly sales reports with coverage and productivity metrics; track KPIs such as sales vs target, strike rate and availability; provide market intelligence on competitor activities.
• Team leadership & management: lead, coach and supervise sales representatives, promoters and merchandisers; conduct daily route planning and performance reviews; ensure discipline and productivity.
• Compliance & brand standards: ensure sales activities comply with policies and SOPs; support POSM and promotional materials; flag risks related to pricing or parallel products.

Job description

Location - Zambia

Our client is seeking an experienced senior sales professional based in Zambia with experience in FMCG/ Consumer Health Industry for an exciting opportunity contracted with IQVIA.

JOB DESCRIPTION – Country Sales Manager

Location - Zambia

Our client is seeking an experienced senior sales professional based in Zambia with experience in FMCG/ Consumer Health Industry for an exciting opportunity contracted with IQVIA.

Job Purpose

The Country Sales Manager is responsible for driving sales execution, outlet coverage, and team performance within the Zambia territory. The role focuses on achieving volume, distribution, and visibility targets through effective management of distributor sales teams, distributors, and retail relationships.

Key Responsibilities

Distribution & Coverage

• Ensure numeric and weighted distribution targets are met.
• Identify new outlet opportunities and oversee outlet onboarding.
• Track route compliance and prevent gaps, overlap, or missed coverage.

Trade & Customer Management

• Build and maintain strong relationships with distributors, key retailers, and wholesalers.
• Resolve trade issues including stock availability, pricing concerns, and visibility challenges.
• Support execution of trade promotions and activations in the market.

Reporting & Performance Tracking

• Submit weekly and monthly sales reports, including coverage and productivity metrics.
• Track KPIs such as sales vs target, strike rate, outlet coverage, and availability.
• Provide market intelligence on competitor activities, pricing, and parallel trade risks.

Team Leadership & Management

• Lead, coach, and supervise sales representatives, promoters, and merchandisers.
• Conduct daily route planning, morning briefings, and performance reviews.
• Ensure high levels of discipline, attendance, and productivity within the team.

Compliance & Brand Standards

• Ensure all sales activities comply with company policies, brand guidelines, and standard operating procedures.
• Support proper execution of POSM, visibility, and promotional materials.
• Flag risks related to pricing, counterfeit, or parallel products.

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.