Head of Sales – UK (Pharmaceuticals)
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 include:
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 KAM’s
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
Financial & Pricing Leadership
* 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.