Commercial Director

Type: Full-time

About MLN Pharm
MLN Pharm is an Armenian pharmaceutical company established in 2003. The company brings innovative and high-quality medicines to the Armenian market with a focus on endocrinology oncology psychiatry and urology. The company also works with pharmaceutical products requiring a controlled temperature chain including human insulin.

MLN Pharm has a long-standing connection with Eli Lilly one of the worlds leading pharmaceutical companies. MLN Pharm is listed as a distributor of Eli Lilly products in Armenia and has historically been associated with Lillys presence in the Armenian market.

Today MLN Pharm continues to work in the pharmaceutical market and with international healthcare partners combining pharmaceutical expertise with commercial distribution and market-development activities.

The company is entering a new stage of growth and is looking for an experienced Commercial Director who will take ownership of the companys commercial direction sales performance team management and overall commercial growth.

About the Role
We are looking for an experienced and results-oriented Commercial Director who can manage and develop MLN Pharms commercial function.

This role is ideal for someone with a strong sales background who understands the pharmaceutical or healthcare market can develop realistic commercial plans manage KPIs and profitability lead a sales team and build strong relationships with wholesale and retail partners.

The Commercial Director will work closely with the Founder and gradually take ownership of the day-to-day commercial function allowing the Founder to focus more on strategic decisions and long-term business development.

Main Responsibilities

Objective 1: Build and manage the commercial strategy

Main responsibilities:

• Develop and implement commercial strategies.
• Create monthly and quarterly commercial plans.
• Set realistic sales targets and KPIs.
• Monitor commercial performance.
• Identify growth opportunities and potential risks.
• Recommend corrective actions when needed.
• Take ownership of overall commercial results.

Objective 2: Drive sales and business growth
Main responsibilities:

• Develop wholesale sales plans.
• Monitor sales performance.
• Identify new growth opportunities.
• Improve sales processes and efficiency.
• Set and monitor team sales targets.
• Analyze sales results and trends.
• Develop strategies to increase revenue.
• Ensure commercial growth is sustainable and profitable.

Objective 3: Manage the commercial team
Main responsibilities:

• Lead a commercial team of approximately 810 people.
• Set clear KPIs targets and expectations.
• Monitor individual and team performance.
• Motivate and develop team members.
• Identify performance gaps.
• Support recruitment of additional team members.
• Create a culture of accountability and ownership.
• Give salespeople enough freedom to achieve results.

Objective 4: Develop commercial partnerships
Main responsibilities:

• Build relationships with major pharmacy chains.
• Manage wholesale partner relationships.
• Participate in commercial negotiations.
• Identify new partnership opportunities.
• Develop existing commercial relationships.
• Represent MLN Pharm in business meetings.
• Work with international partners when required.

Objective 5: Manage profitability and KPIs
Main responsibilities:

• Monitor revenue sales margins and profitability.
• Analyze commercial performance.
• Evaluate profitability across different channels.
• Identify areas for improvement.
• Monitor retail and pharmacy performance.
• Use commercial data to support decision-making.
• Balance revenue growth with profitability.

Objective 6: Work closely with the Founder
Main responsibilities:

• Understand MLN Pharms business model and market.
• Take ownership of commercial planning and execution.
• Prepare monthly and quarterly plans.
• Identify potential problems in advance.
• Bring solutions and recommendations.
• Keep the Founder informed about key developments.
• Gradually take over operational commercial responsibilities.
• Allow the Founder to focus more on strategic decisions and long-term relationships.

Ideal candidate attributes

• 7 years of experience in sales commercial management or related fields.
• Strong sales and commercial management experience.
• Experience managing a sales/commercial team.
• Strong understanding of KPIs and sales planning.
• Experience in pharmaceutical healthcare medical FMCG distribution or a related industry.
• Experience with wholesale and/or retail channels.
• Strong understanding of profitability and commercial performance.
• Experience in an international or structured company is a strong advantage.
• Experience working with international pharmaceutical companies is a plus.
• Strong analytical and operational mindset.
• Results-oriented and accountable.
• Strong leadership and communication skills.
• Ability to work independently and take ownership.
• Ability to lead without micromanagement.
• Russian is important for the local market.
• English is a strong advantage due to the companys international partnerships.

Hiring Stages

• HR Interview
• Meeting with Founder / CEO
• Commercial / Case Discussion if needed
• Final Decision-making Stage