Head of Sales Operations — Pharmaceutical

Head of Sales Operations — Ophthalmology (Rx)

Role: Head of Sales Operations

Industry: International Pharmaceutical (Rx)

Location: Ukraine (HQ: France)

Discovery

An international pharmaceutical company specialising in ophthalmology, with headquarters in France, was strengthening its commercial operations in Ukraine.

The business required a Head of Sales Operations to optimise sales processes, improve performance visibility, and support the effectiveness of the field force.

The role required a combination of strategic thinking and operational execution, with strong exposure to the Rx environment and sales force management.

Approach

A targeted search was conducted within the Ukrainian pharmaceutical market, focusing on candidates with experience in sales operations, commercial excellence, and field force effectiveness.

The search prioritised individuals with a strong understanding of sales performance metrics, CRM systems, and cross-functional collaboration with sales, marketing, and medical teams.

Direct outreach enabled engagement with experienced professionals not actively seeking new roles.

Assessment

Candidates were evaluated based on their ability to improve sales effectiveness, optimise processes, and support commercial teams in achieving performance targets.

Particular attention was given to analytical capability, stakeholder management, and experience working within international structures.

Outcome

A shortlist of three highly relevant candidates was delivered.

The role was successfully filled within 3 months.

The appointed candidate brought strong operational expertise and contributed to improving sales performance and internal alignment.