Pharmaceutical Sales Management Universe

Overview

Step into the critical role of a First-Line Sales Manager in the fast-paced pharmaceutical industry. This intensive training equips you with the science and art of managing high-performing teams: from defining territories and setting data-driven targets to mastering field coaching, team motivation, and strategic leadership. Learn to translate market insights into actionable territory plans, optimize sales force effectiveness (SFE), and build a culture of accountability—all while navigating industry complexities.

Is this for you?

• If motivating teams, driving change, or building a high-performance culture sounds like “extra work.”

• If giving feedback, coaching underperformers, or resolving team conflicts isn’t your strength.

• If analyzing sales forecasts, customer segmentation, and SFE metrics feels overwhelming.

• If you prefer repetitive tasks over strategic territory planning and KPI-driven decision-making.

Training Modules

1. The First Line Sales Manager Job

2. Territory Management

3. Sales Force Effectiveness

Business Analysis Track:

1. Business Analysis

2. Basic Data Analysis & Understanding KPIs

3. From Analysis to Insights

Territory Plan Track:

1. Developing and Communicating the Territory Plan

2. Controlling the Territory Plan

Team Management & Leadership:

• Hiring the Right People

• Managing Field Visits

• Coaching Your Team

• Team Building & Organizing

• Leadership

Learning Methodology (Adult Learning Theory)

• Education (10%) → Evidence-based strong content

• Exposure (20%) → Real-life cases & guest speakers

• Experience (70%) → Workshops, exercises & team-building activities

Key Learning Outcomes

• Strategic Territory Management: Design territories, allocate targets, and leverage customer segmentation to maximize coverage and ROI.

• Data-Driven Sales Leadership: Transform raw sales data into actionable insights, forecasts, and KPIs to control territory performance.

• Impactful Coaching & Team Development: Motivate reps, conduct field visits, and adapt coaching styles to build a high-performance team.

Trainer Profile – Mohamed Yousry Issa

• Education:

  • MBA in General Business & Management – University of Northampton (UK)

  • B.Sc. in Pharmacy – Cairo University (Egypt)

• Experience:

  • 15+ years in training, coaching, and consulting across KSA & Egypt

  • Multi-certified:

    • Certified Corporate Sales & Management Trainer

    • Certified International Trainer in Leadership (Charisma)

    • Certified Professional Assessor

  • Specialized in sales management, talent development, business coaching

  • Delivered 2,500+ training hours impacting 1,000+ professionals from 13 multinational & national companies across the Middle East

Socials:

• FB: https://www.facebook.com/issamoham

• LinkedIn: https://www.linkedin.com/in/mohamed-yousry-issa-aa333012/