نضال ابو الرب

Full ownership of Saudi business across sales, revenue growth, key accounts, tenders, pricing, distributor operations, supply, and regulatory alignment.
Sales Growth & Revenue Ownership
·Built business from low base to ~SAR 50M annual revenue, delivering ~15% YoY growth
·Managed sales targets across regions and channels, improving coverage, customer activity, and contribution
·Expanded market presence through new accounts, reactivation of inactive customers, and stronger key account engagement
P&L Ownership, Pricing & Margin Control
·Owned full commercial P&L, managing revenue, costs, and overall profitability
·Controlled pricing strategy and customer-level discounts, ensuring balance between growth and margin
·Actively managed profit margins through pricing adjustments, product mix optimization, and commercial terms
·Reviewed and approved discounts based on financial impact and market conditions
·Conducted regular financial reviews with distributor, including sales, deductions, receivables, and net performance
·Prevented margin erosion through disciplined commercial control and decision-making
Key Account Management (KAM)
·Managed key accounts across pharmacy chains, hospitals, and institutional clients, driving consistent growth
·Led negotiations, handled pricing pressure, and maintained strong client relationships
·Improved customer retention and repeat business through continuous engagement and performance follow-up
Institutional Business & Tenders (NUPCO / Wasfaty / GHC)
·Led tenders end-to-end: product selection, pricing, submission, and execution
·Used product availability and supply reliability as competitive advantage
·Aligned awarded contracts with supply planning to ensure execution without disruption
Product Execution & Market Development
·Managed multi-category portfolio (Rx, OTC, dermatology, vitamins)
·Supported product entry and expansion through pricing, availability, and field execution
·Monitored product performance and shifted focus toward high-performing products and opportunities
KPI Management & Performance Control
·Monitored sales vs target, growth vs previous periods, coverage, active customers, and performance gaps
·Took corrective actions to improve team performance and market execution
·Maintained consistent alignment between targets and actual performance
Distributor Management & Commercial Execution
·Managed distributor operations including order flow, pricing approvals, stock allocation, and collections follow-up
·Reviewed financial performance and ensured alignment with commercial targets and market demand
·Maintained control over execution quality across all regions
Demand Planning, Supply & Import Operations
·Planned annual demand and maintained 3-6 months stock coverage, supporting continuous availability
·Managed shipment consolidation, importation, clearance, and release
·Improved supply visibility using tracking tools (data matrix)
Regulatory Coordination (SFDA)
·Coordinated with authorities on stock shortages, compliance, and product availability
·Ensured shipment compliance (data loggers, pallet setup, aggregation) to avoid delays or rejection
GCC Exposure
·Coordinated with partners across UAE, Bahrain, and Oman
·Supported pricing, supply, and execution across markets
·Contributed to GHC alignment and regional coordination
Problem Solving & Market Challenges
·Managed supply disruptions, delayed shipments, and stock imbalances
·Handled customer complaints and pricing challenges
·Adapted plans based on market dynamics and competitive activity
Team Leadership
·Led a team of 30+ members across Saudi Arabia
·Set targets, monitored performance, and ensured field execution
·Provided direct coaching and intervention to maintain performance

• Directed regional sales and marketing operations aligned with company growth strategies
• Supported successful new product launches ensuring market integration and visibility
• Developed and implemented sales forecasts and budgets to maximize operational efficiency
• Fostered cross-departmental collaboration to maintain business continuity
• Built strong relationships with principals and renegotiated agreements for beneficial outcomes

• Supervised sales teams and ensured achievement of targets
• Managed forecasting, budgeting, and performance reporting
• Implemented structured follow-up and reporting systems

• Led product launch initiatives and promotional activities
• Managed team performance and reporting systems
• Coordinated with marketing to enhance product positioning

• Promoted pharmaceutical products and achieved sales targets
• Built strong relationships with healthcare professionals and KOLs
• Managed territories effectively with consistent performance