Head of Collections

Head of Collections will develop and execute collection and commercial strategies aligned with organizational objectives. The role oversees forecasting, budgeting, KPI governance, DSO optimization, overdue management, and overall performance monitoring, while maintaining strong relationships with key customers and stakeholders.

The ideal candidate will combine strong commercial acumen with financial insight, operational leadership, and the ability to translate market intelligence into measurable results.

• Develop and implement comprehensive commercial strategies aligned with long-term organizational goals.
• Conduct in-depth market research and analysis to identify growth opportunities and emerging trends.
• Translate market insights into structured business plans and actionable initiatives.
• Support senior leadership in setting financial targets and contributing to annual budgeting processes.
• Ensure alignment between sales objectives, collection targets, and overall business priorities.
• Oversee sales and collection operations to ensure achievement of monthly and annual targets.
• Monitor and improve Day Sales Outstanding (DSO) and overdue performance across all branches.
• Review forecasting and collection plans to ensure accuracy and financial predictability.
• Define, review, and track Key Performance Indicators (KPIs) to assess team and branch performance.
• Ensure adherence to profitability and volume parameters in line with market conditions.
• Manage departmental budgets and ensure optimal allocation of funds within approved limits.
• Prioritize accounts and resources based on account potential and return on investment (ROI).
• Reallocate resources strategically to maximize commercial impact.
• Contribute to financial planning and performance improvement initiatives.
• Build and maintain strong, trust-based relationships with key customers and decision-makers.
• Maintain accurate records and profiles of key stakeholders, influencers, and account leaders.
• Understand customer needs and proactively develop tailored solutions.
• Effectively negotiate with customers to secure optimal value and sustainable partnerships.
• Ensure strong understanding of relevant formularies, treatment protocols, and account decision-making processes where applicable.
• Monitor competitor activities, strategies, and programs; share insights internally to strengthen competitive positioning.
• Conduct benchmarking exercises to identify best practices and performance improvement opportunities.
• Share best practices within the team and drive consistent execution excellence.
• Ensure effective positioning and promotion of the organization’s brands and offerings in alignment with strategic plans.

• Bachelor’s degree in Pharmacy or a related field (required).
• MBA or Master’s degree in Business Administration, Finance, or Strategic Management (preferred).
• Minimum 8–12 years of experience in credit management, collections, commercial finance, or sales leadership, with at least 3–5 years in a senior managerial role.
• Proven track record of improving DSO, reducing overdue balances, and achieving collection targets.
• Strong financial acumen with experience in budgeting, forecasting, and P&L oversight.
• Demonstrated ability to develop and execute commercial strategies that drive revenue growth and profitability.
• Advanced analytical and problem-solving skills with strong attention to detail.
• Experience leading multi-branch or regional collection teams.
• Strong negotiation, stakeholder management, and relationship-building skills.
• Ability to interpret market intelligence and convert insights into strategic initiatives.
• Proficiency in ERP systems and financial reporting tools.
• Excellent leadership, communication, and presentation skills.