Duties & Responsibilities include:(But are not limited to) The Regional Sales Manager is to ensure that the below responsibilities are enforced both individually and within the
Sales Team:
Ensure that the Detailing team achieves and exceeds set Script targets and market share objectives within the Doctor, Specialist and Surgeon arena
Effectively manage the regional territory by means of planning, territory analysis, customer targeting and call coverage of identified customer base
Drive and generate sales on the product basket within the doctor and specialist territory
Effective implementation of sales and marketing strategies
Track and improve market share of the brands promoted
Ensure the implementation of the plan for all relevant brands by effective detailing resulting in conversions and generation of scripts for company brands from the Healthcare Professionals (HCPs), by creating brand awareness with all brands in the portfolio under different therapies
Ensure that Detailers have the appropriate skills to interact with all relevant stakeholders
Set up and enforce a detailed plan to all relevant clients
Responsible for prioritizing areas and working with a plan
Effective territory expense management and control
Ensure the roll out of new marketing plans and techniques with HCPs advertising campaigns to support the achievement of revenue sales targets and contribute to the growth of within the South African business
Implementation of agreed advertising and promotion activities and appropriate management issues by ensuring that activities bring the maximum value for the brands
Support and ensure that advertising and promotion expenditure is in line with the budget
Provide ongoing customer support
Manage and maintain relationships with Senior Healthcare Professionals and Key Opinion Leaders
Ensure that team achieves the expected call rate by meeting the required number of customers per day
Ensure that team supplies relevant market information/competitor activities and products as and when required through daily/weekly/monthly or adhoc reports whenever required
Travel in terms of meeting customers (country trips based on customer database)
Flexibility and willingness to work overtime as and when required, e.g. Customer meetings/conferences etc.
Key Performance Areas: Financial: Ensure achievement of quantitative criteria
Sales Budget/Business Value & Unit Brands (Budget vs. Actual), based on Script generation and converting it to actual sales in units and value
Control of Representatives sales budgets value and units with customer coverage. EI & RI
General expenses and budget control
Customer Service: Ensure all queries are followed up and resolved in the shortest possible timeframe within policy framework
Display a professional attitude when responding to a customer’s needs
Propose, develop and update methods for improving customer’s services
Constantly update both internal and external customers as to the progress of their queries
Continuous Improvement – Processes Filed Tasks: Extensive infield and on the job working with the Sales Consultants is a must
Thorough knowledge of the Territory
Manage regions effectively by spending the required time in each territory with sales consultants
Management of relationships with Key Accounts, Opinion Leaders, Wholesalers and Corporate Customers
Effective management of Cycle Strategies and implementation of promotional strategies
Effective use and distribution of various data to achieve set targets within agreed deadlines
Evaluation of Representatives
Strategies: Monitor customer coverage by sales team and identify gaps and address
Oversee country trip plans and coverage
Identify potential customers and non-potential customers
Ensure Sales team achieve their budgets on monthly basis
Identify gaps and improve low performing areas and Sales reps
Receive and place initial, daily, weekly and monthly orders
Implementation and management of the sales consultants ensuring effective territory strategy for entire region using data management systems
Monitor and review marketing strategies and provide monthly feedback to the parties concerned
Ensure growth of market share through market analysis
Ensure “switching” from competitor products to company’s branded products takes place
To coordinate with the Sales teams to Achievement of both Primary and Secondary sales budgets
Administration: Ensure sales consultants receive communication of essential company information
Daily reports
Weekly reports
Monthly reports
Financial Year End Reports
In conjunction with the Sales Force Effective Coordinator (SFE) ensure that the data reporting systems are in place, updated, and correct at all times (SSD)
Report to
CEO and Regional Office at Strategy and Internal Review meetings
Management of Staff: Effective management of sales consultants through defining sales and marketing strategy into team goals
Oversee work plan of sales team on daily, weekly and monthly basis
Track performance of the Individual Sales team members, derive a strategy to improve low performing areas
Direct and supervise territory management and key customer control
Periodical monitoring of systems and ensure controls are in place
Ensuring activities are conducted with proper monitoring of ROI
Accurately identify performance issues and ensure action is instituted
Ensure that potential conflict is resolved according to the IR procedures
Ensure that disciplinary action is taken according to the IR procedures (i.e. in case of extreme poor performance and inappropriate behaviour by staff)
Learning & Growth: Provide on-going assessment, coaching, development, and feedback to the sales consultants
Identify learning achievements to improve sales consultants’ performance
Facilitate and assess team effectiveness against standards and contingencies applied
Ensure that on the job assessment and feedback occurs timeously
Generate monthly and quarterly appraisals and review with direct reports
Identify development and training needs of self and team: Monitor staff performance monitored against standards and provide regular feedback
Develop individual goals and align to team goals and ensure that roles are clearly defined
Ensure that performance discussions are held regularly to identify learning requirements
