Medical - Regional Sales Manager - Pharma Business Unit

SUMMARY:

The main purpose of this position:
 
To manage allocated Sales Budget through effective co-ordination of Sales team, Key Accounts and Expense Budgets within a Region
 

Key Performance Areas
(But are not limited to)
 
Financial (Ongoing):
 
Ensure achievement of quantitative criteria
Sales Budget/Business Value & Unit Brands (Budget vs. Actual)
Control of Representatives Sales budgets value and Units with customer coverage, activities
Expenses and Budgets
 

Customer Service (Ongoing):
 
All queries are followed up and resolved in the shortest possible timeframe within policy framework
A professional attitude is displayed when responding to a customer’s needs
Methods for improving customer’s services are proposed, developed and continuously updated
Internal and external customers are constantly updated as to the progress of their queries
 
 
Continuous Improvements / Processes & Field Tasks (Daily):
 
Infield working with the Sales consultants is a must extensively
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, Corporate customers, Groups & Chain pharmacies
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 (Ongoing):
 
Monitor customer coverage by sales team, identify gaps, Country trip plans & coverage
Identifying potential customers and non-potential customers
Ensure Sales team achieve their budgets on monthly basis
Identify gaps & improving low performing areas/Sales reps
Receive/place initial daily/weekly/monthly Wholesaler orders
Engaging with formulary driven group of pharmacies and successfully negotiate product rankings
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
Growth of market share through market analysis
Ensure “switching” from competitor products to the company’s branded generics takes place
Achievement of both Primary and Secondary sales budgets
 
Monthly analysis of stock at wholesalers, thus:
Ensuring fast moving stock items are kept to the required agreed levels
Methods are followed whereby ensuring slow moving stock items are correctly managed, minimizing stock write offs
 

Administration (Ongoing):
 
Ensure communication of essential company information is received by sales consultants
Daily reports
Weekly reports
Monthly reports
Financial Year end Reports
In conjunction with the Sales Force Effective Coordinator (SFE) ensuring that the data reporting systems are in place and updated and correct at all times (SSD)
Reporting back to Regional office at Strategy and Internal Review meetings


Management of Staff (Daily):
 
Effective management of sales consultants through defining sales and marketing strategy into team goals
Work plan of Sales team daily/weekly/monthly basis
Tracking performance of the Individual Sales team members, derive a strategy to improve low performing areas
Directing and supervising territory management and key customer control
Periodical monitoring of systems and controls in place
Ensuring activities are conducted with proper monitoring of ROI


Learning & Growth (Ongoing):
 
Provide on-going assessment and feedback/coaching of development for the sales consultants
Learning achievements are acknowledged to improve sales consultants’ performance
Team effectiveness is facilitated and assessed against standards and contingencies applied when required
On the job assessment and feedback occur timeously
Monthly/Quarterly appraisals/ review with direct reportees
 

Identity development/ training needs of self and team (Ongoing):
 
Staff performance is monitored against standards and regular feedback is provided
Individual goals are developed and aligned to team goals and roles are clearly defined as per role profile
Performance discussions are held regularly to identify learning requirements
 

Resolve IR Issues (Ongoing):
 
Performance issues are accurately identified and action is instituted
Potential conflict is resolved according to the IR procedures
Disciplinary action is taken according to the IR procedures – in case of extreme poor performance and inappropriate behavior by staff

POSITION INFO:

Requirements:
 
Matric
English & Afrikaans speaking
Valid Driver’s license with own transport
Graduate in relevant Life Sciences/ Business degree or diploma is preferred
Previous sales experience within the pharmaceutical/healthcare industry as Regional sales manager
Understanding various formulary requirements by Medical aids, Corporate, Retail chains & groups
Computer literate – MS Office.
Previous experience with data management programs i.e. Rep wise, ImpactRx, SSD, and IMS is essential
Travel – Willingness to travel day trips, and country trips with the Sales consultant as per business requirements
 

Skills & Competencies
 
Knowledge: An evolving understanding of the Pharma industry, which includes competitors and key stakeholders.
 
Skills: Accuracy, customer focused, logical thinking, information seeking, punctuality, teamwork.
 
Attributes: Natural leader and a good communicator and results driven.
 
Experience: Minimum 3 to 5 years’ pharma experience as sales rep, plus minimum 2-3years experience as Regional Manager managing sales team

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