National Account Lead

SUMMARY:
National Account Lead Position Available

POSITION INFO:

Role Specific Accountabilities:

Strategic Planning:

• Develop the business plan to support deliver of the affiliate strategic direction and budget targets by supporting the development of allocated account and account business pans, aligning with the overall strategy annually;
• Manage sales of key customers by reviewing and analysing key customers sales in conjunction with sales team, identifying any issues, gaps in performance or other anomalies, providing support to develop solutions and overseeing implementation with sales team as required;
• Optimally manage resources (sales team, budgets, etc.) by utilising and deploying resources in order to achieve the set targets daily;
• Provide input to the definition of the action plans for the specific business area by managing that all sales plans and objectives are aligned to the overall strategic vision and direction as required;
• Develop and implement new tools and local KPI’s by interpreting global tools and KPI’s, customising as per local needs and business requirements and implementing as required;
• Create additional tools and KPI’s when required by identifying need, engaging with business, developing, and implementing as required;
• Monitor the market and customer movements by maintaining awareness and reacting effectively and proactively to these changes through the application of market intelligence and alignment of the sales strategy as required;

Operations Planning and Management:

• Manage effective and professional service delivery in line with the set organisation business principals to all customers by monitoring, mentoring and coaching sales team on an ongoing basis;
• Manage, coordinate, and partake in the strategic aspects of specific key accounts, stakeholders, and executives by participating in meetings, engaging with individuals, and providing input to sales team as required;
• Manage customer engagement and communications by tracking sales team activities, reviewing metrics and addressing any issues as and when required and quarterly;
• Manage sales and profitability target achievements by tracking sales team activities, reviewing metrics and addressing any issues as and when required and monthly;
• Manae the Sales Conferences and Cycle Meetings by planning meetings and informing the key priorities, contributing to the meeting quarterly and as required;
• Monitor and manage the Sales teams’ territory knowledge and understanding by reviewing and analysing information, identifying trends and patterns, identifying areas for improvement, addressing issues, and implementing corrective action as required;
• Manage sales performance by identifying performance trends and anomalies, managing the implementation of corrective actions timeously and limiting any possible negative impacts on sales performance and / or the organisation as required;
• Manage the CRM system information by monitoring the quality and accuracy of data inputs, addressing any issues, and resolving any queries as required;
• Prepare monthly reports including management reports by reviewing and consolidating report inputs, undertaking required analysis, preparing reports, and presenting within required deadlines;

Stakeholder Management:

• Build customer relationships by participating in organisation and industry events, identifying, and engaging with executive decision makers, understanding market trends and provide feedback and input as required;
• Identify sales data trends at a territory level by extracting the sales data, undertaking the analysis, identifying trends and variances, and engaging with this information and providing reasons monthly;
• Maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards territory strategies, providing information and feedback, and addressing any queries as required;
• Maintain relevant product, industry, and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends, and providing feedback to the relevant individuals or departments as required;
• Participate in Global and EMEA working groups y contributing to forums and providing feedback to the broader team as required;

Staff Leadership and Management:

• Define the staff requirements by reviewing the workload, defining work allocations, and developing job profiles as required;
• Resource the team by recruiting, selecting, and appointing staff as required;
• Manage the performance of staff by agreeing performance expectations, building relationships with staff, inspire staff, providing staff with feedback, supporting staff development, addressing areas of non-performance, and implementing corrective action monthly and as required;
• Develop staff members by consulting with staff to identify learning areas and paths, supporting the development of the staff members, conducting infield coaching and mentoring and tracking impact of learning and development as required;
• Manage the implementation of HR policies and procedures by tracking compliance, identifying areas of concern, and implementing corrective action as required;

Key Work Relationships:

Internal:

Organisational:

• Sales;
• Marketing;
• Business Development;
• Medical Marketing and Market Access;
• Professional Services;
• Finance and Operations;
• Quality and Regulatory;
• HR;

International:

• IKAM’s;
• Sub Region South East;

External:

• Customers;

Role Specific Requirements:

Qualifications and Experience:

• NQF 7 / 8 in sales, marketing, commerce, medical sciences or similar is required;
• 5 – 7 years’ experience in commercial role;
• 2 years management experience;
• Must have knowledge of:
  • Local market legislations and policies;
• In the absence of relevant qualifications, experience in the relevant field and at the relevant level will be considered;

Recommended Skills and Abilities:

• Feedback and coaching;
• Achieving results;
• Resource management;
• Strategic agility;
• Political savvy;
• Relationship management;
• Accountability;
• Analytical thinking;
• Planning, organising, and prioritising;

Physical Requirements:

• Ability to travel nationally and internationally.

NB! This job is now closed. You can apply for other jobs by uploading your CV.