Regional Sales Manager

JOB OBJECTIVE:

• Manage the Detailing Sales Team within the region.
• Manage allocated Sales Budget through effective co-ordination of Detailing Team within the region.
• Guide Sales Team in terms of providing detailed scientific information about the products and therapies to the appropriate client base and experts (Doctors, Specialists and Surgeons) by delivering key clinical messages so that brands are the ones they most prescribe and recommend.
• Grow and develop allocated regions and achieve the set Script targets for the area.
• Effective Regional expense management control.

RESPONSIBILITIES:

• 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 Client's brands from the Health Care Professionals (HCP's), 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 HCP's 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.

SKILLS, KNOWLEDGE & ATTRIBUTES:

• An evolving understanding of the Pharma industry, which includes competitors and key stakeholders, along with knowledge of medical aids insurance reimbursement structure in South Africa.
• Effective territory management
• Ability to effectively manage a team
• Communicate with both internal and external customers, establish and maintain positive relationships (mutual trust and respect) with customers and other stakeholders.
• Administration skills – ability to comply with the required administration standards associated with this position.
• Ability to work under pressure, to set priorities and to demonstrate time management skills.
• Knowledge of financial calculations.
• Creative and Flexibility – the ability to work in a changing environment and to adapt to different situations.
• Strong knowledge of the products & therapeutic areas in the healthcare/medical environment in South Africa.
• Good relationships with all HCP's and maintenance thereof.
• Good relationships with Doctors, Specialists and Key Opinion Leaders
• Good territory management.
• Accuracy, customer focused, logical thinking, information seeking, punctuality, teamwork.
• Natural leader and a good communicator and results driven.