Regional Sales Manager 50 views

Purpose:

A pharmaceutical company is seeking a Regional Sales Manager who will be responsible to achieve sales targets by effectively leading, managing, coaching, motivating and inspiring a team of sales representatives through co-ordination of various sales strategies, activities and behaviours, managing a diverse team to ensure the effective implementation of strategy whilst adhering to company policies, procedures and systems

Key Job Outputs:

• Effective implementation and management of the regional sales strategy ensuring the continuous growth of market share and sales targets is met or exceeded
• Lead, manage, develop, coach, motivate, performance manage and inspire the sales team ensuring performance against set targets
• Detailed analysis of market and sales information to disseminate focused relevant information to each representative in the team for utilisation in their area
• Optimal utilisation of market intelligence to support, guide and determine position and focus of sales team in the region
• Ensure knowledge sharing, documentation of information and a sales team that is informed and up to date with developments in the pharmaceutical, healthcare and medical environment
• Ensure a close working relationship between different divisions is utilised to continuously grow the market share
• Build, maintain and grow customer relationships across the region ensuring customer needs are understood, appropriate time allocation per territory and sales opportunities are optimally exploited
• Manage, control and effective utilisation of the regional sales budget
• Ensure adherence to company policies, procedures and local legislation
• Continuously track, monitor and measure the business results and sales performance against set sales standards and targets
• Build a capable regional sales team in the form of skilled people, in all areas and with sound business processes in place
• Professional visible representation of the company in the region ensuring all behaviours and conduct are aligned with the company values
• Implement, monitor, review and report on special sales initiatives aimed at growing sales in focused clients
• Provide proactive advice and identify opportunities to grow sales in the short and medium term in area of responsibility
• Continuously provide feedback and communication to ensure all stakeholders are informed
• Maintain professional and technical knowledge ensuring benchmarking state-of-the-art practices and a sales team that are informed of new developments and initiatives
• Provide formal, standard reporting and feedback of regional sales area ensuring accurate, up to date reflection of status
• Investigate different sales initiatives and conduct cost-benefit analysis to determine the viability of different sales initiatives
• Ensure effective, professional communication and dialogue with customers, management and staff and between management, staff and customers
• Continually build robust change resilience, so that people can adapt quickly to necessary business reinvention
• Effectively plan, coordinate, manage and execute ad hoc projects

Core Competencies:

• Ability to continuously upskill self and team in different areas of sales force excellence, i.e. FMCH and/or medical
• Multiple KOL management and ability to engage in scientific discussions with KOLs
• Ability to utillise relationships to advance business interest
• Entrepreneurial spirit and business acumen – link efforts and activities to business returns and search for business growth opportunities
• Up-skilling of team members to leverage scientific discussions to achieve sales objective s
• Develop, implement and track teams tactical plans
• Understanding and experience with SFE (including Segmentation and Targeting and FTE)
• CME activity management
• Knowledge and ability to utilise different sales and market share performance measures used in the pharmaceutical industry and/or FMCG market
• Understanding of managing a sales related project from conceptualisation to completion
• Ability to work independently
• Initiative
• Accuracy
• Confidentiality
• Customer focused
• Interpersonal sensitivity
• Logical thinking
• Information seeking
• Enquiring mind
• Self-development orientation
• Cultural sensitivity
• Vision
• Integrity
• Planning and organising
• Analytical
• Decision making
• Commercial astuteness
• Ability to handle pressure
• Negotiation skills
• Entrepreneurial spirit
• Persuasive
• Ability to delegate
• Flexible and strategic thinker

Qualifications:

• Suitable tertiary qualification i.e. BSc Dietetics/B Pharmacy/BCom

Experience:

• Minimum 5 years detail sales experience obtained within a pharmaceutical environment
• Minimum 2-3 years’ experience at line management level will be an advantage
• Ability to work on Qlikview models is advantageous

Salary:   Market related

Should you not hear from us within 2 weeks, kindly consider your application as unsuccessful.

All personal information received will be processed in accordance with The Protection of Personal Information Act No. 4 OF 2013