Sales Manager 19 views

Purpose:

A pharmaceutical manufacturing company is seeking a Sales Manager who will be responsible to develop, execute and oversee sales plans aimed at achieving revenue targets, expanding the customer base, and enhancing the company’s visibility both locally and internationally; recruit, lead, and develop the sales team by setting clear objectives, provide coaching and monitor performance to ensure consistent and effective delivery

Key Job Outputs:

Sales management

• Develop, execute and oversee sales plans, activities and campaigns in order to achieve the set sales target and in alignment with the broader business development objectives
• Manage the day-to-day operations of the sales team across both local and international markets to drive performance and ensure strategic alignment
• Prepare sales forecasts and budgets, monitor sales volumes and revenues against forecast to identify problems/opportunities and develop plans to address performance gaps
• Develops and implements new sales initiatives and strategies to penetrate new identified markets whilst maximising sales and visibility opportunities in existing markets
• Identifies requirements for promotional material to support sales strategy and plans; and communicates to Brand Specialist for development
• Provides input into the promotions plan to ensure planned, focused and co-ordinated promotional activities that meet the sales and marketing objectives of the company
• Provides input into promotional material design and where necessary, tests material in field
• Gather and consolidate internal and external sales data to prepare accurate and timely reports for management
• Compile sales reports for external customers as well as for submission to the National Department of Health and relevant provincial departments, as required
• Provides supporting role to the Marketing Manager for the completion of tender bids

Sales activity management

• Manage the development and performance of the sales team by setting performance goals and tracking and evaluating performance to meet sales forecasts
• Managing Sales Supporting staff
• Regularly assess the strengths and weaknesses of the sales team, customer coverage and territory allocation and manage the sales program accordingly
• Provide on-the-ground support for Product Consultants
• Manages internal sales process through discussions with the Head: Finished Goods Stores to monitor sales and develop action plans
• Ensures company achieves the required level of visibility at congresses by assigning the appropriate staff to attend the congress
• Identifies appropriate Continued Medical Education opportunities for the Information Department and ensures attendance by Product Consultant where appropriate
• Refers customer requests to Information Department

Maintain and enhance customer relations

• Proactively manages key customer relationships by meeting regularly with identified key customers, evaluating relationship quality, addressing needs and resolving issues through effective day-to-day decision-making
• Conducts in-field visits with Product Consultants to evaluate and support their customer interactions, ensuring consistent and high-quality customer engagement
• Receives and responds to customer queries or complaints, where necessary referral to Quality Control and/or Clinical Affairs
• Follows up on referrals to ensure resolution of query or complaint
• Responds to customer needs and routes the information to the relevant departments
• Recommends and implements changes to improve customer satisfaction
• Continuously monitors the performance of current distribution channels, particularly wholesalers, through customer feedback
• Assesses their effectiveness, addresses issues as they arise, and provides regular performance feedback to the Marketing Manager

Product and market knowledge

• Keeps abreast of trends in terms of competitor activities, pricing, therapeutic trends, new products and diseases, hospital group commercial agreements, healthcare and business environment etc. by reading the latest literature, attending congresses and spending time in field
• Continually develops knowledge of the business and healthcare environment, medical knowledge and competitor activities
• Maintains competitive intelligence database by collating and recording relevant information received from sales team or directly from customers
• Compiles monthly competitive intelligence reports, which include a summary of competitive intelligence gained during the month, comments on likely impact and recommendations on effective responses
• Collates customer feedback on product design, product usage and experiences and reports to Marketing Manager
• Identifies suitable customers for market research projects and coordinates involvement of the sales team where necessary

People management

• Ensuring the effective management of the department/team by actively contributing to and supporting company people management agenda, including leave, overtime and resource management, addressing misconduct in line with company People Management framework; and promoting a positive and engaging work environment that supports team performance and employee well-being
• Setting both departmental and individual objectives in order to meet company strategic objectives, in the form of individual performance plans
• Evaluates and manages employee performance and implement corrective or remedial actions as required
• Identifying, supporting and implementing learning and development needs in collaboration with People Management
• Providing developmental, coaching and job enrichment opportunities to maximize employees’ potential
• Support transformation, the execution and achievement of company EE plan, diversity and inclusion within their respective departments
• Establishes training and development plans for staff in conjunction with People Management Division and Clinical Affairs Department

Manages departmental budget

• Prepares cost centre (expenditure) budget for approval as part of the Marketing Budget
• Prepares and submits the monthly cost centre expenditure report to the Finance Department by the designated deadline
• Management of departmental expenditure to meet budgeted expenses

Core Competencies:

• Business impact
• Leading and influencing others
• Personal leadership
• Managing relationships
• Sales ability/persuasiveness
• Customer focus
• Planning and organising
• Information monitoring and decision making
• Oral and written communication
• Negotiation
• Aligning performance for success
• Interpersonal skills
• Conflict management
• Leadership

Qualifications:

• Health Science Degree or Diploma / Marketing or Sales Degree or Diploma

Experience:

• Minimum of 6 years’ experience in pharmaceutical sales
• 3 years management experience, mentoring and coaching of sales teams in both private and state healthcare sectors

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