Sales Manager - Pharmaceutical

Job Description/Requirements

Context and challenges:

- Balancing margin versus sales

- Time pressures and volume related to quotations at branch level

- Market share competition in terms of pricing and discounting

- Managing debt recovery days within annual set targets

- Collating data from various suppliers in order to provide bonus offers to customers in a timely manner

Main interfaces:

External

- Customers, in terms of agreed targets and market share updates. To set up training for Customer care reps and pharmaceutical Sales rep’s on technical product information as well as discuss promotions

- Clients, interactions through the Key Account Managers on a weekly basis Internal

- Data analyst, in relation to MS feedback, promotions preparations and business trends.

- Marketing Director, in relation to approvals on selling parameters (prices, discounts, offers etc.) as well as update on market intelligence

- Credit Controller, on a weekly/monthly basis regarding debtors as well as with regards to new and complex accounts.

- IT Manager, in relation to update product parameters (prices, discounts, offers etc.).

- Procurement Manager, in relation to local supplier orders

- Warehouse Manager, in relation to stock in the various branches.

3. AREAS OF RESPONSIBILITIES AND EXPECTED RESULTS

Responsibilities (KPAs):

- Achieve growth and hit sales targets by successfully managing the sales team and ensuring that the customers are fully engaged

- Design and implement a strategic commercial sales plan that expands company’s customer base and ensure its strong presence

- Own recruiting, objectives setting, coaching and performance monitoring of sales representatives and Key account managers, managing daily call cycles and achievement of the same.

- Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs

- Present sales, revenue and expenses reports and realistic forecasts to the management team

- Identify emerging markets and market shifts while being fully aware of new products and competition status

- And performs any other duties as assigned by the supervisor from time to time

4. LEVEL OF AUTHORITY

- The role is required to manage performance and development of staff. The role participates but is not fully accountable for recruitment and selection

- The role is expected to make suggestions regarding policy, procedure, and process related changes.

However, the incumbent is expected to obtain sign-off before implementation.

5. KEY DIMENSIONS (FINANCIAL AND UNIT MEASURES)

The role is measured on the following dimensions

- Managing approved marketing expense Budget

- Turnover, Margin and Collection days target as set annually

6. QUALIFICATIONS, EXPERIENCE, SKILLS AND KNOWLEDGE REQUIREMENTS

- Bachelor’s degree in Sciences, Pharmacy, Commerce, Business administration is preferred but not mandatory.

- Successful current experience as a national sales manager for a reputed wholesaler is preferred, consistently meeting or exceeding targets

- Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization and drive sales teams and all customer facing teams.

- Strong business sense and pharmaceutical industry expertise

- Excellent mentoring, coaching and people management skills.

Industries: Pharmaceuticals

Function: Sales