Pharmaceutical Company - Regional Sales Manager (Doctor Detailing - GautengBased


*The main purpose of this position:* This position will be Gauteng based with responsibility of the Gauteng, Cape Town and KwaZulu Natal regions 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*Duties & Responsibilities include:* *(But are not limited to)* 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 company brands from the Healthcare Professionals (HCPs), 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 HCPs 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. *Key Performance Areas:* Financial: Ensure achievement of quantitative criteria Sales Budget/Business Value & Unit Brands (Budget vs. Actual), based on Script generation and converting it to actual sales in units and value Control of Representatives sales budgets value and units with customer coverage. EI & RI General expenses and budget control Customer Service: Ensure all queries are followed up and resolved in the shortest possible timeframe within policy framework Display a professional attitude when responding to a customers needs Propose, develop and update methods for improving customers services Constantly update both internal and external customers as to the progress of their queries Continuous Improvement Processes Filed Tasks: Extensive infield and on the job working with the Sales Consultants is a must Thorough knowledge of the Territory Manage regions effectively by spending the required time in each territory with sales consultants Management of relationships with Key Accounts, Opinion Leaders, Wholesalers and Corporate Customers Effective management of Cycle Strategies and implementation of promotional strategies Effective use and distribution of various data to achieve set targets within agreed deadlines Evaluation of Representatives Strategies: Monitor customer coverage by sales team and identify gaps and address Oversee country trip plans and coverage Identify potential customers and non-potential customers Ensure Sales team achieve their budgets on monthly basis Identify gaps and improve low performing areas and Sales reps Receive and place initial, daily, weekly and monthly orders Implementation and management of the sales consultants ensuring effective territory strategy for entire region using data management systems Monitor and review marketing strategies and provide monthly feedback to the parties concerned Ensure growth of market share through market analysis Ensure switching from competitor products to companys branded products takes place To coordinate with the Sales teams to Achievement of both Primary and Secondary sales budgets Administration: Ensure sales consultants receive communication of essential company information Daily reports Weekly reports Monthly reports Financial Year End Reports In conjunction with the Sales Force Effective Coordinator (SFE) ensure that the data reporting systems are in place, updated, and correct at all times (SSD) Report to CEO and Regional Office at Strategy and Internal Review meetings Management of Staff: Effective management of sales consultants through defining sales and marketing strategy into team goals Oversee work plan of sales team on daily, weekly and monthly basis Track performance of the Individual Sales team members, derive a strategy to improve low performing areas Direct and supervise territory management and key customer control Periodical monitoring of systems and ensure controls are in place Ensuring activities are conducted with proper monitoring of ROI Accurately identify performance issues and ensure action is instituted Ensure that potential conflict is resolved according to the IR procedures Ensure that disciplinary action is taken according to the IR procedures (i.e. in case of extreme poor performance and inappropriate behaviour by staff) Learning & Growth: Provide on-going assessment, coaching, development, and feedback to the sales consultants Identify learning achievements to improve sales consultants performance Facilitate and assess team effectiveness against standards and contingencies applied Ensure that on the job assessment and feedback occurs timeously Generate monthly and quarterly appraisals and review with direct reports Identify development and training needs of self and team: Monitor staff performance monitored against standards and provide regular feedback Develop individual goals and align to team goals and ensure that roles are clearly defined Ensure that performance discussions are held regularly to identify learning requirements *Requirements:* Graduate in relevant Life Sciences/ Business Degree or Diploma is preferred Previous experience as a Regional Sales Manager within a Detailing Division and generic business Computer literate MS Office Previous experience with data management programs i.e. Rep wise, ImpactRx, SSD, and IMS is essential Travel Willingness to travel day trips, and country trips with the Sales Consultants as per business requirements Minimum 3 to 5 years detailing experience as sales rep, plus a minimum of 2 - 3years experience as Regional Manager managing a Detailing Sales team Skills & Competencies 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 HCPs 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 *Requirements:* Graduate in relevant Life Sciences/ Business Degree or Diploma is preferred Previous experience as a Regional Sales Manager within a Detailing Division and generic business Computer literate MS Office Previous experience with data management programs i.e. Rep wise, ImpactRx, SSD, and IMS is essential Travel Willingness to travel day trips, and country trips with the Sales Consultants as per bu
Posted
05/05/2022
Location
Johannesburg, GT, ZA