Responsible for meeting customer acquisition and revenue / margin growth targets by ensuring that existing and new customers are meeting sales and margin targets, ensuring that both grow by 10% minimum year on year in line with TTC expectations. Also responsible for maximizing sales team potential, crafting sales plans and justifying those plans to the upper management.
- Minimum Qualification :Bachelors
- Experience Level :Mid level
- Experience Length :2 years
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.
