Commercial Manager at Air Liquide

Key Responsibilities

Sales Strategy and Execution:

• Develop and implement a comprehensive sales strategy to increase market penetration of insulin pumps, CGMs, and related accessories.
• Identify new business opportunities and target markets to expand the company’s footprint in South Africa.
• Establish sales targets, KPIs, and incentives for the sales team to ensure alignment with company goals.
• Implement ongoing sales and margins control throughout the month to ensure profitability and alignment with company objectives.
• Monitor and analyze market trends, competitor activities, and sales performance to adjust strategies and maximize revenue.

Team Leadership and Management:

• Lead, mentor, and manage a team of 6 remote sales executives, ensuring they are motivated and equipped to achieve their sales targets.
• Provide regular training and development opportunities for the sales team, focusing on product knowledge, sales techniques, and customer relationship management.
• Foster a collaborative team environment that encourages innovation, accountability, and continuous improvement.

Customer and Stakeholder Engagement:

• Spend time in the field with customers, providing direct support to the sales team during key meetings and presentations.
• Build and maintain strong relationships with key stakeholders, including prescribing doctors, healthcare providers, and patients.
• Work closely with the marketing and product teams to develop compelling value propositions and promotional materials.
• Advocate for patient-centric care and promote the benefits of the company’s therapy programs to ensure better adherence and health outcomes.

Market Analysis and Competitive Positioning:

• Conduct market research to understand the competitive landscape, identify gaps, and leverage
• the superior technology of our products to differentiate from competitors.
• Develop pricing strategies that balance competitiveness with profitability, considering the company’s value-based healthcare approach.
• Regularly report on market conditions, sales forecasts, and progress towards goals to the senior management team.

Operational Excellence:

• Ensure that all sales operations, including order processing, customer service, and after-sales support, are executed efficiently and to the highest standards.
• Collaborate with other departments, such as supply chain and finance, to ensure seamless delivery of products and services.

Qualification and Experience requirements

• Bachelor’s degree in Business, Marketing, Healthcare, or a related field; an MBA is a plus.
• A minimum of 7 years of sales management experience, preferably in the medical devices or healthcare industry.
• Proven track record of achieving sales targets and driving business growth in a competitive market.
• Experience managing and developing remote teams is essential.
• Strong understanding of the South African healthcare market, particularly in diabetes care.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to think strategically and implement plans effectively.
• Proficiency in CRM software and Office/Google Suite.