Head of Sales at Roche

Roche Diagnostics in Midrand is a Head of Sales to lead and manage the sales team, develop and manage sales strategies and performance, build relationships with key decision makers in customer environments and collaborate across the business to delivery sustainable performance.
Key Responsibilities

• Among other duties the role will entail:

Strategic and Operational Management

• Contribute to the organisational strategic plan by understanding the organisational vision, identifying, developing and drafting the key strategic inputs and providing these inputs to the organisational strategic plan annually.
• Develop the department long term strategy by undertaking research and drafting the strategy, aligning with the overall long-term organisational strategy and vision annually.
• Develop operational plans by identifying key projects, activities and inputs, setting targets, managing the franchise inputs and compiling the overall integrated brand plans and operational plans.
• Manage operational performance by tracking performance against targets, reporting, identifying anomalies and implementing corrective action monthly and as required.

Sales Management

• Manage the development and setting of sales targets by analyzing and reviewing market opportunities per customer, identifying growth, aligning with the organizational and global strategy, identifying areas for amendment and implementing adjustments and setting targets.
• Manage sales performance by monitoring sales achieved, identifying areas of concern and implementing corrective action.
• Manage profitability by tracking performance against targets, identifying areas of concern and implementing corrective action monthly and as required.
• Plan resourcing by assessing sales pipelines, identifying resource requirements, prepare the business case for resources in line with the business planning cycle and secure resources in line with the approved plan.
• Review business opportunities by assessing deal feasibility, identifying risks and opportunities, providing inputs and approving opportunities.
• Manage the tender process by reviewing tender preparation, assessing and approving feasibility and approving tender documents in line with approval levels.
• Drive sales excellence by managing the implementation of sales skills and product training in line with Global programmes, identifying and communicating learning and improvement opportunities, monitoring and managing utilization of the CRM system and tools, identifying risks and implementing corrective action.
• Drive access to new business opportunities by identifying barriers, engaging with Medical and Market Access, Business Development and/or Marketing to facilitate removal of the barrier, providing support and following up on progress.
• Manage clinical sales by defining the strategy, resourcing the clinical sales function, setting targets, collaborating with Medical and Market Access and managing and monitoring performance monthly, annually and as required. 

Stakeholder Relationship Management

• Develop and manage relationships with C Suite customers by understanding their needs, engaging and providing information and support, providing solutions and feedback and building rapport as required
• Identify and develop new relationships by building networks, developing relationships and growing opportunities for engagement.

Financial Management

• Develop the department budget by identifying activities and costs, preparing the budget and submitting it annually and as required.
• Manage expenditure by tracking spend against budget allocations, approving expenditure, address any budget variances and provide feedback monthly and as required.

Governance

• Participate in Board and Sub-Committees by preparing reports, presenting reports, answering queries and implementing decisions.
• Manage the development and implementation of policies and procedures by reviewing policies, identifying policy gaps, drafting policies and managing implementation of policies.
• Monitor compliance with policies and procedures, identify areas of non-compliance, address non-compliance and track improvements.
• Monitor legislative and regulatory changes by reviewing the landscape, identifying changes, analysing and interpreting the impact of the changes, integrating the changes into the policies and procedures and communicating these changes.

Staff Leadership & Management 

• Manage team member/s through effective recruitment, induction, skills development, performance coaching and evaluation in line with HR policies and procedures and customer services KPI metrics

You, as an ideal candidate, will have the following skills, experience and education:

• Required Qualification: NQF 7/8 Degree in Science, Commerce or a related field.
• Required Experience: At least 10 years in a commercial sales role, 8 years management experience, 2 years executive management experience and 2 years strategic management experience.
• Required Knowledge: Commercial business management and the Healthcare environment