Head of Scientific Sales (JHB North) at Aspen Pharma Group

OBJECTIVE OF ROLE

• To oversee the Scientific Sales division on a national level, leading into developing sales managers, while maintaining, and growing the business, market share of Aspen Pharmacare. Designing and implementing a strategic sales plan that expands company's customer base (GPs, Specialists, KOLs) and ensure its strong presence. 

KEY RESPONSIBILITIES 

Establish strategies to guide the division

• Analyse organisation’s external operating environment.
• Give purpose to the shared strategic intent of the division.
• Define values and policies to guide the work of the division.
• Develop divisional business plan according to company values.
• Market the organisational strategy to ensure support across the business.
• Analyses patterns in industry and market behaviour, and subsequently defines data-driven action strategies in order to consistently optimize the business's commercial performance. 

Translate strategies into interventions

• The generation and allocation of available resources is reviewed and actioned.
• Alternative solutions are analysed and evaluated according to urgency.
• Measures and criteria to evaluate organisation performance are developed.
• Evidence / results of success are presented and measured against the business plan.
• Effectively communicate the value proposition through proposals and presentations to ensure buy-in, consistency,  and alignment across the division.
• Lead, guide, and direct Sales Managers to drive this within their respective teams to implement the sales strategy and reach and exceed targets. 

Investigate and respond to business environment (market) needs 

• Environmental scanning, organisational effectiveness, competitor, and market analysis is conducted.
• Customer needs are assessed.
• Improvements in services and products are implemented.
• Best practice operations are implemented and modified on an ongoing basis.
• Feedback from team, customers and suppliers is accessed and communicated regularly.
• Lead and guide Sales Managers to manage their territories effectively and provide market and industry insights. 

Review and refine processes and procedures

• Information required for operations/projects is researched, collected, and documented.
• Information is consistent with the business plan.
• Contingency measures are developed and adopted to ensure output satisfaction/quality/productivity excellence.
• Work processes are evaluated in terms of business objectives.
• Opportunities for system and process improvements are enhances and implemented.
• Ensuring flexibility in making decisions, processes, and disruptions in the market or industry.
• Maximising virtual opportunities where required. 

Customer service

• Leading through sales managers and their respective teams to ensure  queries are followed up and resolved in the shortest possible timeframe within policy framework.
• Handling strategic and escalated customer interactions.
• A professional attitude is displayed when responding to a customer’s needs.
• Continuously ensuring methods for improving customer services within the Scientific Team are researched, developed, and executed by the sales team.
• Internal and external customers are constantly updated as to the progress of their queries. 

Financial 

• Manpower requirements are identified for maximum productivity.
• Budgets are prepared according to operational requirements.
• Establish sales objectives by forecasting and developing annual sales targets for regions and territories; projecting expected sales growth and targets for product portfolios. Budget accountability.
• Proposals for expenditure are evaluated and annual budget prepared.
• Expenditure is controlled / reviewed against budgets.
• Monthly reporting on budgets 

Leading and guiding sales managers to drive and maage their teams effectively by identifying development / training needs of self and team 

• Holding Sales Managers accountable for the performance in their teams, which is monitored against input and output target standards. Ensuring regular reports, presentations, and reviews are done to ensure accountability.
• Through reporting and analytics, validate the quality of the data and provide guidance to improve the overall data quality.
• Individual goals are developed and aligned to team goals and roles are clearly defined as per role profile.
• Performance discussions are held regularly to identify learning requirements.
• Ensuring the division operates effectively and is aligned to the overall organisational goals, strategies in line with the company values. 

Resolve IR issues

• Performance issues are accurately identified, and action is instituted.
• Potential conflict is resolved according to IR procedures.
• Disciplinary action is taken according to the IR policy – in cases of extreme poor performance and inappropriate behaviour by staff.
• Leading and carefully evaluating restructures within the division to ensure the changes will create success. 

Learning and Growth

• Provide ongoing assessment and feedback of development
• Learning achievements are acknowledged to improve staff performance and motivation.
• Team effectiveness is facilitated and assessed against standards and contingencies applied when required.
• On the job assessment and feedback occur timeously.

Requirements
EDUCATIONAL REQUIREMENTS

• Relevant Medical Science or Commercial degree
• MBA or post degree qualification an advantage 

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• Min 8-10 years Sales / Marketing management experience
• Min 5 years Strong Management experience at a Senior level
• Experience in setting and strategizing of departmental budgets including Forecasting
• Experience in customer negotiations i.e., Trade / Contracts
• Computer skills on an advanced level - MS Word, MS Excel, and MS PowerPoint
• A solid understanding of Pharmaceutical industry and market trends.
• Deep working knowledge of different data sources
• Deep technical knowledge of project management, data analysis, and business intelligence
• Ability to interpret financial modelling
• Vast experience on managing and leading a big team of sales managers and sales representatives
• In-depth knowledge of the Pharmaceutical processes.
• Comprehensive knowledge and understanding of current marketing and compliance legislation
• Knowledge of finance and budget handling.
• Knowledge and understanding of current marketing legislation product marketing strategy

SOFT SKILLS REQUIREMENTS

• Highly numerate
• Excellent analytical skills
• Strong capabilities in logical reasoning
• Results driven
• Effective problem solving and decision making
• Commercial and strategic awareness
• Independent and self-directed individual that can drive execution
• Influencing capabilities
• Effective interpersonal skills
• The ability to communicate effectively (written and verbal) is essential
• Ability to think strategically and innovatively around total rewards