National Account Lead - Ampath/Pathcare at Roche

The Position

• Roche Diagnostics in Midrand is a National Account Lead to lead the strategic delivery of the overall territory team and business to grow market share.

Key Responsibilities

Strategic Planning

• Develop the business plan to support delivery of the affiliate’s strategic direction and budget targets by supporting the development of allocated account and account business plans, aligning with the overall strategy annually.
• Manage sales of key customers by reviewing and analyzing key customers sales in conjunction with the sales team, identifying any issues, gaps in performance or other anomalies, providing support to develop solutions and overseeing implementation with the sales team as required.
• Optimally manage resources (sales team, budgets, etc.) by utilizing and deploying resources in order to achieve the set targets daily. 
• Provide input to the definition of the action plans for the specific business area by managing that all sales plans and objectives are aligned to the overall strategic vision and direction as required.
• Develop and implement new tools and local KPI’s by interpreting global tools and KPI’s, customising as per local needs and business requirements and implementing as required.
• Create additional tools and KPI’s when required by identifying need, engaging with business, developing and implementing as required.
• Monitor market and customer movements by maintaining awareness and reacting effectively and proactively to these changes through the application of market intelligence and alignment of the sales strategy as required.

Operations Planning and Management

• Manage effective and professional service delivery in line with the set Roche business principles to all customers by monitoring, mentoring and coaching sales team on an ongoing basis.
• Manage, coordinate and partake in the strategic aspects of specific key accounts, stakeholders and executives by participating in meetings, engaging with individuals and providing input to sales team as required.
• Manage customer engagement and communications by tracking sales team activities, reviewing metrics and addressing any issues as and when required and quarterly.
• Manage sales and profitability target achievement by tracking sales team activities, reviewing metrics and addressing any issues as and when required and monthly.
• Manage the budget and expenditure by reviewing expense requests, authorizing expense claims and tracking against budget and Roche policies and procedures monthly.
• Manage the Sales Conferences and Cycle Meetings by planning meetings and informing the key priorities, contributing to the meeting quarterly and as required.
• Monitor and manage the Sales teams’ territory knowledge and understanding by reviewing and analyzing information, identifying trends and patterns, identifying areas for improvement, addressing issues and implementing corrective action as required. 
• Manage sales performance by identifying performance trends and anomalies, managing the implementation of corrective actions timeously and limiting any possible negative impacts on sales performance and / or Roche as required.
• Manage the CRM system information by monitoring the quality and accuracy of data inputs, addressing any issues and resolving any queries as required.
• Prepare monthly reports including management reports by reviewing and consolidating report inputs, undertaking required analysis, preparing reports and presenting within required deadlines.

Stakeholder Management

• Build customer relationships by participating in Roche and industry events, identifying and engaging with executive decision makers, understanding market trends and provide feedback and input as required.
• Identify sales data trends at a territory level by extracting the sales data, undertaking the analysis, identifying trends and variances and engaging with this information and providing reasons monthly.
• Maintain effective internal relationships by engaging with relevant individuals and departments, influencing alignment and mobilisation towards territory strategies, providing information and feedback and addressing any queries as required. 
• Maintain relevant product, industry and sector knowledge by engaging with the market players including but not limited to competitors and customers, analysing information and activities, identifying issues and trends and providing feedback to the relevant individuals or departments as required.
• Participate in Global and EMEA working groups by contributing to forums and providing feedback to the broader team as required.

Staff Leadership and Management

• To define the staff requirements, resourcing the team by retaining, recruiting, selecting and appointing staff as required, inducting new staff members, monitoring and managing performance and managing staff development.
• A full job description will be made available to candidates invited to the interview process.

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

• Required Qualification: NQF 7/8 in commerce, sales, marketing, medical sciences or similar.
• Required Experience: At least 5 years pharmaceutical or medical diagnostic or pharmaceutical commercial experience with at least 2 years management experience.