National Sales & Marketing Manager : Nuclear, CMN, Radio-Pharmacy at Salesworx Recruitment (Pty) Ltd

Job Description

• Responsible for the developing, measuring and implementation and execution of the sales and marketing strategy, by working with the Business Unit Manager and the sales teams, resulting in achieving and exceeding both sales and profitability goals for the Nuclear, Radio-pharmacy and CMN Industrial Divisions.
• Drive optimisation of the educational activities and address educational needs of employees and customers for the portfolio.
• To lead the development of the Business Unit Strategic Plan, working in close collaboration with the Company leadership in developing strategic and tactical plans to achieve long-term growth objectives and manage the day-to-day leadership of the sales team, aligned to the Company and Group strategy and tactics.
• Ensure timeous finalisation of the yearly strategic marketing plans;
• Assist with the Sales budgeting per territory for the portfolio of products and how to achieve it;
• Effective implementation of tactical plan;
• Effective marketing activities including congresses and customer workshops and educational events;
• Responsible for authorization from funders when needed;
• Evaluation, analyses and report on Competitors’ products, strategies and driving appropriate business responses;
• Responsible for any market research needed to obtain full market access prior to launch of products;
• Reporting marketing growth opportunities to the Business Manager;
• Analysing customer base together with Sales Consultants and Sales Managers;
• Reading and responding to Sales Consultants’ monthly reports;
• Communicating with the Business Manager on market coverage;
• Identification and development of new business opportunities;
• Forecast and maintenance of teams performance and targets as well as given territory.

Customer Relations:

• Establish a network with the key stakeholders: Physicians and Key Opinion Leaders;
• Build and maintain strong relations with all stakeholders, including customers, payors, government and employees in representing our full line of products and services;
• Attending key appointments with Sales Consultants when needed with existing and potential customers;
• Identify customer requirements to ensure customer satisfaction;
• Successful congresses and training workshops;
• Identify the correct customers to attend product training to ensure a ROI;
• Manage relationships with Product Managers and Product Specialists to ensure a strong working relationship and support.
• Maintain good relations and communication with internal customers i.e. Customer Services, Finance Department, Logistics and Management;
• Customer profiling and mapping tools to grow product families according to customer needs but in line with our business strategy and focus products.

Budget Management and Administration:

• Monitor Sales turnover;
• Achieve monthly and quarterly sales budgets for each Division;
• Achieve annual sales budgets per Division;
• Responsible for Daily tender input and quote request where necessary;
• Expense claims handed in on timeously per the schedule received from Finance with correct cost allocations;
• Monthly reports to the Managing Director;
• Compliance to regulatory SOP’s, SA Regulations and Code of Business Ethics;
• You will maintain the Company’s ethical position. Effectively communicate and manage Company business conduct policies.

Manage Sales and Marketing activities:

Marketing:

• Ensure implementation of the yearly strategic marketing plans are done on time;
• Accurate sales budgeting per territory per Division;
• Effective implementation of tactical plan;
• Monthly in-field visits with Sales Consultants;
• Facilitation that Product training is done and evaluation of knowledge of Sales Consultants to allow effective selling.
• Evaluation, analyses and report on Competitors’ products, strategies and driving appropriate business responses;

Market access process

• Responsible for product registration processes including:
• Nappi coding;
• Funding approval from all Medical aids;
• Registration and approval with Hospital Groups.

Training

• Maintain a high level of motivation to ensure marketing function is well directed;
• Preparation and conducting of presentations at Sales Consultants meeting and management meetings;
• Assist Sales Consultants reps with product queries and/or technical/clinical application information;
• Manage your portfolio by living the company values;
• Identify and implement educational events for customers to achieve growth;
• Manage the implementation of workshop activities with sales team and customers;
• Identify workshops and educational events that will deliver a ROI and result in product growth;
• Participate in company business and sales meetings and provide input to senior management concerning outcome on all training events;
• Attend and responsible for planning of all congresses identified; 
• Quarterly visits with top 20 targets for business unit; 
• Planning and organization of expert meetings/workshops with key customers when needed.

Administrative Duties

• Adhere to credit policies and procedures of the group;
• Maintain all administrative responsibilities associated with this position; monthly report on marketing activities;
• Ensure all product and marketing activities comply with legal and ethical standards;
• Managing business expenses within the marketing budget provided;
• Adhere to any legal or medical requirements and inform management of changed requirements;
• Submit monthly report to senior management. Report on variance between actual and budget and implement corrective strategies.

Stock management

• This entails managing the stock dashboard per Division monthly and stay within directed ratios;
• Stock rotation and slow-moving identification and returns;
• Manage stock ordering process weekly from supplier;
• Accurate forecasting in stock – no stock outages unless due to supplier issues;
• Management and approval of consignment stock allocated to customers;
• Management and approval of boot stock allocated to sales consultants;
• Should a procedural kit procedure be implemented in the Divisions – the responsibility of managing this and evaluating the effectiveness of it remains your responsibility;
• Attend monthly stock meetings with senior management.

Clear responsibility and accountability for the product and sales management of the following Divisions:

• Nuclear, Radio-pharmacy and CMN Industrial
• Responsible for the management of Key Account Managers and Sales Consultants.

Requirements

Qualifications

• A relevant degree and or medical-management qualification would be a definite advantage

Experience Required:

• Previous Marketing & Sales Manager Experience managing a portfolio in Medical Devices;
• Medical Background is a requirement;
• Knowledge of the mentioned portfolio role players and industry needed;
• Clinical and product knowledge will be a definite advantage;
• Existing relationships with customer base will be a definite advantage;
• At least 5 years’ experience in Sales and Sales Management of Sales Teams

Skills/competencies:

• Planning and organizational skills;
• Excellent written & verbal communication skills;
• Excellent interpersonal skills;
• Negotiation skills;
• Project management skills;
• Knowledge of marketing analysis, practices, strategies, planning;
• Strong analytical, organizational and decision-making skills;
• Strong business & financial acumen to influence key business decisions based on business analysis;
• Strong understanding of business and financial drivers;
• Strong influencing skills to present new ideas promote collaboration and generate buy-in;
• Ability to work independently and as a team member, while using discretion in decision making and sound judgment in problem solving;
• Demonstrated follow-through, initiative, attention to detail and drive for continuous improvement;
• High level of energy and stress tolerance required;
• Ability to work well under pressure and maintain positive, enthusiastic attitude;
• High level of motivation and vision and results orientated;
• Ability to work effectively in a team environment and build strong working relationships;
• Ability to work in a fast-paced environment and meet deadlines;
• Time management to be efficient;
• Work Ethics;
• Ability to travel extensively both in the country and overseas;
• Knowledge of the sales process that supports marketing activities, with the ability to understand & interpret customer needs using fact-finding to Identify sales opportunities;
• Proficient in Microsoft Office – specially Excel at advanced level and PowerPoint and Outlook;
• Integrity, responsive, high commitment;
• Desire to win with a drive on results;
• Strong leadership – a leader whose personal and professional behaviour is aligned to the Group values.

Additional Requirements

• Preference will be given to a candidate residing in Johannesburg or Pretoria.