Professional Sales Representative - Eastern Cape North at Sanofi

JOB PURPOSE

• To manage the territory by effective planning, organising and flawless execution on targeted customers.
• To Maintain and enhance self-knowledge of the Sanofi Insulin Portfolio, the company, industry developments and competitors.
• To grow the Sanofi Diabetes business in the Eastern Cape South area as measured by market share and/or increased sales against set targets both in the Private and Public Sector.
• To implement a hybrid model of interaction with customers embracing digital transformation.

SUPERVISED RESOURCES

Budget responsible for:

• Market Share growth Sales vs set targets

Promotional Budget:

• As agreed with District Sales Manager

KEY ACCOUNTABILITIES

• Achieve set market-share and sales targets.
• Effectively manage the territory by means of planning, territory analysis, targeting and call coverage of customers.
• Effective implementation of set marketing strategies.
• Effective implementation of nation sales plan.
• To comply with set administration SOP standards.
• To achieve the set standard of knowledge regarding the territory, disease entity(s), customer promoted product(s) and competitor products.
• Ensure that the activities always comply with relevant legislation, ethical standards, and company policies.
• Participate and function in cross-functional teams with colleagues and other sales teams to maximize product opportunities and growth.
• Continually promote specified brands via synergistic opportunities with colleagues and other sales teams to maximize product opportunities and growth.
• Adverse Drug reactions must be spontaneously reported to a representative by a healthcare professional will be forwarded within 24 hours or next working day to the Pharmacovigilence Department.

JOB-HOLDER ENTRY REQUIREMENTS

Education:        

• Matric with Biology and/or Degree or previous Diabetes experience

Knowledge and Experience:

• 3 to 4 years proven successful sales experience within the medical industry.

Skills:

Influencing Skills

• Influencing others towards a desired way of thinking or course of action.
• Uses their understanding of the other person’s point of view to frame their message in a way, which encourages its acceptance.
• STATE TEAM: Understands the dynamics of selling to key accounts with multiple decision makers.

Active Listening

• Taking time to listen and to communicate understanding.
• In difficult or conflict situations, asks questions to clarify meaning, where necessary, reflects the understanding of the message through paraphrasing and summarizing.
• Simplify Emphasize Repeat

Assertiveness

• Standing firm and defending or advocating a point of view in a positive manner.
• States and defends own viewpoint, when necessary.
• Holds to their viewpoint until provided with clear evidence required to change opinion.
• Focuses on the issue, not the person (objective).

RESULTS ORIENTATION

Cross Functional Teamwork

• Collaborate with people of differing functional expertise to deliver cross-functional team outcomes that benefit the business.
•  Identifies and relates to key people who could influence or be affected by decisions.
•  Assumes responsibility for provision of information and completion of tasks relevant to own area.
•  Proactively communicates relevant information (e.g., knowledge) to key stakeholders.

Ability to execute task and goals to achieve goals and meet or beat deadlines

•   Without support or encouragement, follows through/ completes work to meet deadlines.  (E.g., Situational Leadership S3D3

Ability to learn

• The speed, depth, and effectiveness of changing one’s thinking and behaviour to deal with new problems and grasp new concepts based on new information.
•   Accepts developmental feedback.
•   Able to learn new procedures with ease.
•   Able to transfer learning from training programmes attended.
•   Learns highly technical information regarding products and or processes.
•   Applies some of the organisational values.
•   Analyses own performance to improve performance.

Problem Solving

• Defines problems and key issues and develops alternative courses of action and making decisions which reflect factual information, are based on logical assumptions, and take organisational resources into consideration.
• Evaluates information from a range of sources before determining action.
• Defines and solves problems relating to work role.
• Generates alternative solutions to problems or situations.
• Differentiates between what is/is not important/urgent or relevant.

Work Organisation/Priority Setting

• Ensuring effective performance of work by communicating and adjusting priorities, managing time, resources, and information, and organising the work environment.
• Differentiates between essentials and non-essentials.
• Implements and monitors own plans and schedules, coordinating small-scale resources to achieve milestones and goals.
• Adjusts priorities appropriately in response to unusual circumstances.
• Takes on multiple tasks and meets impending deadlines without sacrificing quality and standards.

RESULTS ORIENTATION

Self-Management

•  Maintaining effective work behaviour in the face of setbacks or pressure, remaining calm, stable and in control in the face of adversity.
• Aware of own strengths and areas for improvement.
• Recognises the opinions of others, even if not agreeing.
• Remains objective when faced with personal criticism – doesn’t react personally.
• Responds calmly when challenged.

BUSINESS ORIENTATION

Analytical Skills

• Identifying issues and problems; securing relevant information; relating and comparing data from different sources; and identifying relationships.
• Able to interpret data and draw relevant conclusions from various sources of information.
• Identifies underlying issues.
• Identifies cause and effect relationships.
• Compares past data with current data to project performance trends.

Business Acumen

Knowledge of key drivers of business performance and ability to recognise and capitalise on opportunities.

• Identifies and develops emerging opportunities for building strategically important relationships (Target list customers)
• Demonstrates knowledge of competitors, their activities, and potential markets.
• Demonstrates an understanding of key financial drivers and key financial ratios such as, return on investments

Competitor Analysis

• Analysing competitor strategies and market trends, in relation to own organisation to guide strategy.
• Demonstrates knowledge of how to analyze major competitors for their strengths and weaknesses as well as how to analyze markets for business opportunities

Industry Knowledge

• Keeping up to date with the major issues and trends in the industry and their implications.
• Demonstrates knowledge of the general issues facing the industry and the significant developments in one area.
• Proactively keeps abreast of issues pertaining to the industry

TECHNICAL SKILLS

Product Knowledge

• Understands the use of product features and benefits related to promoted products
• Demonstrates advanced knowledge in relation to promoted products.
• Is able to state the features and benefits of promoted products to different customer types by probing into customer opinions and prescribing habits
• Keeps up to date with product knowledge.
• Completes any 3 Accreditation articles on product related issues to ensure knowledge base is updated and relevant.

Relationship Building / Networking

• Building rapport, developing, and maintaining good working relationships with others to facilitate achieving objectives.
• Develops effective and mutually beneficial relationships with key colleagues and customers through effective interpersonal skills.
• Demonstrates a desire to discover, understand, and address the customer’s needs.
• Develops and maintains effective networks through the organisation across different functional areas and within the field.
• Builds external networks where relevant.