Regional Sales Manager: Direct Pharmacy Western Cape (Western Cape) at Aspen Pharma Group

OBJECTIVE OF ROLE 

•  To lead, develop, and guide a sales team to reach the required sales targets by ensuring input and output sales activities are executed effectively, while building strong customer relationships. This role may include the management of Key Customer Groups 

KEY RESPONSIBILITIES 

• Guide, lead and direct a sales team to maintain sustainable customer relationships and optimize sales opportunities.
• Conduct detailed business reviews and offer solutions in line with a customer’s objectives and environment. Maintaining a deep understanding of customer needs and monitor their preferences.
• Resolve escalated customer queries in line with company policies.
• Develop manage, and maintain industry contacts with decision makers and influencers, building strong customer relationships to ensure maximum satisfaction, and increased market share.
• Implementation & Management of Sales Strategy for your territory, ensuring continuous growth of market share, customer base, and sales targets. Ensure sales team is aligned and communicated with timeously.
• Implement, monitor, review and report on special sales initiatives aimed at growing sales in focused clients
• Maximize productivity and sales effectiveness within a territory by executing sales and marketing plans and promotional activities.
• Develop and grow business for the responsible portfolios to build a relationship with wholesalers (where applicable), short liners, and pharmacies.
• Ensure the team has the necessary tools, and the data required to support the execution of their duties. This ensures the team utilises the data to conduct the required territory analysis and assist in delivering the output required of them. The tools are from various stakeholders, divisions, and data points.
• Lead and direct sales team to ensure optimal performance levels are reached.
• Forecast accuracy, monthly sales vs budget to be achieved. Accomplish and advance sales budgets, create opportunities to achieve the budgets set on a Wholesaler and Pharmacy level.
• Achieve growth and hit sales targets by successfully managing the sales team
• Monitor industry trends to keep abreast of developments in the market.
• Assist sales representatives to identify opportunities in their portfolio.
• Implement performance plans, and objective standards for team members, ensuring various interventions, discussions, corrective measures, and coaching sessions take place.
• Ensuring new employees are given sufficient support and guidance to align with the company standards, objectives, and performance measures.
• Monitoring the activities of direct reports by ensuring inputs and outputs are executed as per company expectation.
• Unite and motivate the team to ensure a highly driven team exists and shares their best practices.
• Communicating any changes to the team, including sales targets, quarterly line-ups, and any further information.
• Maximize productivity and sales effectiveness within the region by executing sales and marketing plans and promotional activities.
• Manage and understand human resource needs related to recruitment and selection, performance management and individual development.
• Ensuring sales team is working in accordance with all policies and procedures such as regulatory and compliance.
• Managing expenses such as Vehicle Fuel limits and clawbacks, approval of expense claims, sponsorships, internal and external training, and meetings.
• Leave management and monitoring.
• Formal and timeous discussions in line with our Disciplinary codes and procedures to mitigate risk. 

Requirements
EDUCATIONAL REQUIREMENTS 

• Matric/Grade 12 Certificate
• A relevant qualification will be an advantage. 

KNOWLEDGE & EXPERIENCE REQUIREMENTS 

• Min 5 years sales experience obtained from pharmaceutical and / or related market
•  Sales management experience will be an advantage.
• Must be proficient in MS Office: Excel, PowerPoint, outlook, and Word
• Valid code 8 license and own transport
• Exposure & knowledge of local pharma markets (including policies & processes).
• Proven track record of coaching and leading team/s (Advantageous).
• Qliksense / Qlikview
• Power BI system competent
• Commercial acumen
• Data Set – TPM (IQVIA), SSD (Advantage)
• Knowledge of pharmaceutical industry
• Computer skills on MS Word, MS Excel, and MS PowerPoint
• Compliance and Regulatory standards and policies.
• Understanding the sales and marketing cycle within a Pharmaceutical environment.
• Knowledge of Supply Chain.
• Keep abreast of current on company’s product and solutions, and industry trends 

SOFT SKILLS REQUIREMENTS                                                                                                                                     

• Planning, organising and co-ordinating
• Highly numerate
• Excellent analytical skills
• Strong capabilities in logical reasoning
• Results driven
• Problem solving and decision making
• Commercial and industry awareness
• Independent and self-directed individual that can drive execution
• Influencing capabilities
• Interpersonal skills
• The ability to communicate effectively (written and verbal) is essential
• Attention to detail
• The ability to manage projects as and when required
• Ability to think strategically and innovatively 
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Initiative
• Accuracy
• Confidentiality
• Customer Focused
• Interpersonal Sensitivity
• Logical Thinking
• Information Seeking
• Enquiring Mind
• Self-Development Orientation
• Cultural Sensitivity
• Vision
• Integrity
• Planning and Organizing
• Analytical
• Decision Making
• Commercial Astuteness
• Ability To Handle Pressure
• Negotiation Skills
• Persuasive
• Ability To Delegate
• Flexible
• Strategic Thinker.

COMPUTER SKILLS REQUIRED

• The applicant must be proficient in the various applications (Word, Excel and PowerPoint) within the Microsoft Office bundle. 
• The successful candidate must have a valid driver’s licence and be able to travel as per the expectations of the role.