Regional Sales Manager (Western & Eastern Cape) at Lactalis South Africa

Job Description    

OBJECTIVE:

• To achieve sales targets by effectively leading, managing, coaching, motivating and inspiring a team of sales representatives through co-ordination of various sales activities and behaviors. Managing a diverse team to ensure the effective implementation of strategy whilst adhering to SANULAC policies, procedures and systems.

KEY RESPONSIBILITIES:

• Effective implementation and management of the regional sales strategy ensuring the continuous growth of market share and sales targets (the number) is met or exceeded.
• Lead, manage, develop, coach, motivate, performance manage and inspire the sales team ensuring performance against set targets.
• Detailed analysis of market and sales information to disseminate focused relevant information to each representative in the team for utilization in their area.
• Optimal utilization of market intelligence to support, guide and determine position and focus of sales team in the region.
• Ensure knowledge sharing, documentation of information and a sales team that is informed and up to date with developments in the pharmaceutical and medical environment.
• Ensure a close working relationship between the different divisions to optimise sales and ensure the continuous growth of market share.
• Ensure the synergy between the different divisions is utilized to continuously grow the market share.
• Build, maintain and grow customer relationships across the region ensuring customer needs are understood, appropriate time allocation per territory and sales opportunities are optimally exploited.
• Manage, control and effective utilization of the regional sales budget.
• Ensure adherence to SANULAC policies, procedures and local legislation.
• Continuously track, monitor and measure the business results and sales performance against set sales standards and targets (‘the number’).
• Build a capable regional sales team in the form of skilled people, in all areas and with sound business processes in place.
• Professional visible representation of the company in the region ensuring all behaviours and conduct are aligned with the company values.
• Implement, monitor, review and report on special sales initiatives aimed at growing sales in focused clients.
• Provide proactive advice and identify opportunities to grow sales in the short and medium term in area of responsibility.
• Continuously provide feedback and communication to ensure all stakeholders are informed.
• Maintain professional and technical knowledge ensuring benchmarking state-of-the-art practices and a sales team that are informed of new developments and initiatives.
• Provide formal, standard reporting and feedback of regional sales area ensuring accurate, up to date reflection of status.
• Investigate different sales initiatives and conduct cost-benefit analysis, to determine the viability of different sales initiatives.
• Ensure effective, professional communication and dialogue with Customers, Management and Staff and between Management, Staff and Customers.
• Continually build robust change resilience, so that people can adapt quickly to necessary business reinvention.
• Effectively plan, coordinate, manage and execute ad hoc projects.

Required Skills    

Skills and Competencies:

• Ability to continuously up-skill self and team in different areas of selling i.e. FMCG and or Medical
• Multiple KOL Management and ability to engage in scientific discussions with KOLs
• Ability to utilize relationships to advance business interest
• Entrepreneurial spirit & Business Acumen – Link efforts and activities to Business returns and search for business growth opportunities
• Up-skilling of team members to leverage scientific discussions to achieve sales objectives
• Develop, Implement and Track Teams tactical plans
• Understanding and experience with SFE (including Segmentation and Targeting and FTE)
• CME activity management 
• Knowledge and Ability to utilize different sales and market share performance measures used in the pharmaceutical industry and FMCG Market.
• Understanding of managing a sales related project from conceptualization to completion
• Ability to work on your own.

Attributes:

• 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, entrepreneurial spirit, persuasive, ability to delegate, flexible and strategic thinker.

QUALIFICATIONS AND EXPERIENCE

• Matric
• Suitable tertiary qualification i.e. BSc Dietetics/ B Pharmacy/ B Comm
• Minimum 5 years detail sales experience obtained within a pharmaceutical environment.
• Minimum 2-3 years’ experience at line management level will be an advantage.
• Must be proficient in MS Office. (Computer literate)
• Valid code 8 license and own transport
• Ability to work on Qlikview models is advantageous

Duties & Responsibilities    

• Effective implementation and management of the regional sales strategy ensuring the continuous growth of market share and sales targets (the number) is met or exceeded.
• Lead, manage, develop, coach, motivate, performance manage and inspire the sales team ensuring performance against set targets.
• Detailed analysis of market and sales information to disseminate focused relevant information to each representative in the team for utilization in their area.
• Optimal utilization of market intelligence to support, guide and determine position and focus of sales team in the region.
• Ensure knowledge sharing, documentation of information and a sales team that is informed and up to date with developments in the pharmaceutical and medical environment.
• Ensure a close working relationship between the different divisions to optimise sales and ensure the continuous growth of market share.
• Ensure the synergy between the different divisions is utilized to continuously grow the market share.
• Build, maintain and grow customer relationships across the region ensuring customer needs are understood, appropriate time allocation per territory and sales opportunities are optimally exploited.
• Manage, control and effective utilization of the regional sales budget.
• Ensure adherence to SANULAC policies, procedures and local legislation.
• Continuously track, monitor and measure the business results and sales performance against set sales standards and targets (‘the number’).
• Build a capable regional sales team in the form of skilled people, in all areas and with sound business processes in place.
• Professional visible representation of the company in the region ensuring all behaviours and conduct are aligned with the company values.
• Implement, monitor, review and report on special sales initiatives aimed at growing sales in focused clients.
• Provide proactive advice and identify opportunities to grow sales in the short and medium term in area of responsibility.
• Continuously provide feedback and communication to ensure all stakeholders are informed.
• Maintain professional and technical knowledge ensuring benchmarking state-of-the-art practices and a sales team that are informed of new developments and initiatives.
• Provide formal, standard reporting and feedback of regional sales area ensuring accurate, up to date reflection of status.
• Investigate different sales initiatives and conduct cost-benefit analysis, to determine the viability of different sales initiatives.
• Ensure effective, professional communication and dialogue with Customers, Management and Staff and between Management, Staff and Customers.
• Continually build robust change resilience, so that people can adapt quickly to necessary business reinvention.
• Effectively plan, coordinate, manage and execute ad hoc projects.

Closing Date    

• 2026/02/27