Sales Representative at Bausch + Lomb

Responsible for the development, growth and maintenance of sales in a specific territory, for specific accounts related to the Pharma portfolio.  Has a defined sales target to achieve and operates within the established policy guidelines.

Sales Planning and Implementation

• Plan and implement the activities that are necessary for the realisation of the individual territory target
• Meet sales target in own territory
• Continuous planning and monitoring on a quarterly, monthly, weekly and daily basis
• Implement effectively and monitor the outcomes of all the planned promotional activities, providing feedback on strategy
• Call on and service targeted customers within the allocated territory across all disciplines, i.e. Specialists (e.g. Ophthalmologists & Paediatricians), General Practitioners, Optometrists, Pharmacists and relevant support personnel.
• Detail targeted customers and utilise selling skills that has maximum potential/positive effect on sales.
• Activities in pharmacy, including monitoring of stock-levels, shelf presence and orders.
• Maintain and develop important customers and/or Key Opinion Leaders by keeping open channels of communication, in which the company and its products are well presented, and the good relationship is leveraged to drive sales in the territory
• Effectively utilise allocated marketing spend to access, support and grow key customers in the individual territory
• Attend industry meetings, conferences and trade shows as required.
• Travel as needed for business-related tasks such as meetings or events.
• Undertake country trips as required.

Customer Management System

• Comply with all the requirements of and utilise the customer management system (Repwise) to effectively target, grade and maintain all customer related activities in the individual territory
• Categorise customer base, according to current and potential contribution in terms of Scripts and pharmacy Sales.
• Target customers according to grade for optimal number of sales calls per annum, quarter and/or month to ensure one obtains market control
• Maintain Expected Call Rate of 9 calls per day (Ideal ratio of 5 Specialists/General Practitioners + 4 Pharmacies/Optometrists per day)
• Adhere to Call Coverage and Frequency expectations
• Log calls daily
• Activate out of field when applicable
• Responsible for maintaining own mileage logbook
• Communication and Reporting
• Communicate with NSM and/or marketing all relevant and vital strategic information of events taken place in the field that could meaningfully affect the business
• Expected email download and response: twice daily (morning and afternoon)
• Closely follow all competitor activities and present relevant observations meaningfully to the marketing department.  Transfer any planned countering activities and materials against competitors effectively to the customers in line with the purpose and monitor the outcomes
• Prepare and submit the necessary reports to NSM/KAM, Commercial Assistant, Marketing and Finance Departments in a correct and timely manner

Month End Report

• Monthly Planner
• Expenses
• Action Plans

Initiative and Improvement

• Be proactive and use personal insights and initiatives, where relevant and in consultation with The NSM and/or marketing department, to develop customers, grow sales and achieve targets in your individual territory and for the business as a whole
• Training of customers as needs arise
• Improve and maintain product knowledge (any new products and knowledge of current package inserts)
• Share best practices with colleagues to improve efficiency in the field
• Identify potential issues or problems, within the business or within the key stakeholder value chain, that could be responsible for limiting current or future business sales and growth. Communicate these to the relevant people or departments, with potential solutions, to assist in satisfactory resolution and alleviation of unnecessary constraints
• Internal Processes
• Ensure consistent compliance to company policies and procedures, corporate governance and relevant legislation within area of responsibility
• Timeously complete all assigned training items through Compliance Wire (Company Learning Management System that is a software programme that build, deliver, track and manage training activities)
• Keep abreast of company policies, procedures and systems
• Strive to consistently apply the company’s vision, mission and values throughout your area of responsibility
• Be strategic in solving problems and building and maintaining relationships (both proactively and reactively)
• Work cooperatively to achieve a common goal and enhance productivity on a project
• Show commitment to performance and quality standards
• Maintain any company equipment or property for example vehicle, electronic equipment, sales material and company’s corporate image
• Confidentiality: company marketing / sales material, pricing, policies, systems, research and data, not to be discussed outside the organization
• Ensure all reported adverse events, medical queries or product quality complaints are reported to the QA/PV within 24 hours as set out in the local procedures

Customers

• Maintain relationships with colleagues through team work by:
• Maintaining a positive attitude and drive
• Conduct yourself in a professional manner that aligns with the values of the company
• Responding openly to feedback
• Escalating identified problems to appropriate business leaders
• Showing willingness to help others; going the extra mile to meet targets and objectives
• Managing own disruptive emotions (handles stress in ways that do not negatively impact on the team)
• Being open to feedback of performance from various sources

Learning and Individual Growth 

• Take accountability for the achievement of objectives within own area of control
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Provide appropriate resolution for tasks and deadlines not met
• Take ownership for driving own career development
• Maintain and develop computer literacy: Excel, PowerPoint, Word, and electronic communication