Sales Representative - South Gauteng: East at Bausch + Lomb

Operations

• Plan and implement the activities that are necessary for the realisation of the individual territory target, on a periodical and annual base
• Meet sales target in own territory
• Plan quarterly, monthly, weekly and daily on a continuous basis
• Implement effectively and monitor the outcomes of all the planned promotional activities, providing feedback on strategy
• 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 Doctors and/or Pharmacies per day
•  Adhere to Call Coverage and Frequency expectations
• Log calls daily
• Activate out of field when applicable
• Enter mileage daily
• Detail targeted customers and utilise selling skills that has maximum potential/positive effects on sales
• Undertake country trips as required
• Attend industry meetings, conferences and trade displays as required
• 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 represented, and the good relationship is leveraged to drive sales in the territory
• Communicate electronically, by email or phone, 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
• Effectively utilise allocated marketing spend to access, support and grow key customers in the individual territory
• Regarding the daily, weekly activities, preparing the necessary reports and submitting them to related Sales, Marketing and Finance Departments in a correct and timely manner
• Month End Report
• Monthly Planner
• Expenses
• Action Plans
• 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
• Initiate journal clubs and 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
• Ensure all reported adverse events, medical queries or product quality complaints get reported to the QA/RA department within 24 hours as set out in the local procedures.

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 vehicle, equipment, sales material and company’s corporate image (professional dress code and company name tag at all times)
• Confidentiality: company marketing / sales material, pricing, policies, systems, research and data, not to be discussed outside the organization

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

Responsibilities can change according to department needs and management’s discretion