SalesForce Excellence Manager (JHB North) at Aspen Pharma Group

OBJECTIVE OF ROLE

• Ensure optimal resource allocation towards Aspen assets for maximum performance in market. Set Salesforce KPI’s, measure and report to Sales management. Develop and manage Salesforce incentives scheme, inclusive of target setting by representative and by product. To support and co-lead the Tender Review Systems

KEY RESPONSIBILITIES

Salesforce optimization towards key Aspen assets through accurate targeting and segmentation and resource allocation

• Coordinating and delivering targeting and segmentation for key assets.
• Calculating and proposing optimal salesforce resource allocation.

Manage National sales plan inclusive of SFE KPI’s, Incentive scheme, reward and recognition programs, target setting and measurement.

• Work with the rest of the BEX team in the creation of National sales plan
• Developing and implementing sales force KPIs
• Deliver and analyze sales force KPIs and propose actions where needed and supporting sales force management to implement agreed actions
• Incentive scheme management and improvements
• Reward and recognition programs
• Set targets for sales team
• SvT measurement on an ongoing basis
• Managing CRM projects, focusing on innovative solutions and building specific tools / skills to ensure best performance delivery while respecting national data privacy and other legal requirements.

Dashboards & KAM Support:

• Create, Manage and Drive Sales & Margin Dashboards to assist KAM’s to drive business

Provide business analytics and tools/dashboards to drive achievement of revenue targets for FY

• Collate and coordinate outbound sales data from each province
• Assist KAM’s with replenishments in line with stock pull-out activities from Depots

Manage & drive SKU level profit achievement at Regional Level

• Coordinate the development of provincial outbound dashboard report with IT/BIS

Build and update relevant dashboards

• Prepare sales reports from TM1 and BIS for the National Sales Manager, Portfolio Manager and the KAMs

Manage stock at consumer level

• Run margin reports and prepare 3rd party portfolio performance reports
• Provide the deeper sales analytics and recommendations to business leadership at product level to drive maximum sales and profit

Maintain good working relationships with all cross functional stakeholders

• Monthly review meetings with the relevant stakeholders (i.e. Demand Planning, Sales and Finance, which will lead to effective knowledge sharing and guiding the KAM team in selling what is available to the customers that are willing to buy immediately).

Tender review system - Timeous and accurate submissions of reports

• Uploading PAT report onto NDoH platform
• Uploading Deliveries Data report weekly and uploading it into NDoH platform
• Analyze the 2 NDoH reports on regular basis
• CHAI report – collate and capture accurate information and record keeping

Requirements
EDUCATIONAL REQUIREMENTS

• Matric
• Relevant tertiary education (Life Science, Finance, Data Analytics, Project Management, Supply Chain would be beneficial)

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• 5+ years Relevant experience in Salesforce Excellence (ideally in the pharmaceutical environment)
• Minimum 5 years’ experience in the Public Sector environment including tender management
• Resource allocation optimization experience
• Targeting and segmentation experience
• Project management experience
• Sales, Marketing, Marketing Research or other Commercial experience

SOFT SKILLS AND COMPETENCY REQUIREMENTS

• Strategic understanding of SFE principles
• Analytical skills
• Insights into data analytics
• Strong business partnering skills
• Confident in Senior management team environment
• Confident with data applications such as Power BI, Qlick and excel.
• Planning & organizational skills, project management
• Autonomous worker with strong accountability
• Innovation & foresight