Territory Manager (Hospital) at Pharma Dynamics (Pty) Ltd

KEY RESPONSIBILITIES

Promoting Products and Implementing Sales / Marketing Strategies

• Building and maintaining positive working relationships with clinicians, theatre, ICU and hospital pharmacy staff.
• Regularly attend company meetings, technical data presentations and briefings
• Maintain and enhance knowledge of products, company developments, customers, and competitors. This will also include a full and complete knowledge of the Product Information and relevant clinical papers, and clinical developments within the therapeutic area.
• Keeping up with the latest clinical data supplied by the company and interpreting, presenting, and discussing this data with health professionals during presentations
• Monitoring competitor activity and competitors’ products
• Keeping informed of new developments in the pharmaceutical industry, anticipating potential positive and negative impacts on the business and adjusting own sales strategy accordingly
• Developing strategies for increasing opportunities to meet and talk to target contacts in the medical and healthcare sector
• Monitor own sales performance and use data to focus own sales activities for best results
• Work closely with marketing department to improve knowledge and implement strategies
• Management and implementation of Disease Management
• Management of quarterly customer business reviews with DM pharmacies
• Maintaining professional conduct whilst using digital detailing as well as maintaining the Marketing code in relation to digital use (e.g. no off-label claims, no statements/ claims that are not approved, only use marketing material approved by PD etc.)

Planning/Work Management

• Arranging appointments with clinicians and theatre, ICU and hospital pharmacy staff, which may include pre-arranged appointments or regular 'cold' calling in order to influence them to support Pharma Dynamics products
• Managing budgets (for catering, appropriate hand-outs, conferences, hospitality, etc.)
• Manage sales territory and monitor call coverage and frequency to optimize sales
• Planning work schedules; weekly (to be on the Repwise Management System by 7pm on Sunday) and monthly timetables
• Monitor own sales effectiveness and use data to focus own detail activities for best results including High Visibility (HiViz)

Administration

• Maintain full and accurate records of all customers including specialties, products used, objections raised, response to previous presentations, best time to see, specific requirements etc., which may involve database management, with a tablet
• Administration deadline on the following need to be adhered to monthly and bi-monthly/ or as necessary
• Expenses (Direct Sales and SMART)
• Diseases Management and deals/promotions  
• Dealing with adhoc administration requests as when necessary
• Capturing of any leave, petrol expense claims, subsistence allowance on ESS

Reporting

• Weekly updates of launch progress and competitor/in field information
• Daily reporting on Repwise management system and ensuring that all call details /comments are included
• Synchronizing of Repwise Management system – a minimum of 3 times a day 
• Daily input of mileage on Repwise
• Logging of training reports and submitting of attendance registers on PD Sales Training portal by the end of the week

SMART Functions/ Hospital Pharmacy training

• Organizing conferences, events, meetings and CME’s for doctors and other medical staff including pharmacist.
• On completion of SMART function, rating feedback needs to be completed and submitted by the end of the week to the RSM
• SMART function Return on Investment (ROI) feedback to be submitted quarterly to RSM

PRE-REQUISITES

• Degree or Diploma with 2-3 years’ experience as a pharmaceutical sales representative, preferably gained in a theatre and / or ICU environment
• Previous experience as a theatre / ICU nurse an advantage
• Existing relationships with key specialists and hospital pharmacies in allocated geographic area preferred

COMPETENCIES

Adaptability _ Level 2 _ Tactical Lower

• Adjusts to work effectively within new work structures, processes, requirements, or cultures
• Views change as opportunity to improve
• Willing and eager to change
• Actively seeks out positive spin-offs of change and investigates ways in which change can be used
• Anticipates change and continuously remains prepared for change
• Demonstrates resourcefulness in acquiring necessary knowledge, skills and competencies to adapt to change

Building interpersonal relationship _ Level 2 /3 _ Tactical Lower/Higher

• Develops and effectively uses networks, both internal and external
• Appropriately adapts own behaviour to the working styles of different people
• Understands how self is perceived by others
• Accurately interprets the moods, feelings and reactions of others and adjusts own behaviour to fit the situation
• Demonstrates a keen understanding of and ability to use the formal and informal system at Pharma Dynamics to get things done
• Understands the origin and reasoning behind key policies, practices and procedures at Pharma Dynamics
• Keeps key players informed about the status of work
• Realises the impact of what is not said
• Keeps up to date about key issues and developments in other parts of the company
• Is aware of cultural differences in social and business norms and modifies own behaviour accordingly
• Adapts listening behaviours to ensure they are respectful of the other person’s culture

Client services and support _ Level 2 – Tactical Lower

• Is alert and responsive to changes in expectations
• Seeks information about real needs, beyond those expressed initially
• Takes personal responsibility to ensure external and internal satisfaction despite time pressures and significant obstacles
• Develops on-going relations with clients
• Takes a variety of actions to assess satisfaction

Taking Initiative _ Level 2 _ Tactical Lower

• Sees a “difficult” situation as an opportunity to impress
• Willing and eager to seek out and accept new challenges.
• Digs beneath the surface to get at the facts, even if not told to do so

Persuasiveness/ Sales ability _ Level 3 _ Tactical Higher

• Communicates, and persuades other to see the benefits of recommendations
• Understands prospect/client needs and decision criteria
• Understands all sides of an issue and its impact on all parties involved
• Uses experts or other third parties to influence
• Builds effective relationships with others
• Is aware of cultural differences in social and business norms and modifies own behaviour accordingly
• Anticipates objections and plans accordingly
• Uses the agendas and perspectives of others to persuade
• Maintaining customer service in line with requirements

Work Management _ Level 2_ Tactical Lower

• Plans and implements moderately complex activities/projects
• Clearly defines objectives and translates them into workable activities
• Plans with a realistic sense of the time and resource demands involved maintaining awareness of the interrelationships between own and other activities/project
• Anticipates potential obstacles and their impact on the accomplishment of goals and timelines
• Uses time and resources effectively to accomplish desired results
• Monitors and tracks progress to ensure delivery of all planned commitments, and keeps the appropriate people informed 

Professional Knowledge and Skills _ Level 2 _ Tactical Lower

• Has good understanding of the knowledge / skill area
• Effectively applies fundamental concepts, practices, and procedures in the knowledge / skill area
• Fairly independent in applying knowledge / skill in position
• Occasionally needs some direction in the resolution of problems

Results focus and Accountability _ Level 2 _ Tactical Lower

• Puts in extra effort (above what would normally be required) to accomplish a goal
• Takes on-going, repeated action to overcome obstacles to goal achievement
• Looks for and identifies better, faster, less expensive, or more efficient ways to achieve results
• Continuously monitors progress towards goal achievements, and acts decisively when progress is stalling
• Willingly takes on difficult assignments