Territory Manager (Retail): Branded Generics at Pharma Dynamics (Pty) Ltd

KEY RESPONSIBILITIES

Promoting Products and Implementing Sales / Marketing Strategies

• Achieve and exceed set sales targets and growth objectives for the product basket/s within the territory as per company requirements set monthly, quarterly, and annually.
• Effective implementation and execution of set marketing strategies.
• Ensure prudent, responsible and appropriate utilization of the Point of Sale (POS) provided cyclically to support marketing strategies.
• Effective implementation of set KA channel and national sales strategies.
• Manage the sales territory through effective planning, organising and flawless execution on targeted customers of the commercial strategies.
• Utilize the sales data tools to conduct territory, customer, and product analysis to identify gaps and opportunities to drive sales and market share gains.
• Maintain targeted database on Repwise and achieve the expected call rates, frequency, and coverage requirements.
• Detailed record keeping of customer interactions on Repwise, which may include stock counts, products detailed, product related queries and other follow-up notes.
• Effective execution and logging of Product Trainings (including Training Registers) to pharmacists and supporting staff on Pharma Dynamics products, as per set requirements and expectations.
• Submit monthly planners and reports to the relevant line manager to track customer engagement, sales performance, channel strategies, marketing strategies and action plans.
• Implement robust business reviews with key customers to discuss sales performance, growth opportunities and the expansion of the Pharma Dynamics product range / presence in store.
• Building and maintaining positive working relationships with pharmacists and relevant stakeholders in the customer environment.
• Drive pharmacy dispensary business by means of ensuring our brands are dispensed and re-ordered.  This also includes frequent product training with the correct stakeholders in line with training SOPs and requirements.
• Arranging appointments with pharmacists, medical professionals, and other stakeholders within the customer environment, which may include pre-arranged appointments or regular “cold” calling to drive the growth of Pharma Dynamics products and follow through on commercial strategies.
• Work closely with Regional Sales Manager to create effective plans on various business opportunities within the territory and ensure successful execution.
• Monitor competitor activity and competitors’ products.
• Ensure timeous feedback post or during the implementation of marketing-initiated strategies, and ongoing in-field intelligence to the relevant internal commercial stakeholders.
• Keep informed of new developments in the pharmaceutical industry, anticipating potential positive and negative impacts on the business and adjust own sales strategy accordingly.
• Organising functions / workshops / trainings for the designated territory and suitable customer profiling for attendance.
• Ensure compliance with and adherence to the Marketing Code Authority principles as enforced and approved by the company.
• Attendance at external supplier functions / conferences arranged by key accounts or marketing - as required.
• Attend all relevant company meetings, technical data presentations, product launches / training and briefings.
• Compulsory attendance to cycle meetings and conferences.
• Complete country trip and day trips as per territory requirements.
• Keeping up to date with the latest trends and medical trials supplied by the company to optimise sales opportunities and interpreting, presenting, and discussing this data with health professionals / channel stakeholders during engagements.
• Strictly manage and track expense budgets allocated for the role and territory.
• Ensure commercial agreements are successfully implemented with sound business return as per company requirements.
• To comply with set administration / operational SOP standards
• Ensure that activities always comply with company policies, procedures, and regulations.
• Handling of enquiries and complaints quickly and professionally and in accordance with company procedures.
• Work closely with colleagues as a team for territory synergy and share best practice to deliver excellent results.
• Participate and function in larger cross-functional teams to maximize product opportunities and growth.

Requirements

PRE-REQUISITES

Education:

Preferred: Business Degree and / or appropriate industry related - tertiary qualification and / or matric with industry appropriate sales and business diploma. 

Experience:

• Proven track record of successful sales and customer management skills.
• Exposure and/or experience working in the retail pharmacy environment in relation to generics preferred.
• Strong existing relationships with key pharmacies, both independent and corporate, in allocated territory would be advantageous.