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

KEY RESPONSIBILITIES

Promoting Products and Implementing Sales / Marketing Strategies

• Achieve and exceed sales targets and growth objectives for the assigned product basket within the territory, in line with monthly, quarterly, and annual company requirements.
• Effectively implement and execute approved marketing strategies.
• Ensure prudent, responsible, and appropriate utilization of Point of Sale (POS) materials provided to support marketing initiatives.
• Effectively implement Key Account (KA) channel and national sales strategies.
• Manage the sales territory through effective planning, organization, and execution of commercial strategies targeted at customers.
• Utilize sales data tools to conduct territory, customer, and product analyses to identify gaps and opportunities that drive sales and market share growth.
• Maintain an accurate customer database on Repwise and achieve the required call rates, frequency, and coverage targets.
• Maintain detailed records of customer interactions on Repwise, including stock counts, products detailed, product-related queries, and follow-up activities.
• Execute and record product training sessions, including training registers, for pharmacists and support staff in accordance with company requirements.
• Submit monthly planners and reports to the Regional Sales Manager to track customer engagement, sales performance, marketing activities, and action plans.
• Conduct business reviews with key customers to discuss sales performance, growth opportunities, and expansion of the Pharma Dynamics product range.
• Build and maintain positive working relationships with pharmacists and other relevant stakeholders.
• Drive dispensary business by ensuring Pharma Dynamics brands are dispensed and reordered, while conducting ongoing product training in accordance with company SOPs.
• Arrange appointments with pharmacists, healthcare professionals, and other stakeholders through both scheduled appointments and prospecting activities to support commercial objectives.
• Collaborate with the Regional Sales Manager to identify and execute business growth opportunities within the territory.
• Monitor competitor activities and products.
• Provide timely feedback on marketing initiatives and share relevant market intelligence with internal stakeholders.
• Stay informed of developments within the pharmaceutical industry and adapt sales strategies accordingly.
• Organize functions, workshops, and training sessions within the territory and ensure appropriate customer participation.
• Ensure compliance with Marketing Code Authority principles and company requirements.
• Attend external supplier functions, conferences, and events as required.
• Attend company meetings, product launches, training sessions, technical presentations, and briefings.
• Attend all mandatory cycle meetings and conferences.
• Undertake country trips and day trips as required by the territory.
• Stay up to date with medical trends and clinical information provided by the company and effectively communicate this information to healthcare professionals and stakeholders.
• Manage and monitor territory expense budgets responsibly.
• Ensure successful implementation of commercial agreements that deliver appropriate business returns.
• Comply with all administrative and operational SOP requirements.
• Ensure all activities comply with company policies, procedures, and regulatory requirements.
• Handle customer enquiries and complaints professionally and in accordance with company procedures.
• Work collaboratively with colleagues to maximize territory performance, share best practices, and achieve business objectives.
• Participate in cross-functional teams to maximize product opportunities and support business 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.

Additional Information:

• Product Basket: Retail – Branded Generics
• Territory: KZN Coastal
• Country Trips (if applicable):N Coast – 2 nights in Richards Bay