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  • Posted: Jun 5, 2020
    Deadline: Jun 10, 2020
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    Aspen has a proud heritage dating back more than 160 years and is committed to sustaining life and promoting healthcare through increasing access to its high quality affordable medicines and products. Aspen has a market capitalisation of approximately US$10 billion, is the largest pharmaceutical company listed on the JSE Limited (share code: APN) and ranks a...
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    Regional Sales Manager - Detail Division

    Objective:

    To effectively lead, manage, coach, motivate and inspire a team of sales representatives to ensure the effective implementation of the Regional sales strategy and ensure that sales targets are met, exceeded and optimised whilst adhering to Aspen policies, procedures and systems. The continued prioritisation of customer relationships to ensure maximum market share growth for the business.

    Key Responsibilities

    • Effective implementation and management of the Regional sales strategy, ensuring the continuous growth of market share and meeting or exceeding sales targets.
    • Lead, manage, develop, coach, motivate, performance management and inspire the sales team, ensuring performance against set individual targets are met.
    • Detailed analysis of market and sales information to disseminate focused relevant information to each representative in the team for utilization in their area.
    • Optimal utilization of market intelligence to support, guide and determine position and focus of sales team in the region.
    • Ensure knowledge sharing, documentation of information and a sales team that is informed and up to date with developments in the pharmaceutical and medical environment.
    • Ensure synergy and close working relationships between the different divisions to optimise sales and ensure the continuous growth of market share.
    • Build, maintain and grow customer relationships across the Region ensuring customer needs are understood, appropriate time allocation per territory and sales opportunities are optimally exploited.
    • Ensure adherence to Aspen policies, procedures and local legislation.
    • Continuously track, monitor and measure the business results and sales performance against set sales standards and targets.
    • Build a capable Regional sales team in the form of skilled people, in all areas and with sound business processes in place.
    • Professional visible representation of the company in the Region ensuring all behaviours and conduct are aligned with the company values.
    • Implement, monitor, review and report on special sales initiatives aimed at growing sales in focused clients.
    • Provide proactive advice and identify opportunities to grow sales in the short and medium term in area of responsibility.
    • Continuously provide feedback and communication to ensure all stakeholders are informed.
    • Maintain professional and technical knowledge ensuring benchmarking state-of-the-art practices and a sales team that is informed of new developments and initiatives.
    • Provide formal, standard reporting and feedback of Regional sales area ensuring accurate, up to date reflection of status.
    • Investigate different sales initiatives and conduct cost-benefit analysis, to determine the viability of different sales initiatives.
    • Ensure effective, professional communication and dialogue with Customers, Management and Staff and between Management, Staff and Customers.
    • Continually build robust change resilience, so that people can adapt quickly to necessary business reinvention.
    • Effectively plan, coordinate, manage and execute ad hoc projects.
       

    Requirements

    • Scientific/Medical Selling Applications and Skills
    • Understanding and knowledge of multiple therapeutic areas (Basic Medical Understanding)
    • Multiple KOL Management and ability to engage in scientific discussions with KOLs
    • Entrepreneurial spirit – Link efforts and activities to Business returns and search for business growth opportunities
    • Up-skilling of team members to leverage scientific discussions to achieve sales objectives
    • Develop, Implement and Track Teams tactical plans
    • Understanding and experience with SFE (including Segmentation and Targeting and FTE)
    • Medical Congress and CME activity management
    • Knowledge and Ability to utilize different sales and market share performance measures used in the pharmaceutical industry
    • Understanding of managing a sales related project from conceptualization to completion
       

    Education & Experience

    • Matric/ Grade 12
    • Degree or National Diploma is a requirement
    • 5-10 Years’ experience in a Sales position
    • Proven track record in applying analysis to optimize sales
    • Minimum 2-3 years detail sales experience obtained from pharmaceutical environment.
    • Minimum 2-3 years’ experience at line management level will be an advantage.
    • Must be proficient in MS Office.
    • Valid code 8 license and own transport

    go to method of application »

    Hospital Sales Representative - Key Account Sales

    Description

    • To promote and generate sales on key products to hospitals on both ethical and generic ranges.


    Main Duties:

    • To effectively manage the territory.
    • Achieve sales targets and market share objectives.
    • Manage key customer sales and effective relationship management.
    • To call on and detail the specialists and key customers promoting the full range
    • To maintain and generate constant sales on the product portfolio.
    • Customer training on the relevant brands in the therapeutic portfolio
    • Providing ongoing customer support.
    • Add value to an entrepreneurial climate.
    • Effective territory expense management and control.
    • Tracking of market share.
    • To conduct business reviews and manage the full hospital value chain
       

    Requirements

    • Product knowledge on both Aspen and competitor products in the hospital arena is essential.
    • Effective territory management
    • Knowledge of basic financial calculation i.e. Gross Margins, Growth etc.
    • Analyzing of IMS data
    • Very strong communication skills
    • Administration skills
    • Ability to work under pressure.
    • Computer skills essential
    • Valid driver’s license.
    • Leadership skills
    • Teamwork
    • Conflict resolution
    • Customer driven
    • Strong business acumen
       

    Experience

    • Must have a Matric
    • Post matric Medical qualification
    • Must have 3-5 years proven hospital sales experience - calling on specialists is essential
    • Existing relationships with key customers would be an advantage.
    • 5 – 8 years’ Experience in the Pharmaceutical industry.
    • Experience in the ICU and Theatre therapeutic area is preferred

    Method of Application

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