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Manage and provide strategic & tactical management for the efficient and effective running of Consumer Commercial Division. Responsible for the development and execution of the strategic and tactical commercial plans for key focus brands as well as established brands within the Consumer division, by increasing share of voice, routes to market, via maximizing market share and return on investment.

MAIN OBJECTIVES:

• Manage together with the Commercial Head and the respective commercial teams the tracking and monitoring of the annual sales budget by brand and P&L Objectives, including sales objectives, operating expenses and operating income (by channel)
• Monitor and measure return of product portfolio mix investment per channel
• Manage the processes between Sales, Marketing, Trader Marketing and Key Accounts Functions to create and drive brand strategies, new product strategies and tactical execution
• Drive, monitor and evaluate new growth opportunities and new revenue streams
• Monitoring and performance of merchandising service providers to align to Consumer department goals and objectives
• Set, review and control Trading Expenses Budget for Sales and Key Account divisions, to drive robust return on investment.
• Monitor and closely manage supply, stock control and stock allocation together with Supply Chain
• Improving stock availability and co-ordination into channel while managing stock holding, monitoring and avoiding write-offs.
• Ensure that appropriate time is allocated in field with Sales Managers, Key Account Managers and Sales Reps to understand customer insights
• To provide ongoing support and development of the Commercial team

Requirements

QUALIFICATIONS AND EXPERIENCE

EDUCATION:

• Matric
• Degree in Health Sciences or Health Science related
• Post-Graduate Degree/ Diploma in business-related courses is advantageous

EXPERIENCE:

• Minimum 5 years’ experience in Sales Management and/or Key Accounts, across diverse therapeutic areas and healthcare product/ category range required
• Proven track record in driving implementation of commercial plans and processes

COMPETENCIES:

SKILLS:

• Cross functional management, business acumen, analysing trends, service orientation, interpersonal skills, communication skills, influencing and management skills. 

ATTRIBUTES:

• Results driven, Initiator, Intuitive, Interpersonal Sensitivity, Thought-leader, Attention to detail, Information seeking, Self-Motivated, Creative, Innovative.

KNOWLEDGE:

• Good Knowledge of Business, Knowledge of Consumer Commercial environment, Industry knowledge, Financial and Product knowledge, Product Commercial Strategy

go to method of application »

Drive sustainable, profitable growth of the product portfolios/ therapeutic categories with appropriate strategic direction, brand stewardship and commercial acumen.

KEY RESPONSIBILITIES:

(The primary tasks, functions and deliverables of the role)

 Strategic Decision making

• Develop promotional and advertising strategies that grow brand market shares against competitors in all channels (Doctor, Pharmacy & Wholesale)
• Strategies need to create demand for Brands in portfolio’s by ensuring the necessary support to the sales teams with high levels of energy, motivation, integrity and urgency to help them achieve sales targets
• Market analysis and gathering insights to arrive at strategic intent
• Develop succinct portfolio/brand strategies with supporting tactical plans in form of a Brand Plan to drive the strategic intent
• Successful role out and lead the implementation of tactical plans and monitor the roll out
• Implementation, monitoring and measurement of the success of the developed strategies and to ensure that they are flexible to adapt to a dynamic environment
• Anticipate future trends in disease management and the market environment

 Commercial capability

• Ability to set sales budgets agreed in the business
• Compile advertising budget and spend
• Ability to manage the cross functional networks and channel resources for the portfolio to drive profitable growth
• Ability to interpret and implement insights drawn from a variety of internal and external data sources

 Sustainable business growth and profitability

• Forecasting accuracy and stock management which entails minimizing write-off costs and returns, monitoring and managing distributor and wholesaler’s stock holding as well as backorders
• Effectively manage and monitor sales as well as promotional budgets
• Maintaining portfolio profitability through pricing strategies, profit margins and batch MOQ’s
• Assess market potential of opportunities/pipeline with NPL team to successfully implement new products once launch ready
• Effectively manage and initiate the required Advertising and promotional campaigns to support execution excellence and maximize ROI
• Initiate robust measurements for tactical execution outcomes to maximize ROI and future commitment decision making

 Innovation

• Innovative way of thinking to secure a competitive advantage
• Solution orientated
• Provide creative direction for brand/ portfolios strategies
• Pipeline management to secure future portfolio assets with NPL team

Internal and external customer interaction

• Enthusiastically communicate plans and results with the Sales force as well as business leadership and relevant teams within the business at all times
• Drive cross functional efficiencies and collaboration with key stakeholders to deliver on quantitative and qualitative targets to achieve brand/portfolio priorities through engagements
• Sense of urgency in resolution of customer queries
• Quality assessments of portfolio/ brand strategy and tactical implementation through infield visits to obtain required intelligence and insights
• Optimize Training department engagements to ensure field force is fully equipped and aligned with strategic and execution requirements

Requirements

Skills and Competencies

(The abilities that the individual needs in order to perform this role effectively)

Enthusiasm, passion, high energy are key requisites

• Commercial acumen
• Analytical skills
• Project management
• Networking ability
• Interpersonal skills
• Ability to perform under pressure
• Self-starter and self -motivated
• Sense of urgency
• Prioritizing and planning
• Verbal and written communication skills
• Aptitude for continuous learning
• Influential and impactful presentation skills
• Adaptability and flexibility in a changing environment

QUALIFICATION & EXPERIENCE:

• Matric
• Relevant Post matric Marketing/Health Science qualification
• 5+ years Pharmaceutical and/or Marketing industry experience
• Successful track record and experience in the Doctor Detailing arena essential.
• 2-3 years brand/sales management with Anti -Infective experience would be beneficial
• Applicable industry knowledge
• Financial literacy
• Proficiency in Excel, PowerPoint, Outlook and Word
• Ability to work on Qlikview models is advantageous