Job Description

Full Time Eastern Cape, Western Cape November 3, 2023 - December 3, 2023 Medical - Sales & Marketing

Job Overview

Requirements:

• Graduate in relevant Life Sciences/ Business Degree or Diploma is preferred
• Computer literate xe2x80x93 MS Office
• Previous experience with data management programs i.e., Rep wise, ImpactRx, SSD, and IMS is essential
• Minimum 3 to 5 years Detailing and Pharmaceutical experience as sales rep, plus a minimum of 2 xe2x80x93 3 yearsxe2x80x99 experience as Regional Manager managing a Pharmaceutical Sales team
• Previous experience as a Regional Sales Manager within a Detailing & Pharmaceutical Division and generic business

Knowledge & Skills:

• An evolving understanding of the Pharma industry, which includes competitors and key stakeholders, along with knowledge of medical aids insurance reimbursement structure in South Africa
• Effective territory management
• Ability to effectively manage a team
• Communicate with both internal and external customers, establish, and maintain positive relationships (mutual trust and respect) with customers and other stakeholders
• Administration skills xe2x80x93 ability to comply with the required administration standards associated with this position
• Ability to work under pressure, to set priorities and to demonstrate time management skills
• Knowledge of financial calculations
• Creative and Flexibility xe2x80x93 the ability to work in a changing environment and to adapt to different situations
• Strong knowledge of the products & therapeutic areas in the healthcare/medical environment in South Africa
• Good relationships with all HCPs and maintenance thereof
• Good relationships with Doctors, Specialists and Key Opinion Leaders
• Good territory management
• Accuracy, customer focused, logical thinking, information seeking, punctuality, teamwork
• Natural leader and a good communicator and results driven

Characteristics:

• Inspirational and motivator
• Team builder
• Good networking ability
• Good knowledge of area and region
• Good contact with doctors and pharmacies in region

Duties & Responsibilities: Objective:

• Manage and oversee the Detailing and Pharmaceutical Sales consultants within geographical region
• Guide Sales Team in terms of providing detailed scientific information about the products and therapies to the appropriate client base and experts (Doctors, Specialists, Dispensing Drs, Independent & corporate Pharmacies) by delivering key clinical messages so that brands are the ones they most prescribe and recommend
• Responsible for driving the sales performance of their team by providing leadership, guidance, and support
• Monitor the sales teamxe2x80x99s performance and providing feedback and coaching to improve sales effectiveness
• Grow and develop allocated regions and achieve the set targets for the area
• Accountable for maintaining effective relationships with key customers, such as healthcare professionalxe2x80x99s doctors, specialists, pharmacies, hospitals & wholesalers within the region
• Must be knowledgeable about the products and services offered by the company, as well as the competitive landscape, in order to develop effective sales strategies and achieve monthly sales targets
• Manage allocated Sales Budget through effective co-ordination of Detailing and Pharmaceutical Team within the region
• Effective Regional expense management control
• Expected to work closely with other departments to ensure that their team is well-equipped with the necessary product knowledge and promotional materials

Management:

• Ensure that the Detailing team achieves and exceeds set targets and market share objectives within the Doctor, Specialist, and direct selling team both dispensing Drs as well as Independent & Corporate pharmacies in the pharmaceutical arena
• Effectively manage the regional territory by means of planning, territory analysis, and customer targeting and call coverage of identified customer base
• Set up and enforce a detailed plan to all relevant clients
• Responsible for prioritising areas and working with a plan
• Effective territory expense management and control

• Support and ensure that advertising and promotion expenditure is in line with the budget
• Keep in regular contact with team members and maintain healthy communication & relationship

Sales:

• Drive and generate sales on the product basket within the doctor and specialist territory, to improve the market share objectives of the promoted brands as well as the Company
• Drive and generate sales on the product basket within the pharmaceutical territory, to achieve the Sales revenue value budget
• Effective implementation of sales and marketing strategies
• Track and improve market share of the brands promoted
• Ensure the implementation of the plan for all relevant brands by effective detailing resulting in conversions and generation of scripts for the clientxe2x80x99s brands from the Healthcare Professionals (HCPs), by creating brand awareness with all brands in the portfolio under different therapies
• Ensure the roll out of new marketing plans and techniques with HCPs advertising campaigns to support the achievement of revenue sales targets and contribute to the growth of within the South African business
• Implementation of agreed advertising and promotion activities and appropriate management issues by ensuring that activities bring the maximum value for the brands
• Ensure that team achieves the expected call rate by meeting the required number of customers per day
• Ensure that team supplies relevant market information/competitor activities and products as and when required through daily/weekly/monthly or ad-hoc reports whenever required
• Planning for growth of next planning year
• Completing monthly, quarterly, and yearly sales target

Customer Management:

• Ensure that Detail and Pharmaceutical Sales Reps have the appropriate skills to interact with all relevant stakeholders
• Set up and enforce a detailed plan to all relevant clients
• Provide ongoing customer support
• Manage and maintain relationships with Senior Healthcare Professionals and Key Opinion Leaders

General:

• Travel in terms of meeting customers (country trips based on customer database)
• Flexibility and willingness to work overtime as and when required, e.g., Customer meetings/conferences etc.
• Selection of new staff, induction of new staff in market
• Team Building and removing obstacles for growth
• Organising conferences and seminars for doctors and healthcare professions
• Regular attending monthly, quarterly, and yearly meetings of company
• Keeping up to date about company products, services, and schemes
• Monitoring activities, products, and services of competitors

Should you meet the above requirements, we urge you to apply by forwarding your CV along with any supporting documents to lynne@glass-house.co.za