Job Description

KEY RESPONSIBILITIES

Management and Implementation:

• Implement annual sales and expense targets by region and area in line with plan requirements.
• Analyses and evaluates results (Sales and Market share) on a monthly and quarterly basis, taking immediate corrective action where and when necessary.
• Through in-depth trade and competitive knowledge, as well as market analysis, identifies and develops marketing/sales opportunities within own region.
• Manages and implements sales plans in conjunction with the NSM (National Sales Manager) in order to attain or exceed sales targets whilst staying within budgeted expenses.
• Meeting of administrative deadlines (expense claims, ad hoc feedback, invoice submissions).
• Business reviews and business plans to be implemented where necessary.
• Responsible for the overall operation and profitability of the area as well as the achievement of pre-set sales targets.
• Manages the activities of the sales force in a division.
• Ensures that all records are continually updated and maintains individual contact with key customers and management.

Training and Development:

• Ensures sales representatives are properly trained with regard to industry and product knowledge, as well as selling and people skills through regular review of needs and available training programmes.
• Conducts bi-annual performance reviews with all direct reports.
• Ensures development of sales representative; measures and appraises their performance objectives and informs them of strengths and development needs. Ensures development plans are established and implemented.
• Collaborates with DSM & HR in the recruitment process whilst maintaining employment equity goals.
• Manage the performance management process when required with the assistance from the NSM and HR.
• Develops and manages a dynamic regional sales team capable of meeting the changing challenges of its markets through coaching and mentoring.
• Recruits, motivates and develops sales representatives.

Communication:

• Ensures that management gets immediate notification of market developments, opportunities and competitive activities.
• Ensures that sales representatives are timeously informed of internal and external communication.
• Provides market and sales feedback to the National Sales Manager/ Marketing Department.

PRE-REQUISITES

• Education:

Business Degree or matric with sales and business diploma preferred

• Experience:

5 xe2x80x93 10 yearsxe2x80x99 experience in generic sales

2 xe2x80x93 3 yearsxe2x80x99 retail and detail pharmaceutical management experience

Pharma Dynamics