National Sales Manager (Pharmaceuticals)

Location: Sandton, Gauteng, South Africa
Date Posted: 07-03-2018

National Sales Manager – (Pharmaceutical industry) – Sandton

Based in Sandton, this is an exciting opportunity for a results driven and motivated National Sales Manager with excellent people and interpersonal skills, as well as indepth knowledge of the pharmaceutical industry. 

Position reports directly to company CEO.
This main role of National Sales Manager is to:
  • Optimize sales returns through the successful implementation of consistent sales strategies in the marketplace
  • Work with the Regional Sales Managers to effectively lead, manage, develop and motivate the Field Force towards the full achievement of the objectives set, by accomplishing excellent results in all actions applied. 
  • Constantly develop all product sales and market share as well as the company’s positive image.

Minimum Requirements

  • Must be South African or worked in South Africa for a good period of time as knowledge of the South African markets, distribution systems, dispensing outlets etc. is necessary.
  • Must have a degree/diploma that can aid them in the management requirements of this position.
  • Strong experience as National Sales Manager or as Regional Sales Manager (at least 3 years) in the South African pharmaceuticals market – with good established relationships with various industry KOLs (outlets, distributers, medical professionals etc.) and Key Accounts (wholesalers, hospitals etc.)
  • Experience in the field of marketing is a plus
  • Effective leadership qualities and strong people skills – must be invested in the development of others as this position will require the individual to lead and develop an effective sales team.
  • Strong communication skills and able to effectively interact with customers and industry KOLs / Key Accounts, as well as office colleagues and team
  • Willingness and ability to perform under pressure 
  • Good presentation skills
  • Computer literate
  • Committed to the company’s goals and activities
  • Should have worked with budgets as well as have a firm understanding of finance
  • Strong skills in time management, planning and organisation

Job Description

Markets responsible for:        
  • South Africa, Lesotho, Swaziland
Products responsible for (Sales):
  • All product lines sold directly by Client in the markets above. 
  • New products to be launched, according to Client’s plans and business strategies
People responsible for :
  • All Regional Sales Managers for South Africa (Inland and Coastal) 
  • Medical Sales Representatives in South Africa 
  • Sales Co-ordinator

Tasks / Responsibilities

  • Global responsibility and leadership of Client’s Field Force in South Africa.
  • To manage and to perform his/her tasks in strict compliance with the Pharmacy Act, No. 53 of 1974 and the Medicines and Related Substances Control Act, Act 101 of 1965, as well as with Client and the Pharmaceutical Industry rules, regulations and ethics.
  • To implement all necessary measures for the effective management, direction, support, coaching and development of all Medical Sales Representatives (South Africa). To keep their motivation and enthusiasm at the highest possible level for optimal performance in the field.
  • To organise regular and sufficient double calls with the Medical Sales Representatives (South Africa) / to organise and conduct regular meetings and sales conferences / to assess their needs and implement all necessary measures thereafter in order to maintain a well trained and highly performing Sales Force - Implement performance assessments.
  • To implement, develop and use an effective Territory Management System (already in place) as well as a Sales Information System (already in place). Both systems must be coherent and fully complementary, and need to be used to generate a sales and marketing competitive edge for the company.
  • To develop sales, market share and image for the assigned products in the assigned territory(ies) by dynamically approaching the market and by reaching the set sales budgets.
  • To implement the strategies, tactics and actions set out in the marketing plans and cycle plans.
  • To ensure the effective, appropriate and regular use of promotional materials by the Medical Sales Representatives.
  • To travel to specified areas on a regular basis and according to pre-defined plans accepted by the company. To conduct in field visits to customers, along with the relevant Medical Sales Representative, with the aim of learning the needs of the customers and KOLs, thereby establishing the impact of our strategies/tactics and promotional materials as well as establishing the effectiveness and the training needs of the Medical Sales Representative.
  • To develop, implement and maintain, regularly and effectively, the “A,B,C customers classification system” with the Medical Sales Representatives, according to company guidelines and needs.
  • To resolve queries and all other matters related to sales activities (for clients and for Medical Sales Representatives).
  • To effectively manage, control and increase the client database with the aim of developing the company’s business.
  • To maintain and develop effective and profitable contacts with KOLs.
  • To participate in the development of a successful KAM system (Key Accounts Management) in accordance to the company’s requirements and guidelines to be finalised.
  • To closely and effectively work with the company Marketing Department, Regulatory Affairs and Logistics.
  • To closely and effectively work with the company distributor (i.e. DSV), company principals and with the company CEO.
  • To regularly report to the CEO on market and product situations and developments.
  • To keep informed on the evolution of the situation in the marketplace, including competitor activities.
  • To assist in the management of the company tendering process, in liaison with the company’s Tender Officer and CEO.
  • To keep regularly informed on new medical/pharmaceutical developments within his/her field of activity.
  • To keep up to date on his/her technical, scientific and marketing knowledge.
  • To participate in and/or organise congresses, round tables, functions etc. set for the promotion of the products and/or related to the products in which Client has an interest.
  • To participate in all appropriate training sessions organised by the company.
  • To keep his/her personal image, as well as Client’s image, in impeccable condition during representation towards Health Authorities, clients, principals and any other company contacts.
  • To achieve objectives as set out by Client for this function.
  • From time to time, to perform any other tasks, projects and/or assignments  required by Client and related to his/her field of activity and responsibility.

2 Regional Sales Managers report directly and 24 Sales Reps indirectly report to this position.

Kind regards / Groete
ERMA DAVENPORT | Cell (+27) 082 882 3762  | F  (+27) 0866 000 516  | Skype Erma347_d |
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