29 Jan 2016

Full-Time Front Line Sales Manager at a Pharmaceutical Company

Toni AdewunmiPort Harcourt, Rivers, Nigeria

Job Description

Our client Leader in the Pharmaceutical Industry is currently looking to employ passionate, creative and goal oriented individuals to fill the vacant position below:

Job Title: Front Line Sales Manager
Industry: Pharmaceutical Industry
Employment Type: Full Time
Location: Port Harcourt, Nigeria.

Position Purpose
Responsible for managing, developing and directing the team to successfully promote and sell the company’s products to the medical and pharmaceutical professions, through building lasting and beneficial business relationships. In alignment with the company strategy, ensure the team attains or exceeds agreed sales targets and market share, maximising sales potential for designated product ranges. Support the development of Key Opinion Leaders, whilst working in collaboration with the Key Accounts Manager.

Key Performance Areas:
Team effectiveness management and coaching
• Build and maintain a first class cohesive team and provide ongoing motivation; encourage work-life balance
• Agree Rep’s roles, performance criteria, objectives and standards of work execution and monitor performance on an ongoing basis
• Foster the development of individuals with the appropriate level of needs analysis, coaching and support;
• Ensure the coaching process is firmly entrenched and coaching plans are effectively implemented:
– Assess reps against best practice
– Identify strengths and areas for improvement
– Coach reps and submit coaching plans and report.
• Plan career and succession paths; formulate and action Individual Development Plans (IDP) aligned to Leadership Capabilities
• Implement appropriate recognition and incentive schemes to align the team with company goals and drive performance
• Facilitate departmental and interdepartmental collaboration’ participation, communication and support

Developed Territory Action Plan (TAP) and provision of leadership
• Assess and prioritise:- business opportunities; customer needs; the regional selling environment; brand campaigns; adjust territory call plans and create rep call plans in territory aligned to segmentation and targeting exercise; team resources/capabilities; and company requirements
• Think strategically and develop and implement a territory action plan (TAP) that reflects focused analysis and the longer-term objectives of the organization.
• Segment individual markets and set realistic, achievable targets and investment budgets
• Allocate appropriate resources across territories and customer groups and prioritise actions, segmentation and targeting; ensure all actions are aligned to relevant standards and policies
• Drive performance through successfully communicating the territory action plan as agreed; define actions to build rep and team capabilities
• Represent company favourably to identified stakeholders
Managed and achieved Territory Action Plan
• Ensure that objectives and standards of performance are understood and owned by medical Representatives in the team
• For targets, budget, KPI’s and C-Smart actions
– Assess the performance against targets
– Explain the gap and route cause
– Act decisively and take corrective actions and/or provide support as required in order to achieve targets
• Ensure C-SMART actions are carried out effectively and assess impact
• Engage customers in the development of solutions, seek to understand underlying issues or needs and pro-actively engage the customer in development or identification of solutions or services
• Ensure proper management of resources creating maximum return through continuous monitoring and analysis; adapt plan as required
• Provide an appropriate and satisfactory system for effective communication with all members of the regional team; communicate performance progress during field visits and team meetings
• Continuously seek input from the cross functional team and incorporate diverse views into decisions and proposals
Maintained administrative systems and control
• Effectively use tools and data for monitoring and controlling the regions performance against business plan and budget including:
– Partners Sales to local customers reporting
– SFE/KPI control
– Coaching system
• Manage the system data requirements:
– Logging of calls
– Synchronisation
– Accuracy and currency of data
• Ensure team members meet all admin requirements e.g. expense reports, promotional authorisation forms and other admin requirements
• Report as required on territory action plan implementation and budget spend and take corrective action as required

Key Account management
Work in collaboration with the Key Accounts Manager to:
• Effectively position company products and impart product knowledge, tailored to meet the needs of key accounts customers and decision makers
• Building lasting and beneficial business partnerships with key account customers and decision makers
• Think strategically – identify and take action on key issues relating to key accounts that will impact on the achievement of the business plan and the longer-term objectives of the company.

Customer Development management
• Implement marketing campaigns in close collaboration with the Product Managers and the sales teams, in alignment with the SSA strategy
• Set up a tracking plan and monitor achievement of brand objectives and the effectiveness of the marketing activities as defined in the action plan
• Ensure proper management of resources, with the aim of optimising investment and creating maximum return; monitor and ensure key activities are delivered within budget and are compliant with Codes
• Apply MEX principles to assess market research needs in collaboration with Product Managers. Ensure market research studies provide adequate insight to effectively support business decisions
• Work in close collaboration with Product Manager(s) on key market dynamics providing insight and adequate input in a view to develop a highly competitive brand strategy and plan

Personal effectiveness
• Maintain current knowledge of company policies and procedures, Codes and legislative requirements
• Achieve competence in prescribed skills and knowledge
• Identify developmental needs and locate appropriate learning resources
Minimum Requirements
• Minimum 4 years sales and/or marketing experience (industry experience a must)
• Must have a qualification in pharmacy or medical sciences
• Key Account management experience advantageous

• Passion for customers
• Thinks Strategically
• Acts decisively
• Drives performance
• Works collaboratively
• Develops people and organisation
• Influencing skills
• Relationship building
• Business acumen
• Analytical skills
Application Deadline
2nd February 2016

Job Categories: Manager Jobs in Nigeria and Sales and Marketing Jobs. Job Types: Full-Time. Job expires in Endless.

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