We seek a Regional Sales Manager In Windhoek, Namibia who will be responsible for sales (generics, OTC, Nutraceutical ranges and customer development for specific regions. In addition, ensures the attainment of the sales line within expense objectives through planning, organization, leadership and control of own regional sales force. The role requires the development the sales capabilities of own regional team to achieve excellence in execution of all strategic and operational plans Namibia
Organizing and Planning:
a)Formulates annual sales and expense targets by region and area in line with plan requirements.
b)Analyses and evaluates results on a monthly and quarterly basis, taking immediate corrective action where and when necessary.
c)Through in-depth trade and competitive knowledge identifies and develops marketing/sales opportunities within own region.
d)In conjunction with the DSM (Divisional Sales Manager) manages and implements sales plans to attain or exceed, within budgeted expenses, sales targets.
e)Develops and manages a dynamic regional sales team capable of meeting the changing challenges of its markets.
f)In conjunction with the DSM ensures that remuneration structure for sales staff is equitable and will attract and retain capable people. Regularly reviews and where necessary recommends updates to incentive programmes to ensure high motivational levels.
Training and Development:
a)Develops a regional sales force which in quality and depth assures excellent performance and management continuity
b)Ensures sales personnel are properly trained with regard to product knowledge and selling and people skills through regular review of needs and available training programmes.
c)Manages assigned personnel per guidelines set out in Performance Standard for the job. Conducts biannual performance reviews with all direct reports.
d)Ensures development of Territory Managers; establishes objectives, measures and appraises their performance, informs them of strengths and development needs. Ensures development plans are established and implemented.
e)Collaborates with DSM & Human Resources in the use of proper selection techniques and methods to ensure recruitment which will achieve employment equity goals of highest quality colleagues.
a)Ensures through the field sales force that management gets timely notice of market developments, opportunities and competitive activities.
b)Ensures that through the performance of the regional team, Pharma Dynamics achieves the highest standard of favorable acceptance and recognition of the organization and its products by health care professionals operating in the channels in which we operate.
c)Develops and implements JBP processes and develops thorough knowledge of key customers through regular trade visits and customer business reviews.
i)Inside the company:
- Reports to DSM
- Directly manages Doctor Detailing and Pharmacy representatives
- Functional relationships with Marketing, Finance, HR and Regulatory Departments
ii)Outside the Company:
- Directly manages distribution suppliers (Namibian Wholesalers)
- Directly liaises with local regulatory authority (NMRC)
i)Direct: (depending upon region)
- Up to 3 Pharmacy/Detailing representatives
- Up to 5 Wholesalers
Business Degree or matric with sales and business diploma preferred
5 - 10 years' experience in generic sales
TECHNICAL COMPETENCIES REQUIRED
a)Strong knowledge of generic pharmaceutical market, industry trends, competitors and leading customer strategies
b)Financial management, monitoring and budgeting
c)In-depth knowledge of administration processes, systems and practices
d)Current Field force management experience preferred
e)Highly computer literate with a particular knowledge of database tracking programs
BEHAVIOURAL COMPETENCIES REQUIRED
a)Communication and Interpersonal Effectiveness:
b)Organizing and Planning
d)Apply Appropriate Professional Knowledge and Skills
e)Providing Professional Services and Functional Guidance
g)Fosters Innovation and Creativity
h)Optimizing Sales and Profits
The company reserves the right to adjust or modify the scope and / or level of the job based on applicant supply, operational requirements and/or prevailing market conditions