This post reports to the Country Director and is part of the team of Deputy Directors called SMT (senior management team). The purpose of the post is to lead a team of detailers to expand the distribution and coverage of MSK’s product portfolio, focusing on misoprostol, mifepristone and MA Combi pack. the team responsible for Commercial and Marketing strategies that enable the identification and exploitation of opportunities that raise demand for our services while increasing impact and realizing a surplus that can be used to fund further program work across the full range of MSK services and all channels.
The team comprises staff focused on the creation of demand and sales of Pharmaceutical and other family planning products that assist in reducing unsafe abortion and increasing brand recognition and market-share.
Key Responsibilities
Leading a team of medical detailers nationally, this post has four key responsibilities with related deliverables:
Develop and implement strategies for the distribution and coverage of MSK’s pharmaceutical and social marketing product portfolio.
Increase awareness and demand of misoprostol, mifepristone and MA among pharmacies, clinic staff, and providers.
Develop an empowered and effective team performing at the best of the ability of the individuals and collectively while developing talent for the future
Surplus generated and impact achieved through high quality marketing of pharmaceutical and family planning products
Develop and implement strategies for the distribution and coverage of MSK’s pharmaceutical and social marketing product portfolio.
Develop the management of the pharma and social marketing product sales and distribution system and team
Oversee the management of stock
Facilitate the development of annual marketing and operations, sales and distribution plan
Manage product coverage data analysis and research
Activities include:
Mapping of pharmacies nationally
Development of optimal distribution and sales system
Increase awareness and demand of misoprostol, mifepristone and MA among pharmacies, clinic staff, and providers.
Facilitate the development of marketing strategies that result in increased demand for miso, mife and MA
Ensure medical detailers are trained as trainers on communication strategies for miso, mife and MA, who will conduct medical detailing, seminars and training for pharmacy staff, clinic staff and providers
Conduct product market share data analysis and research
Manage research on pharmacy staff knowledge on miso, mife and MA through mystery client surveys
Develop an empowered and effective team performing at the best of the ability of the individuals and collectively while developing talent for the future
Clear and inspirational leadership to create a mutually supportive, motivated and trusted team
Development of team and individual workplans
Day to day management and supervision for excellent planning and accountability across the team and with external teams
Individual performance management through OGSMs to nurture skills and address weakness
Team talent development
Budget oversight and management of social marketing department activities .
Surplus generated and impact achieved through high quality marketing of pharmaceutical and family planning products
Annual business plan targets developed for social marketing income and surplus
Monthly monitoring of progress against targets
Review pricing structure by product annually
Research and bring new products to add to MSK’s product portfolio ion
Knowledge Skills and Attitudes
Qualifications:
Bachelors degrees in Business Management, Marketing, Pharmaceuticals, Commerce or any other relevant discipline
Strong knowledge base of the private health sector and end to end sales and marketing techniques
Skills/Experience:
Strong pharmaceutical sales and distribution experience
10 years’ work experience, 5 of which should be in the NGO sector
Highly systematic with a strong sales drive and an ability to let others perform well
Able to create an overview of department performance and expectations through clear decision-making
Clear and unequivocal attitude to target setting and work production supported by effective system
A proven leader with ability to delegate responsibility and manage the performance of others to clear targets
Strong team builder able to create a mutual sense of responsibility across the team and address strengths and weaknesses of individuals
Willingness to take decisions on hiring and firing
Proven communication and supervisory sills to develop skills through coaching, mentoring and sometimes training
Budget management
Proven knowledge and experience of the range of services MSK delivers and specific knowledge of the technical requirements to achieve quality
This means decision-making skills are vital for the sales manager.
Attitude / Motivation:
Successful performance at MSK is not simply defined in terms of ‘what’ people achieve, but equally is about ‘how’ people go about their jobs and the impact that they have on others. There are 13 key behaviours that MSK encourages in all employees and they are defined below:
Passion and courage: Demonstrating passion for MSK’s vision and mission, and demonstrating courage in achieving that mission
Integrity: Demonstrating exceptional level of integrity and zero tolerance to fraud and bribery
Initiative:
Thinking ahead and taking action to make the most of opportunities by finding the optimum solution
In this role, you must be alert to strategic programme opportunities and threats and take action to use them
You will take initiative with your team and across the CMT to realise efficiencies and impact
Innovative:
Thinking creatively so that ideas generated create a positive outcome
In this role creativity will be needed to realise new sources of funds and new ways of creating CYPs
Effective Communication:
Communicating through active listening and good questioning techniques, using appropriate body language, ensuring information is clear and concise.
In this role your team will feel listened to, well informed, know what they should be doing through the efficient use of management time
Team Player:
Working as part of a team by being supportive, flexible and showing respect for each other
Responsive Being responsive to changing priorities and demands
Your plan will be clearly made out and changes will be agreed and reported regularly and on time
Working Efficiently:
Planning, prioritising and organising work to ensure work is accurate and deadlines are met
As part of the CMT and in order to meet the needs of contractual obligations to investers/donors your work will be clear accountable and effective
Sharing Information:
Sharing information and knowledge whilst maintaining confidentiality
Timely action will be taken on information regarding your areas of responsibility
Focus on Learning:
Taking responsibility for keeping knowledge and skills updated and for seeking opportunities to develop further
This postholder must actively seek knowledge that can be shared and keep the teams up to date on latest views
Commitment: Awareness and understanding of goals, vision and values and how your role impacts on this and going the extra mile to meet role requirements
Driven:
Drive and determination to deliver results
Regular reporting will indicate ability to conceive, design and deliver on results
Accountable: Taking responsibility for appropriate decisions that you make, and the actions and behaviour you demonstrate
Embracing Change: Openness to embracing change within the organisation and being able to adjust plans/activities accordingly
Motivated: Motivation towards achieving quality results to maximise potential
