Job Purpose
The Area Sales Manager is responsible for managing a selling team comprised of Medical and Sales Representatives. The jobholder is responsible for achieving the Area sales and profitability goals. This role provides direction and leadership to the field area Staff while responsible for the customer satisfaction and market share within the area geography.
In Essence, the Area Sales Manager manages sales of the company’s products and services within a defined area and ensures consistent, profitable growth in sales revenues through positive planning, deployment and management of sales personnel.
Requirements:
5 years experience in a Sales role covering all areas of the function.
At least 2 years experience within a management role.
Experience within Pharmaceuticals is beneficial
Business Degree
Duties & Responsibilities:
Drives and Implements Cipla Sales Agenda, Strategy and Policy for the organisation and Respective Geographic Location
Identifies and facilitates area sales opportunities
Achieves area sales operational objectives by contributing area sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change
Constantly keeps the sales issues on the senior leadership teams radar
Area Sales Management
Establishes sales objectives by creating a sales plan and sales budgets for divisions and up-country HQ’s in support of country objectives.
Maintains and expands customer base by counseling medical & sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities
Responsible for the planning, recruitment, direction, organisation and control of medical and sales representatives to accomplish specific objectives.
Analyses and assists in the impact of new product launches, and in the construction of launch plans which include all aspects of the supply chain.
Responsible for achieving the client or activation targets of their specified region.
Directs the selling activities within the area, inclusive of resource deployment and customer interactions. Prioritizes effectively and in accordance with corporate objectives.
Personally observe the performance of the medical & sales representatives in the field on a regular basis.
Provide high standards of ongoing training for the medical & sales representatives so that they possess sufficient medical and technical knowledge to present information on the company’s products in an accurate and balanced manner.
Responsible for the area’s forecasting and sales tracking.
Ensures sales plan implementation– tracks, pushes and motivates medical & sales team, reports & evaluates the progress together with the teams and adjusts the plan.
Sets the vision for the assigned geography and develops and adheres to a business plan to attain this vision.
Sales Reporting and Forecasting
Ensure that systems are in place that allow for the medical & sales team to receive their sales targets according to the predefined budget.
Plans and initiates changes to the use of existing resources and forecast changing requirements for resources in the medium and long term, initiating and recommending the necessary changes.
Develops and manages stakeholder relationships
Regularly interacts with line managers to ensure Sales meets the needs of the business.
Maintains a high profile with health authorities, industry bodies etc. in order to positively influence perceptions of the company and its aims.
Liaises and interacts with Sales authorities inside Uganda.
Ensures alignment with customer and stakeholder policy and procedure.
Engages internal customers and wholesalers on service/delivery needs.
Ensures related SLA’s in place, adhered to and refined.
Manages relations with external stakeholders.
Engages and consult with all stakeholders to determine timelines for territorial Sales requirements.
Area Sales Financial Management
Tracks monthly cost centre spend.
Meets area sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analysing variances; initiating corrective actions
People Management
Ensures the implementation of HR procedures.
Ensures compliance to HR procedures when managing HR related issues.
Identify resourcing requirements: engage with line manager/HR.
Engages in resourcing requirement processes: recruitment/job profiling/job evaluation.
Actively engages in Talent Management.
Develops Individual Development Plans to enable employee career plans.
Manages non-performance through performance process.
Manages Team Delivery based on performance plans.
Team Effectiveness Optimisation.
Manages team delivery.
Facilitates knowledge and skills transfer within the team.
Fosters team building.
Coaches and mentors team.
Cross-Functional and Therapeutic Sales Alignment
Be the responsible party for the sales of the respective Therapeutic Areas within the area, sharing insights and ensuring area needs are appropriated, considered and represented in strategies and plans.
Responsible for ensuring opportunities for cross selling and up selling of products between the various therapeutic categories.
Ensure alignment of Sales representatives as measured by product performance and inputs into business and product development.
Drives internal matrix organization where required in order to capitalize on valuable market intelligence gathered by the direct sales strategy and relationships with key partners.
Drives and communicate company vision and service culture.
Determines how function can service the business optimally and represent in performance indicators and scorecards.
Measures stakeholder satisfaction and performance and means to improve performance.
