Job Function:
Managing a team of regional sales managers and/or representatives across Sub-Saharan Africa (excl. South Africa) that are responsible for promoting products to physicians, pharmacies and key accounts to implement the agreed sales and marketing strategy.
Managing sales force effectiveness, performance and day to day administrative activities and reporting to senior management. Developing sales and marketing plans for the portfolios with input from sales, marketing and businesses. Developing and implementing appropriate key performance indicators and salesforce monitoring tools.
Developing capabilities and talent within existing sales teams with clearly defined succession planning. Build appropriate training programs and in role development plans in conjunction with the salesforce training manager. Develop and implement processes and procedures to drive sales within the salesforce. Develop salesforce operational plans.
Maintaining relationships with strategic key accounts and supporting the business to maximise opportunities within the account. Use established relationships and build new networks to grow the groups presence.
Ensure that salesforce maintains the highest ethical practices and enhances Imperial’s reputation in the territory.
Major Accountabilities
Deliver sales performance in line with agreed targets
Execute the Sales and Marketing strategy
Manage team of professional sales managers and/or sales representatives
Analyze and report regional sales force effectiveness
Support forecasting
Evaluate market trends and gather competitive information
Seek opportunities for growth in the Sub-Saharan market
Coach and develop a professional sales team by providing highly visible leadership
Responsibilities:
Achieve sales targets in the territory for assigned portfolio.
Monitor and report on sales force effectiveness measures.
Provide input into annual budget forecast and cascade sales targets to teams.
Review performance regularly and prepare monthly report.
Perform market segmentation activities in the territory to determine key customer segments
Work with key distributors in territory to implement key strategic initiatives.
Co-ordinate with other Imperial sales & marketing teams to maximize marketing effectiveness across all customers.
Oversee compliance of administrative, promotional and sales activities.
Engage and build rapport with key account customers to deliver on key account strategy. Create high level support for sales teams at buying groups and wholesalers.
Assist with creation/localization and execution of marketing activities, campaigns and material.
Maintain territory expenses in line with company plans.
Other duties as required by Head of Healthcare Services
Ideal Background
Education:
A tertiary qualification in Science, Sales and Marketing or business
Languages:
Proficiency in Business English (written & spoken)
Experience:
Minimum 3 years’ experience in sales management, with proven track record in healthcare in Sub-Saharan Africa.
Exposure to budget preparation and approvals.
Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
Knowledge & Skills
Advanced proficiency in MS Office Suite
Demonstrated ability to lead and mentor a sales team through strong leadership competencies, interpersonal relations and customer focus.
Exceptional presentation and communication skills
Excellent planning, organizational and problem-solving skills
Ability to engage, collaborate and influence at all organizational and management levels
Ability to manage complex projects and multi-task
Behavioral Competencies
Commercial thinking
Self-confident, self-managed and results driven.
Entrepreneurial
Adapting and responding to change
Persuading and influencing
Coping with pressures and setbacks
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