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South Africa

Regional Sales Manager _ CVS _ Gauteng

Company Pharma Dynamics
Reference # RSM _ CVS2019
Published 14/12/2018
Contract Type Permanent
Salary Market Related
Location Randburg, Gauteng, South Africa
Introduction
We seek to employ a Regional Sales Manager in Gauteng who will be responsible for sales (mainly cardiovascular generics, but also OTC & Nutraceutical ranges) and customer development for specific regions. The successful incumbent will need to ensure the attainment of the sales line within expense objectives through planning, organisation, leadership and control of own regional sales force. In addition, develop the sales capabilities of own regional team to achieve excellence in execution of all strategic and operational plans in South Africa and neighboring territories.
Job Functions Sales
Industries Pharmaceutical / Medical / Healthcare / Hygiene
Specification
KEY RESPONSIBILITIES

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 as well as 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 with colleagues of the highest quality.

Communication:
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 healthcare professionals operating in the channels in which we operate.
c)Develops and implements JBP processes and develops thorough knowledge of and relationships with key customers and key opinion leaders through regular trade visits.

Requirements
PRE-REQUISITES
a)BSc degree or related preferred
b)An in-depth understanding of the CVS generic market
c)5 – 10 years’ experience in generic sales
d)3- 5 years’ experience in pharmaceutical sales management


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

COMMUNICATION AND INTERPERSONAL EFFECTIVENESS:
The RSM is expected to communicate (oral and written) to a variety of internal and external audiences in an effective and timely manner by:
•writing thorough, concise and accurate reports
•keeping all relevant parties informed in a timely manner
•following up to ensure that matters which have been communicated are implemented
•listening effectively
•giving effective oral presentations and conducting effective meetings
•influencing direct reports to meet objectives
•initiating / maintaining appropriate interaction with other internal / external resources
oInternal: DSM, PD Function heads, PD Sales management
oExternal: Detail and wholesale customers.


ORGANISING AND PLANNING:
The RSM is expected to, in conjunction with the DSM, develop, implement and maintain effective plans to achieve Marketing’s objectives by:
•Developing ongoing sales plans and annual plans to meet the company’s overall objectives
•Managing and monitoring plans and budgets and taking all necessary steps to meet them without affecting the ongoing business operation
•Co-ordinating resources towards the achievement of desired objectives
•Prioritizing work to ensure all deadlines are met
•Improving work procedures and systems to increase productivity.


DECISION MAKING:
The RSM is expected to make decisions that support the business objectives by:
•collecting relevant data from appropriate sources
•analyzing data, identifying issues and alternatives
•exercising sound judgement
•encouraging suggestions for innovative ways to solve problems
•making decisions in timely manner
•effectively handling emergencies and crises.


APPLY APPROPRIATE PROFESSIONAL KNOWLEDGE AND SKILLS:
The RSM is expected to acquire, apply and maintain current professional knowledge and skills by:
•demonstrating the expertise and skills required for the position
•initiating activities to improve their knowledge and skills
•initiating their own performance improvement activities
•demonstrating knowledge and understanding of the organization, industry and market place.


PROVIDING PROFESSIONAL SERVICES AND FUNCTIONAL GUIDANCE
The RSM is expected to effectively build rapport, influence those not under his/her direct control and participate actively and constructively in team meetings by:
•building effective rapport with organizations and individuals (customers and suppliers).
•providing timely notice to customers on new policies
•influencing those not directly subordinate
•maintaining effective communication links within and outside the organization
•assuring compliance with company and regulatory requirements
•participating actively and constructively in task force groups.


MANAGING STAFF:
The RSM is expected to manage his/her own region in an effective manner by:
•providing orientation and training of all new and present colleagues
•designing career development plans for colleagues
•conducting performance appraisals on colleagues, assessing accomplishments of goals and performance standards
•applying a leadership style appropriate to the employee and the task
•fostering and developing a team approach to work
•handling problem situations diplomatically
•providing clear performance expectations and specific feedback on performance standards to colleagues.


FOSTERS INNOVATION AND CREATIVITY:
The RSM is expected to generate innovative solutions to work-related situations, encourage an entrepreneurial spirit and a strong bias for action, and support innovative efforts of colleagues by:
•actively communicating a vision for the region of where the business is headed and their roles in getting there
•exhibiting a strong determination and desire to overcome hurdles, solve problems and complete the job
•inviting challenges to own area of expertise and responsibility without being defensive
•actively promoting an organizational climate where colleagues are motivated to challenge the status quo
•providing colleagues with support for innovative ideas
•assuring colleagues receive rewards and recognition for contributing significant results
•publicizing success of his/her people.


OPTIMISING SALES and PROFITS
The RSM is expected to commit, wherever possible, to the business objectives of the organization by optimizing his/her contribution to sales and profit by:
•maintaining customer service in line with requirements
•budgeting accurately and adhering to such
•keeping expenses to reasonable minimum/economize where possible
•using company assets with care, maintaining such
•evaluating means of effectively keeping costs and asset base down and implement such
•exposing hidden costs
•seeking opportunities to make the region more effective
•setting realistic targets
•analyzing and interpreting sales data in order to develop well thought out sales strategies.

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

Job Closing Date 31/01/2019
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Last Updated: 1 day ago [19.01.01.03]
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