Key Job Outputs:
Sales / Market Share
- Achievement of the sales targets for the allocated territory through – Growth by (20%) and / or maintaining sales of promoted products in your territory
- Monitoring sales of other products which are not actively promoted and report any deviations
Strategy Execution
Incumbent must effectively and optimally, manage your sales territory and to maximise the number of calls on target customers
Initiate and implement value-added programmes in the territory and the province through:
- Developing and implementing a quarterly territory planner (start 90)
- Analysing all the local data e.g. Sales data from provincial pharmaceutical depots, and call report system data, on receipt of that individual data
- Maintaining an up-to-date customer data base
- Effectively planning call activities on an annual, cyclic and weekly basis (with colleagues call activities being taken into consideration where applicable)
- Setting and achieving agreed call rates and frequencies for all targeted customers
- Planning territory coverage to achieve sales targets by submitting a weekly planner on MyForce every Monday morning and a weekly/monthly report as per specified dates / requirements
- Implementing the promotional tactics as per plan
- Achieving tri-annual qualitative objectives which are set in conjunction with the National Sales Manager Government Affairs
- Professionally organising and facilitate CPD and other training or educational meetings, when identified as needed within the territory
- Identifying and reporting back relevant and accurate market intelligence to Head Office
- Organise and implement any program that will be of value, both to the health care providers and the DOH (Dept. of Health) in your territory
Territory Management
Incumbent must provide impeccable customer service and remain professional, courteous and act with due urgency on customer requests through:
- Putting effort into building strong, positive relationships
- Being systematic and organised in meeting customers’ requirements
- Phoning customers to inform if there is a problem regarding stock or their orders
- Should an item be unavailable, the expected availability is traced and communicated to the customer
Product Portfolio Knowledge
Incumbent must maintain the level of product knowledge for existing products and develop knowledge on new products as well as the relevant details of promotional tools through:
- Meeting the minimum agreed level of knowledge with respect to the disease entities covered by the company's product range and specifically products on tender and those of the competitors
- Thorough knowledge, understanding and use of the relevant clinical studies for each promoted product
- Thorough knowledge and understanding of marketing strategies
- Thorough knowledge of the government tender policies and different treatment guidelines
Expense Management / Administration
Incumbent must control costs in carrying out of their job function, while maximising the return on your investment, and to ensure that allocated resources are effectively utilised through:
- Planning activities within the promotional budget
- Analysing and identifying areas in need of additional activity
- Evaluating and measuring the return on the investment after all activities
- Monitoring expenses monthly
- Submitting accurate and complete expense claims monthly
- Coordinating and integrating activities with colleagues to maximise utilisation of budgets and return on the investment
- An updated control of company assets
Core Competencies:
- Results oriented, with a passion to win
- Analytical and have a problem-solving mindset
- Excellent communication skills with strong presentation skills
- Computer Literacy at intermediate level (MS Office – Word, Excel, PowerPoint)
- Reliable motor vehicle and valid driver’s license
- Must be willing to travel extensively for local business travel