Head of Medical sales representative
Pharmaceuticals
Nơi làm việc
Dar es Salaam
Hình thức tuyển dụng
Toàn thời gian
Chi tiết công việc
Job title:
Medical sales representative
Reporting to:
Area sales manager
Industry:
Pharmaceuticals
OVERVIEW.
We are looking for a POP manager who will become the commercial excellence “champion” for Tanzania for all sales teams, with an indirect reporting line to the Head of commercial excellence and strategy. Driving commercial excellence to develop top sales team capability in addition to setting up and driving the measurement of results through data. Analysis of data to drive key decisions on structure, sales, and marketing spending strategies. Evaluate performance based on analysis of investment and output. Work with the country lead and head of commercial excellence and strategy to implement findings and recommendations from the analysis
They will also Supervise the Tanzanian Point of Prescription Sales team ( 4-5 representatives), implementing commercial excellence programs to generate sales
JOB DESCRIPTION.
I. Translate Cipla SSA business strategy into effective execution in Tanzania
· Setup Customer List, and Field-force focus alignment with the Strategy and tactics defined by Marketing (alignment to the Promotional Grid)
· Drive effective execution of the Field-force equation as defined by Marketing and Commercial Excellence
· Conduct, with support of the Commercial Excellence team, robust monthly Field-force reviews based on data reported by the Commercial Excellence
II. Continual improvement of Field-force effectiveness in Tanzania
· Work with Commercial Excellence to measure the effectiveness of each sales representative, and identify weaknesses that can be improved upon
· Support Commercial Excellence in rolling out initiatives such as Mock Detailing, and Cipla Ways of Selling (CWS) to improve in-market execution
III. Derive data-driven decisions
· Use data to evaluate the sales output in relation to the resource invested.
· Identify Channel, geography, and brand areas of strength in improvement. Work with senior management
IV. Add-to
· Develop KPIs to evaluate performance to various criteria (performance to target, incentive schemes, coverage of key customers, Top 25 customer analysis, target setting etc )
V. Supervise the point of the prescription team and key external stakeholders
· Responsible for the achievement of volume revenue and profit targets in the territory
· Ensure sales plan implementation – tracks, pushes, and motivates the sales team, reports and evaluates the progress together with the sales team and adjusts the plan
· Observes the performance of each Sales Representative and coach in the field on a regular basis.
· Builds rapport with key customers and identifies new customer opportunities
VI. Lead by Example
· Ensures that the best commercial practice developed from the role of commercial excellence lead is implemented by own team
SKILLS AND QUALIFICATIONS.
Educational qualifications:
· Bachelor’s degree in biomedical/natural sciences. Diploma in Business Management or qualification with specialization in sales and marketing
Relevant experience:
• Minimum 5 years of experience in the Pharma industry and ability to manage and motivate a team
• Managing sales team experience is a must
• Launching pharmaceutical products in the market
• Ability to analyze data , trends patterns and employing them to widened the market
• Customer Support and Customer Service
• Pharma Product Promotion
• Record Keeping and Reporting
• Ability to serve customers by selling pharmaceutical products and meeting customer needs.ion in Sales and Marketing
• Knowledge of commercial excellence measurement and development of commercial excellence plans
• Knowledge of the Tanzanian environment (NHIF, Channels, Key opinion leaders)
• Experience working with premium-priced brands especially chronic disease-related ( e.g. respiratory, Diabetes, Cardiovascular would be an advantage
