POSITION : REGIONAL SALES MANAGER
TERRITORY : GAUTENG NORTH (Pretoria & East Rand) & FREE STATE
REPORTS TO : HEAD: PRIVATE SECTOR COMMERCIAL OPERATIONS
DIVISION : ASCENDIS PHARMA - BRYANSTON

JOB OBJECTIVE

• To lead the Gauteng North & Free State Regional Sales Teams, comprising of 4 x Pharmacy Representatives and 3 x Doctor Detailing Representatives, to achieve regional sales and profit targets within Retail Pharmacy across the Private Pharma product portfolio.
• Develop new and existing key accounts within the territory.
• Maximise customer satisfaction and grow Pharma brand market shares through effective execution of sales & marketing strategies within the territory.

TASK DESCRIPTION

• Achieve regional sales objectives by recruiting, selecting, orientating, training, assigning, scheduling, coaching, counselling, and disciplining employees in assigned territory, communicating job expectations and planning, monitoring, appraising, and reviewing job contributions.
• Responsible for delivering regional net sales against target.
• Manage regional operational expenditure within budget.
• Formulate regional sales plans, in line with overall Pharma commercial strategy, to achieve sales targets.
• Negotiate sales, marketing and promotional activities with all customers within the territory in line with budgeted spend parameters and in line with Pharma commercial strategies.
• Measure promotional investment return against sales objectives.
• Use and understand various available data sources (Repwise, SSD, Impact Rx, BI Tool) to be able to regularly analyse Representative/Customer/Region performance, identify growth opportunities and to manage sales gaps.
• Contribute to the broader Pharma commercial effort by having a strong knowledge of the territory, the customers in the territory, sales being achieved within the territory, opportunities within the territory, successes and gaps within the territory and sharing this information with the broader commercial team so as to contribute to a culture of learning and sharing of best practice across the team.
• Manage all regional management and sales representative administration and ensure relevant administrative requirements are completed timeously and accurately.
• Manage relationships with all key accounts to ensure a strong, mutually beneficial business partnership exists between Pharma and key accounts.


• Regularly work in the field with the team of sales and detailing representatives to review status of the business, manage customer issues, review competitor activities and ensure efficient and timeous execution of all Pharma sales & marketing strategies and tactical plans
• Engage with peers and with management across operational teams within the business to enable attainment of sales targets and to foster a culture of all teams within Pharma are working towards common goals.
• Updates job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks.

EDUCATION AND KEY EXPERIENCE

• Minimum 2 years Managerial experience within the Pharmaceutical Commercial environment, with proven leadership and coaching skills
• Excellent verbal and written communication skills.
• Excellent presentation skills
• Proven track record in managing Pharmaceutical Sales and profitability.
• Proficiency in MS Office (Word, Excel, PowerPoint and Outlook)
• Must have an aptitude for working independently and collaboratively, adding value to the business
• Must have the ability to think and act strategically, and have a good sense of sales and business principles, using these to coach and lead direct reports
• Effective in Sales Planning with strong analytical skills, motivation and passion for sales.
• A tertiary qualification in Sales Management would be an advantage.


Closing date will be the 4th November 2019

Should you not be contacted within two weeks of your application being submitted, please consider your application unsuccessful