POSITION: REGIONAL SALES MANAGER (PTA & LIMPOPO) – SA CONSUMER BRANDS
REPORTS TO: NATIONAL INDEPENDENT PHARMACY SALES MANAGER – SA CONSUMER BRANDS
LOCATION: GAUTENG

JOB OBJECTIVE:

• This position will be responsible for achieving sales objectives and Regional targets within the Independent Pharmacy & Retail Channels across Consumer Brands
• This position will be responsible for developing new and existing revenue channels
• Ensuring that Ascendis has a fair and equitable trading policy that is competitive and defendable
• Stay in line with competitors and rework strategic objectives as needed
• Expertise in business planning, managing trade investment strategically, key negotiations, forecasting excellence and annual customer planning
• Accountable for delivery of sales are necessary requirements and the position will require the incumbent to work cross-functionally across the channel and internal business
• Effective customer Operational Management in all sales channels
• Execute Quarterly plans
• Lead, mentor and coach the Sales Reps and or agencies

SPECIFIC OBJECTIVES:

FINANCIALS:
• Responsible for delivering regional net sales.
• Deliver regional gross profit
• Ensure working capital metrics are in line with the plan.
• Manage regional trade investment budget
• Achieve all brand distribution objectives of specified accounts
• Manage all regional operating expenditure to plan

JOB DESCRIPTION
• General – Accomplish regional coordination of sales planning and objectives, trade investments, relevant NPD and Re-launches between Sales and Marketing ensuring the achievement of brand and customer short- and long-term objectives
• Manage the regional team, train, coach and appraise the team at least every 6 weeks.
• Trading Terms – Annually target and segment the regional channels customer base into the priority of investment, agree on the trade investment plan and then negotiate it with the channel/s and manage it
• Sales Targets - Accurate forecasting informed by trends, promotional activity, ROS, customer stock holding and monthly Net Sales target and margin achievement
• Use and understand data sources (Repwise, SSD, Qlikview, Impact Rx & IMS) to growth Ascendis Regional share ahead of the categories we operate in.
• Customer Meetings “Key Accounts” – Plan, set up and attend meetings with the relevant customer contacts regularly as agreed with the NSM. Prepare monthly & quarterly customer reviews with analysis and provide positive recommendations to address risks and opportunities.
• Activities - Negotiate customer activities, deals and promotional confirmations in compliance with the agreed A&P spend signed off at the beginning of each year. Variations to the plan must be agreed and signed off by management and monitor co-op spend and discounts in line with the guidelines. Ensure monthly accrual of discounts and spend, in line with monthly forecasting
• Administration - Ensure that all information relating to account responsibility is clearly filed electronically on the shared drive and/or in paper files. All files must be kept up to date within specified timelines (Trackers, contact reports, FC etc.)


• Store Visits - Regularly visit the trade in line with set Scorecard targets, reviewing product on-shelf availability, customer specific issues and competitor activities. Feedback and photographs are to be communicated to relevant stakeholders (NSM, 3rd Party Sales & Merchandising partner, Marketing & Sales)
• Relationships - Acts as the internal and external 'Customer Champion' ensuring customer and 3rd Party relationships are established through strategic partnership, collaboration and co-creation
• Collaboration - Together with the broader Sales team, create and implement an annual customer account plan that ensures the delivery of brand, category and customer objectives, whilst ensuring the delivery of agreed sales, profit, pricing and distribution targets.

QUALIFICATION AND SKILLS

• 2-3 Years Sales Experience at the same level
• Experience in dealing with top retailers and independent pharmacies is recommended
• Ability to manage time, deadlines and processes
• Excellent verbal and written communication skills
• Proven Track Record within the pharmaceutical & FMCG sales sector
• Proficiency in MS Office
• Must have the ability to think and act strategically, have a good sense for sales and business principles, using these to coach and lead direct reports