Job Title: Pharmaceutical Regional Coach

Location: Parktown, Johannesburg

Salary Package: R 80 000.00 CTC.

We are looking for a Regional Sales Coach to expand our customer base and mentor our team of Sales Representatives as well as ensure the effective performance of a team of detailed sales representatives who are responsible for increasing the awareness and use of the company’s products to doctors and specialists

To be successful in this role, you should have previous experience managing the operation of a team while taking accountability for reaching targets.
You should also be able to remotely supervise a sales team and set profitable goals.
Our ideal candidates combine excellent communication skills with a strategic mindset.
Ultimately, you will ensure your area of responsibility meets and exceeds the expectations of our business objectives and contributes to our company’s success in the long run.
Coaching of the Sales Team is of the utmost importance, to ensure that the team members stay up to standard and relevant in the field they work in.

Duties and Responsibilities:

Responsibilities for Sales:

Create regional sales plans in alignment with business objectives
Support representatives & key account managers with day-to-day operation
Evaluate customer and individual performances
Report on regional sales results
Identify hiring needs, select, and train new sales representatives
Deliver the annual budget for the area of responsibility
Analyse regional market trends and discover new opportunities for growth
Address potential problems and suggest prompt solutions
Participate in decisions for expansion or acquisition
Suggest new services/products and innovative sales techniques to increase customer satisfaction
Manage the performance of a team of detailed sales representatives to ensure that they increase awareness and use of the company’s products to doctors and specialists
Set targets concerning influencing the prescribing habits of doctors and specialists
Monitor and develop individual performance
Continually update own knowledge and provide training and coaching to staff regularly
Conduct field visits with staff to evaluate performance & marketing strategy execution
Develop a strong and cohesive team that supports each other

Data analysis

Review information from various sources e.g., Market share targets, market data, etc to review performance and identify areas for future growth
Provide relevant and timeous information to staff to support their sales efforts
Maintain and manage records to ensure that reps call all identified clients on a regular and sustainable basis
Analyse data and provide weekly/monthly summaries to the manager
Monitor competitor activity and competitors’ products
Making use of sales data on doctor prescribing habits to increase sales
Developing sales and marketing strategies
Develop overall sales strategies to increase the performance of the detail team
Ensure that staff implement strategies in their respective areas
Promote close cooperation with between detail and retail representatives
Monitor the success or otherwise of sales strategies and take corrective action where needed
Work closely with the product managers to support marketing strategies for products, and roll these down into the team
Plan and implement presentations, events, and entertainment to support overall sales objectives
Keep to date with the latest trends and medical trials supplied by the company to optimize sales opportunities and interpret, present, and discuss this data with health professionals during presentations
Keep abreast of new developments in the pharmaceutical industry, and anticipate potential
positive and negative impacts on the business and adjust the team’s sales strategy accordingly
Develop strategies for increasing opportunities to meet and talk to key contacts in the medical sector

Key client support

Develop and maintain relationships with key detail clients (KOLs)
Ensure a high level of satisfaction with service and products by key detail clients
Conduct sales and marketing activities to grow new business opportunities

Daily & Periodic Duties:

Attend & host daily huddle meetings
Execution of daily 4Dx lead measures
Deliver daily sales goals
Daily system compliance on Repwise, Power BI, Smartsheet, Sweet process (SOP)
Attend & host the sales team's weekly accountability meeting
Submit & Manage sales team weekly 4Dx results
Submit weekly route planner
Attend & host sales team monthly accountability meeting
Submit monthly business review report
Submit monthly travel planning
Deliver monthly 4Dx requirements
Deliver monthly sales target
Complete quarterly business reviews
Deliver quarterly sales goals & expectations
Attend half-year cycle meetings & annual conference
Attend head office meetings

Product Knowledge:

Updated product knowledge
Competitor knowledge and
Market knowledge and understanding

Requirements:

Matric
BSc/BA in business administration, sales, or a relevant field
Medically related or Science Degree will be an advantage
Minimum 3 years of Management Experience
Minimum 5 years of sales Representative Experience
Experience in sales and providing solutions based on customer needs
Strong communication and interpersonal skills with an aptitude for building relationships with professionals of all organizational levels
Excellent organizational skills
Ability in problem-solving and negotiation
Proven managerial abilities
Computer literate and able to effectively use Excel and PowerPoint
Strong knowledge of the pharmaceutical market
Good knowledge of medical terms and applications e.g., understanding of anatomy, physiology, disease, and pharmaceutical treatments
Good knowledge and proven application of administration processes, systems, and practices
Effective manager and leader
Results driven
Able to analyze data, make projections, and implement new strategies
Professional and presentable
Good communicator with excellent interpersonal skills
Able to motivate and manage staff
Good planning and organizing skills
Self-discipline and effective administration skills
Self-motivated
Able to develop and maintain systems and processes
Driver’s license required
Own Motor Vehicle
May be required to work overtime
Regional Sales Coach must live in the area that he/she is responsible for as weekly meeting attendance with teams is required for this position
Regional Sales Coach will be required to travel 80% of their time calling on customers & coaching representatives
Regional Sales Coach will be trained on responsibilities & expectations during the onboarding process
4Dx Measurement & Expectation will set the performance standard
A demerit system will be used to manage errors and non-compliance