National Sales & Key Account Director - Johannesburg
MNA Recruitment
A leading multinational pharmaceutical company has a vacancy for a Sales and Key Account Director, to provide strategic, tactical & operational focus, direction and leadership to the Sales and Key Account functions. The incumbent will need to demonstrate strong leadership, and operational effectiveness skills to drive the Sales and Key Account functions in achieving the Sales objectives. The incumbent will need to develop strong relationships with Pharmacy Chain and Pharmacy Couriers to strengthen business opportunities. Requirements Primary Responsibilities Key responsibilities include establishing and driving local, national and regional strategies, tactics and plans to maximize the benefit to patients and customers. The Sales Director is also accountable for the delivery of agreed sales and key account metrics, including the commercial P&L and financial KPI’s, as agreed upon by the CBO. As a leader, manage, motivate, and develop the Sales and Key Accounts team for Commercial by setting clear objectives, effective coaching, evaluation and feedback on performance. Provide strategic, tactical and operational effectiveness and leadership to the Sales and Key Account teams. Provide leadership to the creation and execution of the annual Sales plan (includes brand plan, marketing programs and tactics) and Key Account plan (wholesaler and channel planning and execution). These operational plans will be aligned to the commercial goals as directed by the Country Head Ensure plans are developed, implemented, and monitored in conjunction with marketing and relevant cross functional teams and aligned with the local and global strategies. Accountable for delivering local commercial P&L targets and other performance objectives & financial KPI’s (e.g., product revenue and earnings targets) for each territory and brand Develop and maintain excellent relationships with key customers such as but not limited to, Key Opinion Leaders, Wholesalers, Key Pharmacies (Chains and independents) and Private Hospital partners Lead the execution of plans for country-level forecasts achievement for all marketed products (and pipeline product as relevant) (e.g., operating expense, revenue, patient dynamics, supply). In collaboration with the Country Head, Marketing Director, and Finance Director, to set annual sales targets, and annual incentives, and review progress vs. target. Ensure team members are properly trained on the relevant product(s) and disease(s), sales techniques, account and business prioritization and CRM to excel in their respective roles (Sales Force Effectiveness) Organize and lead business reviews (quarterly or more frequently as relevant) in collaboration with relevant cross-functional teams. Ensure that the following are executed by the appropriate reports: Determine the stock requirements of various third parties Determine the profitability of various distribution channels Compile necessary forecasts to determine the stock requirements Implementation and tracking of all DUR’s Consult with the channel to ensure forecast accuracy and requirements Territory plans, targets and sales tracking Incentive setting and review Sales Force Effectiveness (review, assess and improve all sales force tools and techniques Key Knowledge and Skills required Ability to direct a diverse team strategically and operationally, towards a common goal Understanding of core sales and key accounts Proven people leadership abilities, with a strong coaching mindset. Excellent communication skills – written and verbal. Excellent negotiation skills Good market, competitor, and product knowledge Highly analytical with strong problem-solving skills Thorough understanding of commercial aspects of the business including sales and key account management, sales planning and execution, execution of marketing strategies and tactics Hiring, developing, and retaining talent – direct & indirect reports Demonstrated success in the following key areas: P&L management, budget management, sales tracking, assessment, and review Must have knowledge of MS Office (Excel, Word, and PowerPoint) Sound knowledge of financial principles and highly numerate Ability to implement and live the Company values. Minimum Requirements Education: Appropriate Medical or Pharmaceutical qualification Appropriate Business and/or Marketing Degree/Diploma Experience: Minimum 5 years proven senior management experience (at Exco Level) in a commercial role that includes but not limited to Rx products Sales and Key Accounts. Experience and a proven track record in various commercial roles that will assist, and augment core sales and key account expertise needs. Good knowledge and experience of core sales, including but not limited to marketing, key accounts, business development, regulatory, legal, medical, training, supply chain, finance, people management. Candidates that meet the criteria may submit their applications via this portal or email lindiemnarecruitment.com Should you not be contacted within 10 days please accept your application as unsuccessful
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