Minimum Requirements For The Role
Tertiary qualification in Human Sciences, Business or Management is preferred.
Minimum 7-10 years Sales Management / National Sales Management experience with track record of proven success that involved working closely with customers.
Pharmaceutical business leader with extensive commercial experience across the key aspects of the industry from a base in marketing and sales.
Experience in the pharmaceutical, OTC or medical devices industries is essential.
Demonstrated ability to lead and mentor a sales team through strong leadership competencies, interpersonal relations and customer focus.
Established KOL relationships and market knowledge a strong advantage.
Strategy, planning and execution skills.
Verbal and written communication skills.
Coaching and personnel development as well as motivation and leadership skills.
Financial analysis and negotiation skills.
The Successful Candidate Will Be Responsible For
Working closely with the General Manger for Africa to plan, develop, and execute a strategy for profitably growing the Pharma business in the countries including Trade Sector business.
Developing a competitive Trade Key Accounts strategy which captures business building opportunities within the Wholesaler, State, Pharmacy group, Buying group, Private hospital group and Retail sectors.
Building an enduring relationship with Trade Key Accounts.
Understanding accurately Trade Key Accounts needs and expectations, opportunities and threats for the company, competition’s practices.
Playing an active part within the Commercial Team, defining priority for Trade Sector business and contributing to the commercial strategy and policy.
Playing an active part within the Trade Marketing activities, understanding the brands priorities and contributing pro-actively to the Trade Marketing Plan.
Fostering a spirit of teamwork within the sales team and the leadership team, which includes finance, service, and other supporting services by encouraging synergistic, positive working environment.
Leading, building and optimising the effectiveness of the sales team through mentoring, supporting and driving for results.
Recruiting top talent into the sales force whilst motivating, and retaining the sales team through appropriate training, mentoring and succession planning.
Ensuring implementation and achievement of short- and long-range goals, objectives, policies, and operating procedures.
Preparing and presenting annual business plans to Cluster Head with periodic updates as requested or as necessary.
Developing relationships with key government members and bureaucracy, building understanding of Pharma Division and the role in the Pharmaceutical Industry.
Developing strong distributor management relationships based around common values and team work.
Participating in process improvements throughout the business that will ensure the organisation meets its goals and objectives.
Understanding history and factors impacting current state and continually collect and analyse key market data.
Understanding pricing, reimbursement challenges in the healthcare system and its politics scenario/drivers.
Tagged as: Country Manager - Emerging Markets -English Africa
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