Regional Sales Manager - Gauteng South & Eastern Cape-Pfizer Inc

Job Description : To deliver the sales targets for a given portfolio of brands within a defined geography, by ensuring full understanding and execution of Brand, Customer and Account Plans and tactics. Lead and motivate a team of sales representatives, including recruitment, training, development and the management of performance to ensure that they are motivated and equipped with the knowledge, skills and support to perform and execute effectively. Shape the culture of performance, empowerment, accountability, innovation, customer focus and execution.

Key Performance Outputs :

Business Leadership:

Provide clear and timely direction on Pfizer Consumer’s broad business objectives and sales strategies to facilitate alignment of individual goals;
Collect, analyze, interpret and share relevant market information, including competitor and sales data to support the identification of sales and customer opportunities;
Monitor performance against agreed sales; expenses; ROI; business/account plan execution; contact plan; customer satisfaction metrics – highlighting issues and taking appropriate actions;
Regularly review and update business/account/ customer plans;
Participate and contribute to cross functional work.

Customer Relationship Management:

Develop customer value propositions;
Identify and build meaningful business relationships with key customers throughout the distribution chain;
Sets clear expectations for the team to own their customer database;
Review customer database to ensure duplications are eliminated and new customers are included;
Plan resources and activities on accurate and up to date databases;
Set clear expectations on what is the minimum information required on the customer;
Regularly review customer profiles and information to help build stronger customer relationships.
Help identify and target resources / activity on high potential customers in a given geography / account.
Develop comprehensive working knowledge of market drivers and key stakeholders – identify customer and business opportunities / threats;
Ensure representatives are trained on all business systems used in the day to day running of their business;
Ensure representatives are trained and buy-in to Customer Targeting process;
Individual demonstrates knowledge and understanding of current issues and trends / implications for PCH;
Appropriate customer information is identified, collected, analyzed and shared with relevant stakeholders across the business.

People Leadership:

Effective performance management of individual direct reports tackling performance cases early to avoid problems occurring;
Objective setting of direct reports with regular reviews and appropriate development plans in place;
Talent management
Coaching representatives around specified development areas particularly associated with selling skills, access, customer and brand knowledge;
Management of poor performance;
Absence management;
Recruitment and development of colleagues with appropriate skills, knowledge and experience particularly around brand, customer knowledge and excellence in selling skills;
Leading by example and demonstrating key Pfizer values at all times;
Regular feedback on performance.

Performance Measures:

Delivers against Region Portfolio plan objectives, contributing to total affiliate plan delivery.
Contributes towards Gross to Net deliverables i.e. trade deductions
Monthly PCH Management report on region review and trend analysis
Ensuring adherence to Pfizer policy and compliance requirements in the execution of all tasks – MAPP, Patient safety via CEP & YRR, Marketing Code, PT&E, other SOPs
Reporting Structure Reports to: National Field Sales Manager

Direct Reports: 8 - Willing to travel at least every 8 weeks which will include a 2 night 3 day stay

Minimum Requirements Business Experience and Qualifications:

Minimum of 3 years sales management experience in the Pharmaceutical industry specific to Consumer Healthcare with successful sales track record
Knowledge of healthcare environment - Structures/ Functionality/ Processes/ Funding / Distribution Chain / Traditional and Non Traditional Customers
Proven track record in setting and managing sales targets and achieving superior sales and market share objectives through the ability to influence, develop and empowering of sales incumbents.
Accredited 3yr degree or diploma
This position is Gauteng based

Technical Skills Business Skills:

Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication.
Strong interpersonal skills with an understanding of people management – motivation, coaching and development
Commercially astute with strong business acumen
Computer literate including manipulating Excel spreadsheets, PowerPoint, Word, Electronic Customer Management Systems
Risk taking / Judgement / Innovation
Change Leadership
Implementation/execution skills
Strong Performance Management capability
Metric development, monitoring and control - preferred
Negotiation skills – internal and external
An understanding of how to develop and use customer insight - preferred

Behavioural Skills and Attributes:

Demonstrates Business Acumen
Acts Decisively
Seizes Accountability
Holds People Accountable
Grows Others
Leads Change
Self Awareness
Commits to “ One Pfizer”
Builds Effective teams

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.


Apply Here http://bit.ly/2wcaqCK

Job id : , #69601, 12 views,

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