Sales Manager, Hospital Team
Job Status: Active ✓
|Job Type||Full Time|
To oversee the delivery of 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 :
Provide clear and timely direction on Pfizer’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:
KOLs identified and managed
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 key accounts, market drivers and key stakeholders – identify customer and business opportunities / threats
Ensure representatives are trained in systems used to collect customer information eg electronic customer management system and that opportunities to improve the quality of information gathering are identified and pursued
Ensure representatives are trained and buy-in to Customer Targeting process
Individual demonstrates knowledge and understanding of current issues and trends / implications for Pfizer
Appropriate customer information is identified, collected, analyzed and shared with relevant stakeholders across the business
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 in line with requirements of GPM
Coaching representatives around specified development areas particularly associated with selling skills, access, customer and brand knowledge.
Management of poor performance
Recruitment and development of colleagues with appropriate skills, knowledge and experience particularly around brand, customer knowledge and excellence in selling skills
Colleagues are managed within the context of Pfizer vision, mission, values and codes of conduct eg GPIHP and other SOPs
Leading by example and demonstrating key Pfizer values at all times
Campaign and develop reward & recognition programs to drive business growth
Regular feedback on performance.
EDUCATION AND EXPERIENCE
Good knowledge of healthcare environment - Structures/ Functionality/ Processes/ Funding / Distribution Chain / Traditional and Non Traditional Customers (with at least 5 years sales experience)
Knowledge of the Therapeutic Areas (Pain and Sedation) and the Hospital Environment
Sales Management experience in the pharmaceutical industry
Graduate Degree or equivalent (preferred)
Proficient in written and spoken English ( preferred )
This position is Gauteng based, managing a team of representatives in Pretoria
TECHNICAL SKILLS REQUIREMENTS
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
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
Holds People Accountable
Commits to “ One Pfizer”
Builds Effective teams