Sales Manager

Job description

JOB DESCRIPTION:

JOB RESPONSIBILITIES:

• Ensure optimal execution of plans of action (POA), field tactics program and territory plans by district team
• Regularly review achievement of district sales against targets and initiate appropriate actions to ensure performance is in line with objectives
• Ensure enlistment of newly launched and key products in hospitals and trade
• Conduct SWOT analysis of market/competitors to identify district business opportunities
• Develop district Business Plan based on key objectives and allocate resources (e.g. coaching time, budget) for optimal sales impact
• Monitor district business plan to ensure resources are directed to territories, hospitals and customers of greatest potential
• Monitor PMR Territory business plans to ensure appropriateness of intended actions, implementation, and that resources are directed to hospitals, clinics and customers of greatest potential
• Rapidly back-fill any team vacancies with competent new hires following national recruitment guidelines
• Provide in-field coaching to PMRs in order to develop their competencies - ability to positively influence customer's prescribing behaviour
• Conduct semi-annual performance appraisal with PMRs utilizing in-field development forms as a reference source for competency development
• Provide team training as required to address collective development needs
• Actively manage performance within the team. Identify/retain key talents and submit consistent poor performers to a leaver process
• Consult the NSM on poor performance and related disciplinary matters
• Develop and implement strategies to drive and motivate team
• Maintain contact and relationship with key accounts/customers
• District customer database and target classifications updated continuously
• PMRs monitored to deliver core promotional messages within approved detail aids and in line with POA
• Ensure that PMRs understand and comply with EPD Code of Conduct
• Leverage key customer relationships to gain market intelligence and to assist successful formulary listing
• Monitor stock at district level key accounts/ distributors and advise on customer inventories
• Submit district Monthly Reports commenting on deviations from Business Plan and intended actions to align performance with plan.
• Monitor PMRs' monthly reports to ensure relevance and implementation of intended actions
• Ensure PMRs comply with reporting/administration guidelines
• Distribute/ communicate and ensure comprehension of key reports (e.g. Electronic reporting/ SFE “dashboard”) to PMRs
• Develop behaviours leading to enhanced effectiveness as outlined in ABM Competency definitions
• Communicate, develop and role model EPD culture and leadership behaviours
• Develop individual and team accountability
• Identify areas for self-development and discuss developmental needs with reporting RM
• Attend & actively participate in Cycle meetings and training

JOB QUALIFICATIONS:

• Bachelor degree in any field, preferably science-related
• Minimum of 3+ years of sales and/or marketing experience
• Coaching, interpersonal, analytical, negotiation and decision-making skills, basic computer skills

JOB FAMILY:

DIVISION:

LOCATION:

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MEDICAL SURVEILLANCE:

SIGNIFICANT WORK ACTIVITIES: