Manager, Sales

Job Purpose:

To manage the overall sales operations by developing and supervising the execution of sales activities, while ensuring the achievement of pre-set sales targets and submitting monthly or quarterly performance and progress reports, to ensure the yearly in-market revenues are met in alignment with the company strategy.

Job Specific Accountabilities:

• Manages, plans, and coordinates the execution of sales activities, while reviewing related reports and recommending execution techniques, in order to increase sales and enhance sales plans implementation.
• Formulates the sales business plans and prepares sales reports to be presented to the senior management, to ensure the alignment with the company’s overall objectives and business plans.
• Maintains and utilizes advanced product knowledge and effective selling skills, in order to influence targeted health care professionals, pharmaceutical buyers and pharmacists.
• Consults with new and existing customers, to address their product needs and meet the needed requirements.
• Generates and expands support for the product portfolio, in order to establish advanced selling techniques
• Manages and assists in the resolution of customer issues by coordinating efforts for problem resolution through cross functional account meetings and works closely with internal teams to ensure that issues are resolved in a timely manner
•  Participates in the development and monitors the implementation of functional procedures, to ensure all relevant procedural/legislative requirements are fulfilled.
•  Manages the activities and work of subordinates (ex. monthly plans for supervisors), to ensure that all work within a specific area is carried out in an efficient manner and in compliance with the set policies, processes, and procedures.
•  Provides data on company products and performance against those of competitors, to ensure that the company is aware of new market trends offer products/services that are competitive for a group of specialized products.
• Develops and implements lifecycle maintenance campaigns for key products, including analyzing market research and sales analytics, developing sales tools, identifying competitive threats, and proposing/ taking mitigation action, in order to create the best marketing/PR initiatives to drive sales.
•  Manages the sales function’s work plan; assigning work activities, projects, and programs, monitoring workflow, reviewing, and evaluating work methods and procedures, and directing such activities, in order to serve the departmental goals and plans.
• Oversees service levels provided to clients involving the fast response to orders, and evaluating reports, in order to estimate product performance and client satisfaction.
• Reviews detailed records of sales target achievements, to assess the performance and progress of the sales function.
•  Develops and maintains a sales history database, in order to keep track of the yearly net sales.
•  Manages the effective achievement of department objectives by setting individual targets, developing, and motivating staff, in order to maximize subordinate’s performance

Direction of Subordinates

•  Organizes and supervises the activities to ensure that all work within a specific area of Commercial activity is carried out in an efficient and procedurally compliant manner (May supervise a small team of subordinates).

Continuous Improvement

•  Contributes to the identification of opportunities for continuous improvement of systems, processes and practices taking into account ‘international best practice’, improvement of business processes, cost reduction and productivity improvement.

Job Requirements

Education:

• B.Sc. degree in Pharmacy or equivalent

Experience:

• 8 - 11 years relevant experience in the sales field, including at least 2 years in a position with increasing managerial responsibilities.
• Preferred experience in injectables.

Behavioral Competencies:

• Initiative & Drive for Results
• Customer Focus Internal/External
• Collaboration & Teamwork
• Communication & Influence
• Developing & Empowering Others

Functional Competencies:

• Clients & Prospects Knowledge
• English Language
• Deal Closing
• Brand Knowledge
• Computer skills
• Networking