Territory Sales Manager / Sales Representative - South Gauteng North (South Africa)

Bausch and Lomb, Trading as Soflens (Pty) Ltd.

Main Towns to be coverd, not exclusively:

• Johannesbrg
• Midrand
• Olifantsfontein
• Randburg
• Roodepoort
• Sandton

Responsible for the development, growth and maintenance of sales in a specific territory, for specific accounts related to the Pharma portfolio. Has a defined sales target to achieve and operates within the established policy guidelines.

KEY ACTIVITIES/ RESPONSIBILITIES

Note: Certain work related responsibilities might occasionally differ from this Job Description as per managers or organisational discretion

Sales Planning and Implementation

Plan and implement the activities that are necessary for the realisation of the individual territory target

Meet sales target in own territory

Continuous planning and monitoring on a quarterly, monthly, weekly and daily basis

Implement effectively and monitor the outcomes of all the planned promotional activities, providing feedback on strategy

Call on and service targeted customers within the allocated territory across all disciplines, i.e. Specialists (e.g. Ophthalmologists & Paediatricians), General Practitioners, Optometrists, Pharmacists and relevant support personnel.

Detail targeted customers and utilise selling skills that has maximum potential/positive effect on sales.

Activities in pharmacy, including monitoring of stock-levels, shelf presence and orders.

Maintain and develop important customers and/or Key Opinion Leaders by keeping open channels of communication, in which the company and its products are well presented, and the good relationship is leveraged to drive sales in the territory

Effectively utilise allocated marketing spend to access, support and grow key customers in the individual territory

Attend industry meetings, conferences and trade shows as required.

Travel as needed for business-related tasks such as meetings or events.

Undertake country trips as required.

Customer Management System

Comply with all the requirements of and utilise the customer management system (Repwise) to effectively target, grade and maintain all customer related activities in the individual territory

Categorise customer base, according to current and potential contribution in terms of Scripts and pharmacy Sales.

Target customers according to grade for optimal number of sales calls per annum, quarter and/or month to ensure one obtains market control

Maintain Expected Call Rate of 9 calls per day (Ideal ratio of 5 Specialists/General Practitioners + 4 Pharmacies/Optometrists per day)

Adhere to Call Coverage and Frequency expectations

Log calls daily

Activate out of field when applicable

Responsible for maintaining own mileage logbook

Communication and Reporting

Communicate with NSM and/or marketing all relevant and vital strategic information of events taken place in the field that could meaningfully affect the business

Expected email download and response: twice daily (morning and afternoon)

Closely follow all competitor activities and present relevant observations meaningfully to the marketing department. Transfer any planned countering activities and materials against competitors effectively to the customers in line with the purpose and monitor the outcomes

Prepare and submit the necessary reports to NSM/KAM, Commercial Assistant, Marketing and Finance Departments in a correct and timely manner

Month End Report

Monthly Planner

Expenses

Action Plans

Initiative and Improvement

Be proactive and use personal insights and initiatives, where relevant and in consultation with The NSM and/or marketing department, to develop customers, grow sales and achieve targets in your individual territory and for the business as a whole

Training of customers as needs arise

Improve and maintain product knowledge (any new products and knowledge of current package inserts)

Share best practices with colleagues to improve efficiency in the field

Identify potential issues or problems, within the business or within the key stakeholder value chain, that could be responsible for limiting current or future business sales and growth. Communicate these to the relevant people or departments, with potential solutions, to assist in satisfactory resolution and alleviation of unnecessary constraints

Qualification required:
Matric

A valid drivers license; as travel within the region is expected

Qualification advantageous:
Tertiary qualification in science or equivalent

Experience required:
Minimum of 3 years as a sales representative experience in South Africas private healthcare sector, servicing diverse market segments (e.g. Specialists, Optometrists, GPs, Pharmacies, etc.)

Proven record of success in sales, territory management, and diligent work habits

Experience advantageous:
Experience specific to the nature of the role (i.e. Ophthalmic etc.)

COMPETENCIES

(knowledge, skills and attributes including language requirements, ability to travel, etc)

Proficient in English (written and spoken)

Microsoft Office Intermediate to Advanced

Excellent communication skills

Solid and effective thinking

Strong organizational, negotiating, problem solving skills

Ability to work independently on an established agenda as well as a team player

Confidentiality

Integrity

Ability to work hard and under pressure

Ability to collaborate within a multinational environment

Knowledge of the territory

Understand relationships with key customer base or knowledge of the pharmaceutical industry and competitor landscape

Expert level of knowledge of the sales process (i.e. selling skills) and key customer targeting and territory management, with or without relevant industry data sets (i.e. Impact Rx, Repwise, SSD, etc.)

Demonstrates open & candid dialogue in the interest of the business

Innovative attitude to support continuous improvement initiatives

Analytical skills data analysis SSD and Impact Rx

Business presentation and communication skills

Resilience

Maturity