National Sales Manager

Job Description

The Sales Manager will be responsible to lead the execution of the business development, marketing, and sales strategies, resulting in achieving and exceeding both sales and profitability goals for the Urology Division. To lead the development of the Business Unit Strategic Plan, working in close collaboration with the Company leadership in developing strategic and tactical plans to achieve long- term growth objectives and manage the day-to-day leadership of the sales team, aligned to the Company and Group strategy and tactics.

 

Areas of Responsibility

Responsible for the management of the sales of products from the following SBU’s:

• Urology
  
• Reproductive Health
  
• Critical Care
  
• Circum Stapling
  
• Managing Sales Consultants nationally;
  
• General Administration associated with the position.
  
• Key Performance Outputs
  
• The successful candidate will be responsible for the implementation of an effective tactical sales plan and strategies for the Urology division.
  

 

The responsibilities include the following but are not exhaustive:

Marketing:

• Ensure implementation of the yearly strategic marketing plans are done timeously;
  
• Accurate sales budgeting per territory per SBU;
  
• Effective implementation of tactical plan;
  
• Monthly in-field visits with Sales Consultants, on average 3 days per week in the field;
  
• Facilitation to ensure that Product training is done and evaluation of knowledge of Sales Consultants to allow effective selling;
  
• Evaluation, analysis and report on Competitors’ products, strategies and driving appropriate business responses;
  

 

Customer Relations:

• Establishing a network with the key stakeholders in the Hospitals: Physicians and Key Opinion Leaders. Build and maintain strong relations with all stakeholders, including customers, payors, government, and employees in representing our full line of products and services;
  
• Attending key appointments with Sales Consultants with existing and potential customers;
  
• Assisting Sales Consultants to network effectively and develop relationships with new customers and manage existing customers;
  
• Gather customer requirements to ensure customer satisfaction;
  
• Successful congresses and training workshops;
  
• Maintain good relations and communication with internal customers i.e., Customer Services, Finance Department, Logistics and Management.
  

Budget Management and Administration:

• Sales turnover – track and manage actual sales against budget for each responsible business unit;
  
• Achieve monthly and quarterly sales budgets per SBU;
  
• Achieve annual sales budgets per SBU;
  
• Expense claims handed in on time as per the schedule received from Finance with correct cost allocations;
  
• Monthly reports to the Business Unit Manager submitted before 8th of the month.
  
• Compliance to regulatory SOP’s, SA Regulations and Code of Business Ethics:
  
• Maintaining the Company’s ethical position. Effectively communicate and manage Company business conduct policies.
  

Leadership:

• Maintaining a high level of motivation to ensure sales function is well directed;
  
• Preparation and conducting of presentations at Sales Consultants meeting and management meetings;
  
• Manage resources, ensuring appropriate staffing, people development and management of talent in the various Business Units (as noted above) including the achievement of Company goals with regards to people management with focus on talent development and on Employment Equity goals;
  
• Manage staff by living the company values.
  

Training Events:

• Manage the implementation of workshop activities with sales team and customers;
  
• Assist in training new customers on the responsible range of products;
  
• Participate in company business and sales meetings and provide input to senior management concerning outcome on all training events.
  

 

Advocacy Development:

• Quarterly visits with top 10 targets for business unit;
  
• Planning and organization of expert meetings with key customers when needed.
  

Reports:

• Adhere to credit policies and procedures of the group;
  
• Maintaining all administrative responsibilities associated with this position, monthly report, sales territory management system:
  
• Ensuring that each Sales Consultant fully completes and submits a weekly planner and activity report and tracking progress and/or achievement of activity goals;
  
• Ensure CRM system is used by each member in your team;
  
• Ensure all sales activities comply with legal and ethical standards;
  
• Managing business sales expenses within the budget provided;
  
• Adhere to any legal or medical requirements and inform management of changed requirements;
  
• Submit monthly report to senior management. Report on variance between actual and budget and implement corrective strategies.
  

 

Stock management:

• This entails managing, together with the product manager, the stock dashboard per SBU monthly and staying within directed ratios:
  
• Attending monthly stock meetings with senior management
  

Requirements

Skills & Qualifications:

 

• A relevant degree is a minimum requirement. Any medical qualifications would be a definite advantage. Management qualifications required for this position.
  
• Previous Management experience managing a team of Sales Consultants;
  
• Medical Background is a requirement;
  
• Knowledge of a similar range of products in the industry will be an advantage;
  
• Existing relationships with KOLs are required;
  
• At least 5 years’ experience at management level.
  
• Advanced planning and organizational skills;
  
• Excellent written & verbal communication skills;
  
• Excellent interpersonal skills;
  
• Negotiation skills;
  
• Project management skills;
  
• Knowledge of marketing analysis, practices, strategies, planning;
  
• Strong analytical, organizational and decision-making skills;
  
• Strong business & financial acumen to influence key business decisions based on business analysis;
  
• Strong understanding of business and financial drivers;
  
• Strong influencing skills to present new ideas promote collaboration and generate buy-in;
  
• Ability to work independently and as a team member, while using discretion in decision making and sound judgment in problem solving;
  
• Demonstrated follow-through, initiative, attention to detail and drive for continuous improvement;
  
• High level of energy and stress tolerance required;
  
• Ability to work well under pressure and maintain positive, enthusiastic attitude;
  
• High level of motivation and vision and results orientated;
  
• Ability to work effectively in a team environment and build strong working relationships;
  
• Ability to work in a fast-paced environment and meet deadlines;
  
• Time management to be efficient;
  
• Work Ethics;
  
• Ability to travel extensively both in the country and overseas;
  
• Knowledge of the sales process with the ability to understand & interpret customer needs using fact- finding to identify sales opportunities;
  
• Proficient in Microsoft Office – specially Excel at advanced level and PowerPoint and Outlook;
  
• Integrity, responsive, high commitment;
  
• Desire to win with a drive on results;
  
• Strong leadership – a leader whose personal and professional behaviour is aligned to the Group values.
  
• Effectively drives performance, collaboration & compliance through the business, by partnering with the respective Sales & Marketing Managers; functional Shared Services leaders to enhance partnerships across the business to drive the achievement of strategic and tactical goals of the various Product Portfolios;
  
• Develops a strong Hospital Equipment Division, continuously coaching to improve business capabilities and competency of the team;

• Collaborates with Business Unit Manager to establish the correct goals for the company, identify appropriate metrics to help achieve them as well as effective correction plans when necessary, to achieve goals;
  
• Ability to lead and influence the sales team in a dynamic environment with multiple stakeholders in the market and internally;
  
• Demonstrates flexibility, must be equally prepared to challenge the status quo and to respond appropriately when challenged on the key business issues;
  
• Preference will be given to a candidate residing in Gauteng.
  

Requirements
A relevant degree is a minimum requirement. Any medical qualifications would be a definite advantage. Management qualifications required for this position. Previous Management experience managing a team of Sales Consultants; Medical Background is a requirement; Knowledge of a similar range of products in the industry will be an advantage; Existing relationships with KOLs are required; At least 5 years’ experience at management level. Advanced planning and organizational skills; Excellent written & verbal communication skills; Excellent interpersonal skills; Negotiation skills; Project management skills; Knowledge of marketing analysis, practices, strategies, planning; Strong analytical, organizational and decision-making skills; Strong business & financial acumen to influence key business decisions based on business analysis; Strong understanding of business and financial drivers; Strong influencing skills to present new ideas promote collaboration and generate buy-in; Ability to work independently and as a team member, while using discretion in decision making and sound judgment in problem solving; Demonstrated follow-through, initiative, attention to detail and drive for continuous improvement; High level of energy and stress tolerance required; Ability to work well under pressure and maintain positive, enthusiastic attitude; High level of motivation and vision and results orientated; Ability to work effectively in a team environment and build strong working relationships; Ability to work in a fast-paced environment and meet deadlines; Time management to be efficient; Work Ethics; Ability to travel extensively both in the country and overseas; Knowledge of the sales process with the ability to understand & interpret customer needs using fact- finding to identify sales opportunities; Proficient in Microsoft Office – specially Excel at advanced level and PowerPoint and Outlook; Integrity, responsive, high commitment; Desire to win with a drive on results; Strong leadership – a leader whose personal and professional behaviour is aligned to the Group values. Effectively drives performance, collaboration & compliance through the business, by partnering with the respective Sales & Marketing Managers; functional Shared Services leaders to enhance partnerships across the business to drive the achievement of strategic and tactical goals of the various Product Portfolios; Develops a strong Hospital Equipment Division, continuously coaching to improve business capabilities and competency of the team; Collaborates with Business Unit Manager to establish the correct goals for the company, identify appropriate metrics to help achieve them as well as effective correction plans when necessary, to achieve goals; Ability to lead and influence the sales team in a dynamic environment with multiple stakeholders in the market and internally; Demonstrates flexibility, must be equally prepared to challenge the status quo and to respond appropriately when challenged on the key business issues; Preference will be given to a candidate residing in Gauteng.

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