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Duties and Responsibilities
Sales Management:
- Oversee and manage the sales activities within the designated cluster to achieve sales targets.
- Plan and coordinate field activities to meet sales goals
- Monitor territory performance and suggest improvements
- Monitoring teams are adhering to a sales operating and reporting system (SORT2)
- Supervise Sales and Promotion Officers and DLAs, providing guidance, support, and performance evaluations.
- Provide ongoing coaching, and performance feedback to the sales and promotion officers as well as DLAs.
- Monitor sales targets and KPIs of the cluster by working with the APMs and respective teams.
- Optimize territory mapping and rep deployment to maximize coverage and efficiency.
Team Supervision & Coaching
Coordination:
- Ensure effective coordination with Area Program Managers to align sales strategies with regional goals.
- Collaborate with Support team and supply chain to have product availability, campaign execution, and approvals in the respective cluster.
- Assist in forecasting and demand planning based on field insights
- Market Analysis: Analyze market trends and competitor activities to identify opportunities and threats.
- Customer Relations: Maintain strong relationships with key customers and stakeholders within the cluster.
- Compliance: Ensure all sales activities comply with company policies and regulations.
- Review and Signature: Oversee the review and signature process for sales documents.
Monitoring and Evaluation
- Sales Monitoring: Monitor sales and merchandising efforts, including sales productivity and quality of calls from the SORT2 system.
- Application Support: Ensure proper functioning of SORT-2 applications and provide support to users by collaborating with MIS team.
- Reporting: Prepare and present regular sales reports to the Sales Channel Lead.
- Training and coaching: Provide training and coaching support to the team on the ground.
- Trend Analysis: Analyze trends and results from daily and weekly sales reports.
Team Management and Development
- Team Meetings: Conduct and document team meetings according to monthly work plans.
- Motivation and Accountability: Ensure team members are motivated, accountable, and properly trained.
- Mentorship: Identify development needs within the sales team and provide mentorship.
Financial Management
- Budget Management: Develop and manage operating budgets in a cost-effective manner.
- Budget Tracking: Track and manage budgets for the cluster.
- Reporting: Prepare and submit monthly budget tracking documents and forecasts.
Working Conditions
- Location: Based at the Support Office with frequent travel within the designated cluster.
- Field Work: Spend 60% of time in the field.
Person Specification
Education
- Degree: BA in Pharmacy is mandatory
- Preferably if a BA/MA in Business or Marketing.
Experience
- Experience: Minimum 4-6 years of relevant sales or medical rep experience, including sales data collection and analysis.
- Preferably with experience of 2 years of supervising a team in pharmaceutical products sales and promotion.
Knowledge
- Local Business Environment: Understanding of local business environment and practices.
- Sales and Marketing: Strong knowledge of sales and marketing.
- Monitoring and Evaluation: Knowledge of M&E with a focus on sales MIS.
- Preferred Knowledge: Knowledge of sexual reproductive health products is preferred.
Skills, Attitudes, and Attributes
- Advanced written and verbal communication skills.
- Excellent interpersonal and presentation skills.
- Excellent in teamwork and coordination
- Proficiency in data entry and analysis software.
- Ability to work with limited supervision and under pressure.
- Strong attention to detail and analytical skills.
- Supportive of pro-choice values.