Sales Supervisor (3 Positions)

The Sales Supervisor for a given cluster will focus on managing and supervising sales activities within the designated region. This includes overseeing Sales and Promotion Officers, DLAs, and ensuring effective coordination with Area Program Managers within the cluster.

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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.