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.
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
Internal Processes
Ensure consistent compliance to company policies and procedures, corporate governance and relevant legislation within area of responsibility
Timeously complete all assigned training items through Compliance Wire (Company Learning Management System that is a software programme that build, deliver, track and manage training activities)
Keep abreast of company policies, procedures and systems
Strive to consistently apply the company’s vision, mission and values throughout your area of responsibility
Be strategic in solving problems and building and maintaining relationships (both proactively and reactively)
Work cooperatively to achieve a common goal and enhance productivity on a project
Show commitment to performance and quality standards
Maintain any company equipment or property for example vehicle, electronic equipment, sales material and company’s corporate image
Confidentiality: company marketing / sales material, pricing, policies, systems, research and data, not to be discussed outside the organization
Ensure all reported adverse events, medical queries or product quality complaints are reported to the QA/PV within 24 hours as set out in the local procedures
Customers
Maintain relationships with colleagues through team work by:
Maintaining a positive attitude and drive
Conduct yourself in a professional manner that aligns with the values of the company
Responding openly to feedback
Escalating identified problems to appropriate business leaders
Showing willingness to help others; going the extra mile to meet targets and objectives
Managing own disruptive emotions (handles stress in ways that do not negatively impact on the team)
Being open to feedback of performance from various sources
Learning and Individual Growth
Take accountability for the achievement of objectives within own area of control
Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
Provide appropriate resolution for tasks and deadlines not met
Take ownership for driving own career development
Maintain and develop computer literacy: Excel, PowerPoint, Word, and electronic communication
Apply via company website ( N / A ) or
careers.bauschlomb.com
