Pharmaceutical Regional Sales Coach

2 weeks ago

Durban, KwaZulu-Natal, South Africa Lumina Personnel Full time

Job Title: Pharmaceutical Regional Coach

Location: Parktown, Johannesburg

Salary Package: R CTC.

We are seeking a passionate Regional Sales Coach to broaden our customer base and guide our Sales Representatives to success in increasing awareness and usage of our products among doctors and specialists.

  • To thrive in this role, you should demonstrate prior experience in team management, setting and achieving targets.
  • You must also possess the ability to oversee a sales team remotely and establish profitable goals.
  • The ideal candidate will blend exceptional communication skills with a strategic approach.
  • Your primary focus will be ensuring that your area of responsibility not only meets but surpasses our business objectives, driving long-term success for our company.
  • Providing guidance to the Sales Team is crucial to keep team members at the top of their game and relevant in their respective fields.

Duties and Responsibilities:

Responsibilities for Sales:

  • Develop regional sales plans aligned with business goals
  • Assist representatives and key account managers in day-to-day operations
  • Evaluate customer and individual performances
  • Report on regional sales outcomes
  • Identify recruitment needs, recruit, and train new sales representatives
  • Manage the budget for the given area
  • Analyze regional market trends and explore growth opportunities
  • Tackle potential issues and recommend timely solutions
  • Participate in decisions regarding expansion or acquisition
  • Propose new services/products and innovative sales tactics to enhance customer satisfaction
  • Supervise the performance of a team of sales representatives to boost product awareness among doctors and specialists
  • Set goals to influence the prescribing patterns of doctors and specialists
  • Monitor and enhance individual performance
  • Consistently update your knowledge and provide frequent training and coaching to the staff
  • Conduct field visits with the team to gauge performance and marketing strategy execution
  • Foster a cohesive team environment that fosters mutual support

Data analysis

  • Review data from various sources, such as market share targets and market data, to evaluate performance and identify future growth areas
  • Supply relevant and timely information to the staff to bolster their sales endeavors
  • Maintain and organize records to ensure consistent contact with identified clients
  • Analyze data and present weekly/monthly summaries to the manager
  • Monitor competitor activities and product offerings
  • Utilize sales data on prescribing habits to drive sales
  • Formulate sales and marketing strategies
  • Devise comprehensive sales strategies to enhance team performance
  • Ensure implementation of strategies by the staff in their respective regions
  • Foster close collaboration between detail and retail representatives
  • Assess the success of sales strategies and make corrections when necessary
  • Work closely with product managers to bolster marketing strategies and cascade these down to the team
  • Organize and conduct presentations, events, and entertainment to boost overall sales objectives
  • Stay updated on the latest trends and medical trials provided by the company to optimize sales opportunities and effectively communicate this data to healthcare professionals during presentations
  • Stay informed on new developments in the pharmaceutical sector and anticipate potential impacts on the business, adjusting the team's sales approach accordingly
  • Develop strategies to increase opportunities for engagement with key contacts in the medical field

Key client support

  • Cultivate and nurture relationships with key clients
  • Ensure high satisfaction levels among key clients regarding service and products
  • Conduct sales and marketing initiatives to identify new business prospects

Daily & Periodic Duties:

  • Participate in daily huddle meetings
  • Execute daily lead measures
  • Meet daily sales targets
  • Ensure system compliance on relevant platforms
  • Lead or attend the sales team's weekly accountability meeting
  • Oversee the team's weekly performance results
  • Submit weekly route plans
  • Participate in monthly accountability meetings
  • Prepare and present monthly business review reports
  • Manage monthly travel plans
  • Fulfill monthly requirements and sales targets
  • Complete quarterly business reviews
  • Meet quarterly sales goals and expectations
  • Attend mid-year and annual conferences
  • Engage in head office meetings

Product Knowledge:

  • Stay updated on product information
  • Understand competitors' products
  • Be familiar with market trends and dynamics

Requirements:

  • Minimum education: Matric
  • Preferred: BSc/BA in business administration, sales, or related field
  • Advantageous: Medically related or Science Degree
  • At least 3 years of Management Experience
  • Minimum 5 years of Sales Representative Experience
  • Proven track record in sales and customer-centric solutions
  • Excellent communication and interpersonal skills with the ability to build relationships across all levels
  • Strong organizational and problem-solving abilities
  • Demonstrated leadership and managerial skills
  • Proficiency in Excel and PowerPoint
  • Thorough understanding of the pharmaceutical market
  • Knowledge of medical terminology and applications
  • Skilled in administration processes, systems, and practices
  • Results-oriented with the ability to analyze data, forecast, and implement new strategies
  • Professional, presentable, and effective communicator
  • Capable of motivating and managing staff
  • Strong planning, organizing, and self-discipline skills
  • Self-motivated with a talent for developing and maintaining systems and processes
  • Driver's license and own vehicle required
  • May be required to work overtime
  • Residence in the assigned area is mandatory due to weekly team meetings
  • Extensive travel required for customer interactions and team coaching
  • Thorough training and performance standards will be provided during onboarding
  • A structured measurement and expectation system will be in place
  • A corrective system will address errors and non-compliance

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