Regional Sales Manager Hub Sub-sahara Africa Care

2 weeks ago

Johannesburg, Gauteng, South Africa Fresenius Medical Care Full time

1) Main tasks:

  • Tasks performed regularly which form the essential characteristics of the position.
  • Local Management and Steering
  • Prepare, monitor and manage the annual regional Sales budget
  • Provide Head of Sales with the necessary information and data for the development of the overall cluster strategy
  • Propose the Head of Sales longterm sales strategies for the respective region, transferred into tactical plans, the annual business plan and budget
-
Operations:

  • Get market insights and provide Head of Sales Regional Hub SSA with market / competitor data, prices, trends in order to determine market demand and market potential as well as competitors' market shares
  • Sell and promote products
  • Further develop the product range as well as market entry into new fields of therapy for the respective countries in close collaboration with Head of Sales.
  • Define actions for the respective region (strategy into operations)
  • Conduct feasibility studies regarding investments which are necessary to develop the market
  • Process tenders in close collaboration with Head of Sales and Sales Contract Analyst.
  • Prepare contracts in close collaboration with Legal.
  • Negotiate prices with targeted segment aligned to strategic initiatives.
  • Find out sales and price structures of competitors
  • Respond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
  • Facilitate audit requirements
  • Manage key accounts

Relationship Management

  • Maintain existing customer contacts and create new contacts
  • Maintain contacts and negotiations with, endusers, KOLs, Nephrologist consultants, institutions and key accounts
  • Steer and guide new customers
  • Engage actively in local healthcare communities and networks
  • Keep up a strong customer orientation

Leadership

  • Defines targets for direct reports and follows up on achievement
  • Set the overall direction for regional activities considering the corporate strategy and the big picture of internal and external aspects in coordination with the Head of Sales.
  • Support team selection and setup according required expertise, in close cooperation with the related line managers
  • Ensure a highly motivated team and a professional, customer oriented and solution focused way of working within the team
  • Drives people development by identifying and coaching talents and ensuring a transparent and participative communication
  • Identifies and drives changes in a futureoriented, solutionoriented and proactive manner.

Management & Steering

  • Is responsible for the operational results of business in area of responsibility.
  • Drives and monitors business results and initiates corrective actions.
  • Ensures the proper implementation of all relevant corporate strategies, policies and standards
  • Ensures compliance with all relevant regulations.

Commercial & Finance

  • Participates in the development and preparation of shortterm and longrange plans and budgets based upon broad organization goals and objectives. Recommends their adoption and implementation in region of responsibility
  • Participates in the preparation of forecast reports on sales and marketing strategies and plan, organize and implement the strategies to achieve sales targets and company's profitablility
  • Directs internal operations to achieve budgeted results and other financial criteria
  • Manage work processes, schedules and plans to ensure service delivery in accordance with the company commitments and client (patient, doctor, funder) requirements and contracts
  • Appraises and evaluates the results of overall operations regularly and systematically and reports these results to the Head of Sales

Human Resources

  • Implement HR strategies and initiatives aligned with the overall business strategy
  • Foster employee relations by addressing demands, grievances or any other employment issues including conflict management to ensure a healthy work environment
  • Managing the recruitment and selection process in conjunction with HR
  • Conduct orientation, train and coach the sales team in execution of daily tasks and to maximize productivity
  • Nurture a positive working environment
  • Drives a highperformance culture by managing and overseeing performance standards of team.
  • Strong support for the compliance standards
  • Ethical leadership style through integrity and exemplary behavior
  • Observance and implementation of corporate values in daily business

2) Secondary tasks:

  • Top line revenue for Care Enablement
  • Profit as per budget
  • Reduce DSO and bad debt
  • Customer Retention
  • KOL management: customers and competitors
  • Align region segmentation with staff routine: Gold customers and Silver customers
  • Contract management
  • Tender management
  • People management and development
  • Ability to work in a matrix
  • Legal compliance and regulatory
  • Research on latest renal articles keep updated with latest news
  • Stakeholder management
1) Req

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