Head of Scientific Sales

4 days ago

Johannesburg, Gauteng, South Africa Aspen Pharma Group Full time
Job title : Head of Scientific Sales (JHB North)Job Location : Gauteng, JohannesburgDeadline : April 21, 2025Quick Recommended Links
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OBJECTIVE OF ROLE

  • To oversee the Scientific Sales division on a national level, leading into developing sales managers, while maintaining, and growing the business, market share of Aspen Pharmacare. Designing and implementing a strategic sales plan that expands company's customer base (GPs, Specialists, KOLs) and ensure its strong presence. 

KEY RESPONSIBILITIES 

Establish strategies to guide the division

  • Analyse organisation's external operating environment.
  • Give purpose to the shared strategic intent of the division.
  • Define values and policies to guide the work of the division.
  • Develop divisional business plan according to company values.
  • Market the organisational strategy to ensure support across the business.
  • Analyses patterns in industry and market behaviour, and subsequently defines data-driven action strategies in order to consistently optimize the business's commercial performance. 

Translate strategies into interventions

  • The generation and allocation of available resources is reviewed and actioned.
  • Alternative solutions are analysed and evaluated according to urgency.
  • Measures and criteria to evaluate organisation performance are developed.
  • Evidence / results of success are presented and measured against the business plan.
  • Effectively communicate the value proposition through proposals and presentations to ensure buy-in, consistency,  and alignment across the division.
  • Lead, guide, and direct Sales Managers to drive this within their respective teams to implement the sales strategy and reach and exceed targets. 

Investigate and respond to business environment (market) needs 

  • Environmental scanning, organisational effectiveness, competitor, and market analysis is conducted.
  • Customer needs are assessed.
  • Improvements in services and products are implemented.
  • Best practice operations are implemented and modified on an ongoing basis.
  • Feedback from team, customers and suppliers is accessed and communicated regularly.
  • Lead and guide Sales Managers to manage their territories effectively and provide market and industry insights. 

Review and refine processes and procedures

  • Information required for operations/projects is researched, collected, and documented.
  • Information is consistent with the business plan.
  • Contingency measures are developed and adopted to ensure output satisfaction/quality/productivity excellence.
  • Work processes are evaluated in terms of business objectives.
  • Opportunities for system and process improvements are enhances and implemented.
  • Ensuring flexibility in making decisions, processes, and disruptions in the market or industry.
  • Maximising virtual opportunities where required. 

Customer service

  • Leading through sales managers and their respective teams to ensure  queries are followed up and resolved in the shortest possible timeframe within policy framework.
  • Handling strategic and escalated customer interactions.
  • A professional attitude is displayed when responding to a customer's needs.
  • Continuously ensuring methods for improving customer services within the Scientific Team are researched, developed, and executed by the sales team.
  • Internal and external customers are constantly updated as to the progress of their queries. 

Financial 

  • Manpower requirements are identified for maximum productivity.
  • Budgets are prepared according to operational requirements.
  • Establish sales objectives by forecasting and developing annual sales targets for regions and territories; projecting expected sales growth and targets for product portfolios. Budget accountability.
  • Proposals for expenditure are evaluated and annual budget prepared.
  • Expenditure is controlled / reviewed against budgets.
  • Monthly reporting on budgets 

Leading and guiding sales managers to drive and maage their teams effectively by identifying development / training needs of self and team 

  • Holding Sales Managers accountable for the performance in their teams, which is monitored against input and output target standards. Ensuring regular reports, presentations, and reviews are done to ensure accountability.
  • Through reporting and analytics, validate the quality of the data and provide guidance to improve the overall data quality.
  • Individual goals are developed and aligned to team goals and roles are clearly defined as per role profile.
  • Performance discussions are held regularly to identify learning requirements.
  • Ensuring the division operates effectively and is aligned to the overall organisational goals, strategies in line with the company values. 

Resolve IR issues

  • Performance issues are accurately identified, and action is instituted.
  • Potential conflict is resolved according to IR procedures.
  • Disciplinary action is taken according to the IR policy – in cases of extreme poor performance and inappropriate behaviour by staff.
  • Leading and carefully evaluating restructures within the division to ensure the changes will create success. 

Learning and Growth

  • Provide ongoing assessment and feedback of development
  • Learning achievements are acknowledged to improve staff performance and motivation.
  • Team effectiveness is facilitated and assessed against standards and contingencies applied when required.
  • On the job assessment and feedback occur timeously.

Requirements
EDUCATIONAL REQUIREMENTS

  • Relevant Medical Science or Commercial degree
  • MBA or post degree qualification an advantage 

KNOWLEDGE & EXPERIENCE REQUIREMENTS

  • Min 8-10 years Sales / Marketing management experience
  • Min 5 years Strong Management experience at a Senior level
  • Experience in setting and strategizing of departmental budgets including Forecasting
  • Experience in customer negotiations i.e., Trade / Contracts
  • Computer skills on an advanced level - MS Word, MS Excel, and MS PowerPoint
  • A solid understanding of Pharmaceutical industry and market trends.
  • Deep working knowledge of different data sources
  • Deep technical knowledge of project management, data analysis, and business intelligence
  • Ability to interpret financial modelling
  • Vast experience on managing and leading a big team of sales managers and sales representatives
  • In-depth knowledge of the Pharmaceutical processes.
  • Comprehensive knowledge and understanding of current marketing and compliance legislation
  • Knowledge of finance and budget handling.
  • Knowledge and understanding of current marketing legislation product marketing strategy

SOFT SKILLS REQUIREMENTS

  • Highly numerate
  • Excellent analytical skills
  • Strong capabilities in logical reasoning
  • Results driven
  • Effective problem solving and decision making
  • Commercial and strategic awareness
  • Independent and self-directed individual that can drive execution
  • Influencing capabilities
  • Effective interpersonal skills
  • The ability to communicate effectively (written and verbal) is essential
  • Ability to think strategically and innovatively around total rewards
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