Head Of Scientific Sales

3 weeks ago

Pretoria, Gauteng, South Africa Findojobs South Africa Full time

Job title : Head of Scientific Sales (JHB North)

Job Location : Gauteng, Johannesburg Deadline : April 21, 2025

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 the company's customer base (GPs, Specialists, KOLs) and ensures its strong presence.

KEY RESPONSIBILITIES

  1. 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 to consistently optimize the business's commercial performance.
  • 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 enhanced and implemented.
  • Ensuring flexibility in making decisions, processes, and disruptions in the market or industry.
  • Maximising virtual opportunities where required.
  • 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.
  • 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 manage 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

  1. 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.
  • Effective problem solving and decision making.
  • Commercial and strategic awareness.
  • Independent and self-directed individual that can drive execution.
  • Effective interpersonal skills.
  • The ability to communicate effectively (written and verbal) is essential.
  • Ability to think strategically and innovatively around total rewards.
  • Sales/Retail/Business Development jobs.
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