Head Of Sales

Head of Sales - Kidney Care | SADC & SSA
Johannesburg, South Africa | Posted on 03 / 10

The Sales Head for SADC & Sub-Saharan Africa (SSA) is responsible for the development and execution of OurClient's Kidney Care range sales and growth strategies in the region. This role requires leading the sales and marketing teams, both within the portfolio, and with key distributors, ensuring the success of Our Client's Kidney Care product portfolio, including Acute, PD (Peritoneal Dialysis), and HD (Hemodialysis) therapies. The Sales Head will manage significant regional projects and is tasked with meeting ambitious sales and profitability goals in a fast-evolving healthcare landscape. This includes ensuring distributor relationships, market penetration, and compliance with Our Client Kidney Care's strategic goals. The yearly sales target starts from USD 30M onward.

1. Develop and execute strategies to drive profitable growth for OurClient's Kidney Care product portfolio, including PD, HD, and Acute therapies.
2. Manage and optimize distributor relationships, ensuring high-performance outcomes and alignment with company objectives.
3. Lead the regional organization in meeting both short- and long-term P&L objectives, driving market expansion, sales, and profitability.
4. Identify new business opportunities, including opening new markets and expanding product offerings in key areas of SADC and SSA.
5. Oversee large-scale projects, including distributor transitions, ensuring successful implementation and sustainable growth.
6. Engage with key opinion leaders (KOLs), medical societies, and stakeholders to drive product acceptance and adoption in healthcare systems across the region.
7. Ensure regulatory compliance, ethical business practices, and adherence to internal policies.
8. Drive improvements in market access, pricing, and reimbursement frameworks, particularly in government and private healthcare sectors.
9. Support digital transformation initiatives, including the use of tools like TrueVue Analytics and Sharesource for PD monitoring and optimization.
10. Collaborate with cross-functional teams to streamline processes, manage costs, and maximize resource utilization.

1. Distributor Management: Lead and manage large-scale distributor transitions, including strategies to grow market share and improve efficiencies in key regions.
2. Market Expansion: Drive efforts to expand portfolio footprint in SADC and SSA, with a specific focus on PD and Acute therapy penetration, particularly in underdeveloped markets.
3. New Product Launches: Support the launch and growth of strategic products such as Citrate and Extraneal, focusing on maximizing sales in key markets.
4. Regional Projects: Oversee key initiatives and other strategic initiatives aimed at boosting the portfolio's regional influence.

1. Qualifications
   Education: Bachelor's degree in Business, Marketing, or related field. An MBA or other advanced degrees would be an advantage.
2. Experience: 15-20 years of experience in sales and marketing within the healthcare or pharmaceutical industry, with a focus on the SADC and SSA regions.
3. Distributor Management Expertise: Proven track record of managing distributor relationships and leading large-scale regional projects.
4. Leadership: Strong ability to lead cross-functional teams, mentor staff, and inspire high-performance across diverse regions.
5. Market Knowledge: Deep understanding of market trends, pricing structures, and healthcare dynamics in the SADC & SSA regions.
6. Regulatory Compliance: Familiarity with regional healthcare regulations, pricing, and reimbursement frameworks.
7. Communication: Fluent in written and spoken English. Additional languages spoken in the region are a plus.
8. Travel: Ability to travel extensively within the assigned region to meet with stakeholders, manage projects, and ensure business continuity.
9. Strategic Leadership: Proven ability to develop and execute growth strategies aligned with company objectives.
10. Sales and Marketing Expertise: Deep understanding of sales strategies, market dynamics, and commercial operations within the healthcare, medical device, or pharmaceutical industries.
11. Distributor and Stakeholder Management: Expertise in managing high-performance distributor relationships, including contract negotiation, performance tracking, and KPI management.
12. Project Management: Experience leading and executing large-scale regional projects, such as distributor transitions and market expansion initiatives.
13. Market Knowledge: In-depth knowledge of the SADC and Sub-Saharan Africa healthcare markets, including local regulations, healthcare systems, and market trends.
14. Communication and Negotiation: Excellent verbal and written communication skills, with the ability to engage and influence a wide range of stakeholders.
15. Analytical Skills: Ability to assess market trends, financial data, customer needs, and competitive intelligence to inform business decisions.
16. Digital and Technological Proficiency: Familiarity with digital tools like TrueVue Analytics, Sharesource PD Tools, and other cloud-based solutions to drive efficiency and performance in the sales process.
17. Problem-Solving and Innovation: Ability to identify business challenges and provide innovative solutions to drive growth.

The ideal candidate for the Sales Head SADC & SSA role should have extensive experience in sales, business development, and leadership within the healthcare, pharmaceutical, or medical device industries. They must possess a deep understanding of the healthcare market dynamics in the SADC and Sub-Saharan Africa (SSA) regions, including regulations, reimbursement systems, and healthcare delivery models. The candidate should have substantial experience managing distributor relationships, negotiating contracts, and driving high-performance results in complex, multi-market environments. A strong financial acumen is required, with the ability to manage P&L, budgets, and financial metrics like Net Sales and Standard Gross Profit (SGP), ensuring profitability and cost control. They should be well-versed in Our Client Kidney Care's product portfolio, particularly Acute, Peritoneal Dialysis (PD), and Hemodialysis (HD) therapies, and knowledgeable about key products such as Citrate and Extraneal. Experience with market access strategies and engaging with key opinion leaders, regulatory bodies, and healthcare providers is essential. The candidate must also demonstrate leadership in managing large-scale regional projects, like distributor transitions, and have a proven track record in expanding market reach, launching new products, and driving regional growth strategies. Familiarity with digital tools like TrueVue Analytics and Sharesource, as well as experience in optimizing sales processes and leveraging digital marketing, is a strong advantage. They should also be equipped with strong project management skills and experience leading cross-functional teams to drive strategic business initiatives and ensure compliance with both regional and corporate standards.