Pharmaceutical Regional Sales Coach

5 months ago

KwazuluNatal, South Africa The Vine Partners (Pty) Ltd Full time

**Main Purpose**:
We are looking for a Regional Sales Coach to expand our customer base and mentor our team of Sales Representatives as well as ensuring the effective performance of a team of Detail Sales representatives who are responsible for increasing the awareness and use of the company’s products to doctors and specialists
- To be successful in this role, you should have previous experience managing the operation of a team while taking accountability for reaching targets.
- You should also be able to remotely supervise a sales team and set profitable goals.
- Ultimately, you will ensure your area of responsibility meets and exceeds the expectations of our business objectives and contributes to our company’s success in the long run.
- Coaching of the Sales Team is of the utmost importance, to ensure that the team members stay up to standard and relevant in the field they work in.


**Key Performance Areas**:
Responsibilities for Sales:

- Create regional sales plans in alignment with business objectives
- Support representatives & key account managers with day-to-day operation
- Evaluate customer and individual performances
- Report on regional sales results
- Identify hiring needs, select, and train new sales representatives
- Deliver the annual budget for the area of responsibility
- Analyse regional market trends and discover new opportunities for growth
- Address potential problems and suggest prompt solutions
- Participate in decisions for expansion or acquisition
- Suggest new services/products and innovative sales techniques to increase customer satisfaction
- Manage the performance of a team of detail sales representatives to ensure that they increase awareness and use of the company’s products to doctors and specialists
- Set targets with regard to influencing the prescribing habits of doctors and specialists
- Monitor and develop individual performance
- Continually update own knowledge and provide training and coaching to staff on a regular basis
- Conduct field visits with staff to evaluate performance & marketing strategy execution
- Develop a strong and cohesive team that supports each other

Data analysis
- Review information from various sources e.g., Market share targets, market data, etc to review performance and identify areas for future growth
- Provide relevant and timeous information to staff to support their sales efforts
- Maintain and manage records to ensure that reps call on all identified clients on a regular and sustainable basis
- Analyse data and provide weekly/monthly summaries to manager
- Monitor competitor activity and competitors’ products
- Making use of sales data on doctor prescribing habits to increase sales
- Developing sales and marketing strategies
- Develop overall sales strategies to increase the performance of the detail team
- Ensure that staff implement strategies in their respective areas
- Promote close co-operation with between detail and retail representatives
- Monitor the success or otherwise of sales strategies and take corrective action where needed
- Work closely with the product managers to support marketing strategies for products, and roll these down into the team
- Plan and implement presentations, events, entertainment to support overall sales objectives
- Keep to date with the latest trends and medical trials supplied by the company to optimize sales opportunities and interpreting, presenting, and discussing this data with health professionals during presentations
- Keep abreast of new developments in the pharmaceutical industry, anticipate potential
- positive and negative impacts on the business and adjust the team’s sales strategy accordingly
- Develop strategies for increasing opportunities to meet and talk to key contacts in the medical sector

Key client support
- Develop and maintain relationships with key detail clients (KOL’s)
- Ensure a high level of satisfaction with service and products by key detail clients
- Conduct sales and marketing activities to grow new business opportunities

Daily & Periodic Duties:

- Attend & host daily huddle meetings
- Execution of daily 4Dx lead measures
- Deliver daily sales goals
- Daily system compliance on Repwise, Power BI, Smartsheet, Sweet process (SOP)
- Attend & host sales team weekly accountability meeting
- Submit & Manager sales team weekly 4Dx results
- Submit weekly route planner
- Attend & host sales team monthly accountability meeting
- Submit monthly business review report
- Submit monthly travel planning
- Deliver monthly 4Dx requirements
- Deliver monthly sales target
- Complete quarterly business reviews
- Deliver quarterly sales goals & expectations
- Attend half year cycle meetings & annual conference
- Attend head office meetings

Product Knowledge:

- Updated product knowledge
- Competitor knowledge and
- Market knowledge and understanding

**Minimum Requirements**:

- Matric
- BSc/BA in business administration, sales or relevant field
- Medically related or Scie

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