Regional Sales Manager Hub Sub-sahara Africa Care

4 months ago

Johannesburg, 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 long-term 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, end-users, 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 set-up 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 future-oriented, solution-oriented 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 short-term and long-range 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 high-performance 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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