Territory Manager

6 months ago

Johannesburg, South Africa Pharma Dynamics (Pty) Ltd. Full time

**KEY RESPONSIBILITIES**

**Promoting Products and Implementing Sales / Marketing Strategies**
- Achieve and exceed set sales targets and growth objectives for the product basket/s within the territory as per company requirements set monthly, quarterly, and annually.
- Effective implementation and execution of set marketing strategies.
- Ensure prudent, responsible and appropriate utilization of the Point of Sale (POS) provided cyclically to support marketing strategies.
- Effective implementation of set KA channel and national sales strategies.
- Manage the sales territory through effective planning, organising and flawless execution on targeted customers of the commercial strategies.
- Utilize the sales data tools to conduct territory, customer, and product analysis to identify gaps and opportunities to drive sales and market share gains.
- Maintain targeted database on Repwise and achieve the expected call rates, frequency, and coverage requirements.
- Detailed record keeping of customer interactions on Repwise, which may include stock counts, products detailed, product related queries and other follow-up notes.
- Effective execution and logging of Product Trainings (including Training Registers) to pharmacists and supporting staff on Pharma Dynamics products, as per set requirements and expectations.
- Submit monthly planners and reports to the relevant line manager to track customer engagement, sales performance, channel strategies, marketing strategies and action plans.
- Implement robust business reviews with key customers to discuss sales performance, growth opportunities and the expansion of the Pharma Dynamics product range / presence in store.
- Building and maintaining positive working relationships with pharmacists and relevant stakeholders in the customer environment.
- Drive pharmacy front shop business by means of merchandising (i.e. window and gondola-end display building, ensuring visibility of shelf & counter-top talkers, stock date
- rotation etc.) and frequent product training in line with training SOPs and requirements.
- Arranging appointments with pharmacists, medical professionals, and other stakeholders within the customer environment, which may include pre-arranged appointments or regular “cold” calling to drive the growth of Pharma Dynamics products and follow through on commercial strategies.
- Work closely with Regional Sales Manager to create effective plans on various business opportunities within the territory and ensure successful execution.
- Monitor competitor activity and competitors’ products.
- Ensure timeous feedback post or during the implementation of marketing-initiated strategies, and ongoing in-field intelligence to the relevant internal commercial stakeholders.
- Keep informed of new developments in the pharmaceutical industry, anticipating potential positive and negative impacts on the business and adjust own sales strategy accordingly.
- Organising functions / workshops / trainings for the designated territory and suitable customer profiling for attendance.
- Ensure compliance with and adherence to the Marketing Code Authority principles as enforced and approved by the company.
- Attendance at external supplier functions / conferences arranged by key accounts or marketing - as required.
- Attend all relevant company meetings, technical data presentations, product launches / training and briefings.
- Compulsory attendance to cycle meetings and conferences.
- Complete country trip and day trips as per territory requirements.
- Keeping up to date with the latest trends and medical trials supplied by the company to optimise sales opportunities and interpreting, presenting, and discussing this data with health professionals / channel stakeholders during engagements.
- Strictly manage and track expense budgets allocated for the role and territory.
- Ensure commercial agreements are successfully implemented with sound business return as per company requirements.
- To comply with set administration / operational SOP standards
- Ensure that activities always comply with company policies, procedures, and regulations.
- Handling of enquiries and complaints quickly and professionally and in accordance with company procedures.
- Work closely with colleagues as a team for territory synergy and share best practice to deliver excellent results.
- Participate and function in larger cross-functional teams to maximize product opportunities and growth.

**PRE-REQUISITES**

**Education**:

- Preferred: Business Degree and / or appropriate industry related - tertiary qualification and / or matric with industry appropriate sales and business diploma.

**Experience**:

- Proven track record of successful sales and customer management skills.
- Exposure and/or experience working in the retail pharmacy environment in relation to generics/OTC and front shop preferred.
- Strong existing relationships with key pharmacies, both independent and corporate, in allocated territory would

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