Regional Sales Coach

Main Purpose:

We are seeking a highly skilled Regional Sales Coach to expand our customer base and mentor our team of Sales Representatives. The successful candidate will be responsible for ensuring the effective performance of a team of Detail Sales representatives who are responsible for increasing the awareness and use of our company's products to doctors and specialists.

Key Performance Areas:Responsibilities for Sales:

• Create regional sales plans in alignment with business objectives and drive revenue growth.
• Support representatives and key account managers with day-to-day operations, ensuring seamless execution of sales strategies.
• Evaluate customer and individual performances, identifying areas for improvement and implementing corrective actions.
• Report on regional sales results, providing actionable insights to inform business decisions.
• Identify hiring needs, select, and train new sales representatives to ensure a high-performing team.
• Deliver the annual budget for the area of responsibility, ensuring alignment with business objectives.
• Analyze regional market trends and discover new opportunities for growth, driving business expansion.
• Address potential problems and suggest prompt solutions, ensuring minimal disruption to sales operations.
• Participate in decisions for expansion or acquisition, providing expert advice on sales strategies.
• Suggest new services and products to increase customer satisfaction and drive sales growth.
• Manage the performance of a team of detail sales representatives, ensuring they increase awareness and use of our products to doctors and specialists.
• Set targets with regard to influencing the prescribing habits of doctors and specialists, driving sales growth.
• Monitor and develop individual performance, providing coaching and training to ensure team success.
• Continually update own knowledge and provide training and coaching to staff on a regular basis, ensuring they are equipped to meet sales targets.
• Conduct field visits with staff to evaluate performance and marketing strategy execution, providing feedback for improvement.
• Develop a strong and cohesive team that supports each other, driving sales growth and customer satisfaction.
• Review information from various sources, such as market share targets, market data, and competitor activity, to review performance and identify areas for future growth.
• Provide relevant and timely information to staff to support their sales efforts, ensuring they are equipped to meet sales targets.
• Maintain and manage records to ensure that reps call on all identified clients on a regular and sustainable basis, driving sales growth.
• Analyze data and provide weekly/monthly summaries to management, informing business decisions.
• Monitor competitor activity and competitors' products, identifying opportunities for differentiation and growth.
• Making use of sales data on doctor prescribing habits to increase sales, driving revenue growth.
• Develop overall sales strategies to increase the performance of the detail team, driving sales growth and customer satisfaction.
• Ensure that staff implement strategies in their respective areas, driving sales growth and customer satisfaction.
• Promote close co-operation between detail and retail representatives, driving sales growth and customer satisfaction.
• Monitor the success or otherwise of sales strategies and take corrective action where needed, ensuring minimal disruption to sales operations.
• Work closely with product managers to support marketing strategies for products, rolling them down into the team, driving sales growth and customer satisfaction.
• Plan and implement presentations, events, and entertainment to support overall sales objectives, driving sales growth and customer satisfaction.
• Keep up-to-date with the latest trends and medical trials supplied by the company, optimizing sales opportunities and interpreting, presenting, and discussing this data with health professionals during presentations.
• Keep abreast of new developments in the pharmaceutical industry, anticipating potential positive and negative impacts on the business and adjusting the team's sales strategy accordingly, driving sales growth and customer satisfaction.
• Develop strategies for increasing opportunities to meet and talk to key contacts in the medical sector, driving sales growth and customer satisfaction.

Key Client Support:

• Develop and maintain relationships with key detail clients (KOLs), ensuring a high level of satisfaction with service and products.
• Conduct sales and marketing activities to grow new business opportunities, driving sales growth and customer satisfaction.

Daily & Periodic Duties:

• Attend and host daily huddle meetings, ensuring team alignment and goal setting.
• Execution of daily 4Dx lead measures, driving sales growth and customer satisfaction.
• Deliver daily sales goals, ensuring team accountability and performance.
• Daily system compliance on Repwise, Power BI, Smartsheet, and Sweet process (SOP), ensuring seamless execution of sales strategies.
• Attend and host sales team weekly accountability meeting, driving team performance and sales growth.
• Submit and manage sales team weekly 4Dx results, informing business decisions.
• Submit weekly route planner, ensuring efficient use of time and resources.
• Attend and host sales team monthly accountability meeting, driving team performance and sales growth.
• Submit monthly business review report, informing business decisions.
• Submit monthly travel planning, ensuring efficient use of time and resources.
• Deliver monthly 4Dx requirements, driving sales growth and customer satisfaction.
• Deliver monthly sales target, ensuring team accountability and performance.
• Complete quarterly business reviews, informing business decisions and driving sales growth.
• Deliver quarterly sales goals and expectations, ensuring team alignment and goal setting.
• Attend half-year cycle meetings and annual conference, driving team performance and sales growth.
• Attend head office meetings, ensuring alignment with business objectives and driving sales growth.

Product Knowledge:

• Updated product knowledge, ensuring staff are equipped to meet sales targets.
• Competitor knowledge and market knowledge and understanding, driving sales growth and customer satisfaction.

Minimum Requirements:

• Matric.
• BSc/BA in business administration, sales, or relevant field.
• Medically related or Science Degree will be an advantage.
• Minimum 3-year management experience.
• Minimum 5-year sales representative experience.
• Experience in sales and providing solutions based on customer needs.
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
• Excellent organizational skills.
• Ability in problem-solving and negotiation.
• Proven managerial abilities.
• Computer literate and able to effectively use Excel and PowerPoint.
• Strong knowledge of pharmaceutical market.
• Good knowledge of medical terms and applications, e.g., understanding of anatomy, physiology, disease, and pharmaceutical treatments.
• Good knowledge and proven application of administration processes, systems, and practices.
• Effective manager and leader.
• Results-driven.
• Able to analyze data, make projections, and implement new strategies.
• Professional and presentable.
• Good communicator with excellent interpersonal skills.
• Able to motivate and manage staff.
• Good planning and organizing skills.
• Self-discipline and effective administration skills.
• Self-motivated.
• Able to develop and maintain systems and processes.
• Driver's license required.
• Own motor vehicle.
• May be required to work overtime.
• Regional Sales Coach must live in the area that he/she is responsible for as weekly meeting attendance with teams are required for this position.
• Regional Sales Coach will be required to travel 80% of their time calling on customers and coaching representatives.
• Regional Sales Coach will be trained on responsibilities and expectations during onboarding process.
• 4Dx Measurement & Expectation will set performance standard.
• Demerit system will be used to manage errors and non-compliance.

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