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Regional Sales Coach

1 month ago

Durban, KwaZulu-Natal, South Africa ATripleA Recruitment and Temps Full time
Job Title: Regional Sales Coach

We are seeking a highly skilled and experienced Regional Sales Coach to join our team at ATripleA Recruitment and Temps. As a Regional Sales Coach, you will be responsible for expanding our customer base and mentoring our team of Sales Representatives. Your primary goal will be to ensure 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 Responsibilities:
  • 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 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 analyse 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 organising skills
  • Self-discipline and effective administration skills
  • Self-motivated
  • Able to develop and maintain systems and processes
  • Driver's licence 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 & coaching representatives
  • Regional Sales Coach will be trained on responsibilities & expectations during on-boarding process
  • 4Dx Measurement & Expectation will set performance standard
  • Demerit system will be used to manage errors and non-compliance