Regional Manager

Industry:  Hospitals & Chain Pharmacy Stores

Department:               Sales and Marketing

Directly supervises:    Sales and Marketing Managers, Key Account Managers

Job Summary; Provides leadership for the sales and marketing staff towards maximizing sales revenue in line with the corporate objectives within the region:

Tasks and responsibilities

• Meet regional sales financial and targets objectives by forecasting requirements.
• Create and implement effective sales strategies and lead regional Company sale representatives toward achievement of corporate sales objectives.
• Provide leadership through effective communication of vision, active coaching and development, sales management, budget control, while comparing sales results to goals and taking appropriate action to correct when necessary.
• Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
• Proactively identify changes in healthcare delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly. Collecting customer feedback and market research
• Prepare daily, weekly, monthly, quarterly and annual sales forecasts and projections in line with the regional targets.
• Meet and exceed monthly, quarterly and annual sales and payments forecasts and budgets. Compiling and analysing sales figures. Monitoring your team’s performance and motivating them to reach targets
• Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
• Supervise and attend clinical meetings, seminars, and conferences as appropriate.
• Manages accounts receivables and ensures collections.
• Develop and supervise a strategic business and marketing plan in order to meet or exceed allocated sales targets.
• Develop long-term profitable customer relations through effective negotiation and relationship building techniques.
• Establishes sales objectives by creating a RTM sales plan and targets for regions/territories in support of national objectives. Increasing business opportunities through various routes to market.
• Maintains and expands customer base by counselling company sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Implements trade promotions by publishing, tracking, and evaluating trade spending.
• Establishing, maintaining and expanding your customer base. Strengthening existing Distributors, Pharmacy outlets, health centre, distribution network and its augmentation. Possibly dealing with some major customer accounts by self.
• Building competent, effective, and efficient and result oriented sales organization.
• Coordination with manufacturing, and supply chain function on availability and delivery of products. Dealing with commercial activities pertaining to sales and marketing functions viz credit policy, controlling bills/receivables, incentive schemes, etc.
• Any other tasks as assigned from time to time.

Job Requirements

• Bachelor’s degree in Biological Medical Sciences, Business Administration, Marketing, or a related field.
• Minimum of 6years of proven sales experience in FMCG, over-the-counter (OTC) pharmaceuticals, or mass-market dietary supplements.
• Demonstrated success in managing high-volume distribution and field merchandising campaigns.
• An existing, active network of relationships with wholesale drug markets, pharmacy chains, and retail buyers.
• Strong commercial negotiation, sharp analytical skills for tracking shelf metrics, and high field execution energy.

Key Performance Indicators:

• Sales budget achievement.
• Retention and satisfaction.
• Business expansion (Health institutions and Trade sector).
• Sales Revenue Growth.
• Debt management
• Accuracy and timeless of sales reports
• Staff expense control.
• Staff learning and development.
• To grow the customer base, business volume and overall market share of the company.