Pharmaceutical Regional Sales Coach
Lumina Personnel
- Durban, KwaZulu-Natal
- Permanent
- Full-time
- To be successful in this role, you should have previous experience managing the operation of a team while taking accountability for reaching targets.
- You should also be able to remotely supervise a sales team and set profitable goals.
- Our ideal candidates combine excellent communication skills with a strategic mindset.
- Ultimately, you will ensure your area of responsibility meets and exceeds the expectations of our business objectives and contributes to our company’s success in the long run.
- Coaching of the Sales Team is of the utmost importance, to ensure that the team members stay up to standard and relevant in the field they work in.
- 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 detailed sales representatives to ensure that they increase awareness and use of the company’s products to doctors and specialists
- Set targets concerning influencing the prescribing habits of doctors and specialists
- Monitor and develop individual performance
- Continually update own knowledge and provide training and coaching to staff regularly
- Conduct field visits with staff to evaluate performance & marketing strategy execution
- Develop a strong and cohesive team that supports each other
- 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 all identified clients on a regular and sustainable basis
- Analyse data and provide weekly/monthly summaries to the 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 cooperation 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, and 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 interpret, present, and discuss this data with health professionals during presentations
- Keep abreast of new developments in the pharmaceutical industry, and 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
- Develop and maintain relationships with key detail clients (KOLs)
- Ensure a high level of satisfaction with service and products by key detail clients
- Conduct sales and marketing activities to grow new business opportunities
- 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 the sales team's weekly accountability meeting
- Submit & Manage 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
- Updated product knowledge
- Competitor knowledge and
- Market knowledge and understanding
- Matric
- BSc/BA in business administration, sales, or a relevant field
- Medically related or Science Degree will be an advantage
- Minimum 3 years of Management Experience
- Minimum 5 years of sales Representative Experience
- Experience in sales and providing solutions based on customer needs
- Strong communication and interpersonal skills with an aptitude for 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 the 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 is 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 the onboarding process
- 4Dx Measurement & Expectation will set the performance standard
- A demerit system will be used to manage errors and non-compliance