Head of Sales

Description

• PSI seeks to employ a Head of Sales that will help us execute to strategy focusing on generating profitable and or sustainable growth of the business. This function of the business is tasked with devising and managing strategies and techniques for achieving consistent and profitable growth in sales revenues and targets through effective planning, deployment and management of sales personnel
• The incumbent is responsible for keeping the team motivated in order to achieve sales targets and thereby achieving the strategic objectives and continuously generating new opportunities for the organisation
• The Sales Manager will drive and implement PSI Sales agenda, strategy and policy for the organisation and respective geographic locations in order to achieve the sales and business results for the country. Sales Manager must ensure that the sales goals of the company are met across all sectors and regions. He/she is to coordinate with other functions in order to develop an effective sales strategy as well as building and maintaining a high-performance regional sales team to effectively achieve business objectives

Duties

Revenue & Budget Responsibility

• Responsible for developing & managing overall sales objectives for the responsible countries
• Works in close association with commercial teams to deliver local revenue targets
• Manages the sales/co-op team budgets /expenses
• Provide input into regional pricing & discount guidelines based on the competitive environment /field intellegence
• Ensures delivery within role and ensures team works within OpEx guidelines
• Provide sales management, budget control, commission programs and incentive planning

Strategic and financial sales forecast plan

• Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary
• Provide strategic and operational directions to promote sales growth
• Maintain annual strategic plans, gather sales intelligence for tactical decision making
• Ensure accurate sales forecasts for both short and long term
• Analyze revenue growth and monitor profit margins and targets
• Implement the sales plans for the team in order to motivate and reward them for their performance and achievement of PSI sales targets on time
• Establish effective reporting and forecasting processes for the sales team in order to ensure timely and up to date reporting of the PSI sales
• Collaborate cross functionally to align and identify opportunities to support the achievement of PSI sales objectives and profitability for the business
• Lead and manage the PSI sales team by developing and motivating them in order to achieve the objectives and advance their career
• Manage to meet/exceed monthly, quarterly and annual sales forecasts
• Proactively identify changes within the industry, and competitive pressures to develop and modify strategies and tactics accordingly
• Provide input to strategic planning by way of enhanced product/service development proposals and tracking of sales trends and behaviours

Maintain customer centric solutions

• Ensure customer relations and conduct customer surveys to ensure satisfaction and provision of services
• Interact with QA/RA on strategic affairs and corrective action needed
• Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews
• Constatntantly engage with distributors to ensure effective & efficient distibution accross all channels/custmer segment
• Conduct joint business planning & regular business reviews with all major customer groups
• Analyses sales data in order to identify strengths and weakness of customers
• Networks with potential customers and business partners in an effort to promote certain products
• Prepare and present sales presentations to Customers and leadership team.
• Management of the relationship between the Sales and Merchandising Agency and PSI South Africa
• Develop and Monitor the Sales and Merchandising scorecard at an aggregate level

Collaborate with peers to optimise core business and create sales culture

• Create a sales culture through development and coaching, ensure sound performance management processes, staff succession plans and continuously scout for talent
• Establish effective relationships and collaborations with other departments (Marketing, Finance, Regulatory & Quality , HR, etc.) to address key business issues and opportunities
• Ensure professional effective launching of new/line extension products

Sustain business ethic, and compliance to regulations

• Inclusive of PSI busniess code of conduct & ethics and industry associations keeping abreast of all codes and regulations, ensure standard operating procedures are adhered to and uphold the Compliance Culture and Philosophy of the Company within the Pharma/Device Industry

Driving Commercial Excellence

• Ensures team cohesion & drives delivery of efficient and high-quality deliverables to support the Sales organization
• Leads & provides guidance to an efficient and high-quality team & promotes synergy and best practice sharing among resources, drives active cross-functional collaboration to ensure success of all marketing / commercial projects & launch excellence
• Managing high standards of communication and delivering best in class services
• Provides guidance on training requirements in relation to Commercial processes
• Actively involved in management of business reviews
• IQVIA TPM Market and Marketing Intelligence & Competitor Insightsrelevant contracts managements
• Providing BD&L support; digital governance while ensuring alignment across Regional and Global processes as well as overseeing and adhering to PSI Ethics & Compliance principles
• Ensures strict adherence to the local Regulatory Guidelines as well as Marketing Code of Practice

Requisites

• Bachelor’s degree in Sales/Commerce/Marketing/Business Administration or related discipline, or the equivalent education and experience are required
• Minimum of 3-5 years of experience in a Sales Management position with demonstrable line management experience
• Proven experience within Pharmaceutical Industry (Private & Public Sector) is a key advantage
• Proven experience within distributor model (DX model) is crititical in this postion
• Proven experience in dealing with public sector tenders is crucial
• Experience and knowledge of data warehousing and management. Good grasp & knowledge of IQVIA/IMS/ImpactRx and other data sources, QlikView is beneficial
• Strong communication, planning, negotiation, networking, analytical, people & influencing skills, across different levels of the organization, and an ability to work under pressure
• Must be proficient in written and spoken English & other local laguage capbilites.
• Professional driving license

Notes

• Only shortlisted applicants will be contacted