How will you CONTRIBUTE and GROW?
The Commercial Manager will play a pivotal role in shaping and driving the commercial success of our company, specializing in cutting-edge medical devices for diabetes care. This dynamic role involves overseeing and managing all aspects of the sales and commercial operations, from strategic development and business expansion to contract management and stakeholder engagement. As the leader of our sales team, you will work closely with internal teams and external partners to create and execute strategies that ensure market growth and competitive positioning. A key to success in this role will be your ability to build and maintain strong relationships with critical stakeholders, including doctors, key opinion leaders, hospital directors, private healthcare networks, medical aids, and government bodies such as the National Treasury and Departments of Health. Your mission will be to lead and inspire our sales team, ensuring they are fully equipped with deep product knowledge and advanced selling skills to achieve and surpass our growth objectives. This role offers a unique opportunity to make a significant impact on the company's strategic business plan and to contribute meaningfully to improving the lives of people living with diabetes through innovative healthcare solutions.
Key Responsibilities
Sales Strategy and Execution:
Develop and implement a comprehensive sales strategy to increase market penetration of insulin pumps, CGMs, and related accessories.
Identify new business opportunities and target markets to expand the company's footprint in South Africa.
Establish sales targets, KPIs, and incentives for the sales team to ensure alignment with company goals.
Implement ongoing sales and margins control throughout the month to ensure profitability and alignment with company objectives.
Monitor and analyze market trends, competitor activities, and sales performance to adjust strategies and maximize revenue.
Team Leadership and Management:
Lead, mentor, and manage a team of 6 remote sales executives, ensuring they are motivated and equipped to achieve their sales targets.
Provide regular training and development opportunities for the sales team, focusing on product knowledge, sales techniques, and customer relationship management.
Foster a collaborative team environment that encourages innovation, accountability, and continuous improvement.
Customer and Stakeholder Engagement:
Spend time in the field with customers, providing direct support to the sales team during key meetings and presentations.
Build and maintain strong relationships with key stakeholders, including prescribing doctors, healthcare providers, and patients.
Work closely with the marketing and product teams to develop compelling value propositions and promotional materials.
Advocate for patient-centric care and promote the benefits of the company's therapy programs to ensure better adherence and health outcomes.
Market Analysis and Competitive Positioning:
Conduct market research to understand the competitive landscape, identify gaps, and leverage the superior technology of our products to differentiate from competitors.
Develop pricing strategies that balance competitiveness with profitability, considering the company's value-based healthcare approach.
Regularly report on market conditions, sales forecasts, and progress towards goals to the senior management team.
Operational Excellence:
Ensure that all sales operations, including order processing, customer service, and after-sales support, are executed efficiently and to the highest standards.
Collaborate with other departments, such as supply chain and finance, to ensure seamless delivery of products and services.
Are you a MATCH?
Qualification and Experience requirements
Bachelor's degree in Business, Marketing, Healthcare, or a related field; an MBA is a plus.
A minimum of 7 years of sales management experience, preferably in the medical devices or healthcare industry.
Proven track record of achieving sales targets and driving business growth in a competitive market.
Experience managing and developing remote teams is essential.
Strong understanding of the South African healthcare market, particularly in diabetes care.
Excellent communication, negotiation, and relationship-building skills.
Ability to think strategically and implement plans effectively.
Proficiency in CRM software and Office/Google Suite.
Our Differences make our Performance
At Air Liquide, we are committed to build a diverse and inclusive workplace that embraces the diversity of our employees, our customers, patients, community stakeholders and cultures across the world. We welcome and consider applications from all qualified applicants, regardless of their background. We strongly believe a diverse organization opens up opportunities for people to express their talent, both individually and collectively and it helps foster our ability to innovate by living our fundamentals, acting for our success and creating an engaging environment in a changing world.
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