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Bausch and Lomb, Trading as Soflens (Pty) Ltd. Main Towns to be covered, not exclusively: JohannesburgRandburgRoodepoortResponsible for the development, growth and maintenance of sales in a specific territory, for specific accounts related to the Pharma portfolio. Has a defined sales target to achieve and operates within the established policy guidelines. KEY ACTIVITIES/RESPONSIBILITIES Note: Certain work related responsibilities might occasionally differ from this Job Description as per managers or organisational discretionSales Planning and Implementation Plan and implement the activities that are necessary for the realisation of the individual territory targetMeet sales target in own territoryContinuous planning and monitoring on a quarterly, monthly, weekly and daily basisImplement effectively and monitor the outcomes of all the planned promotional activities, providing feedback on strategyCall on and service targeted customers within the allocated territory across all disciplines, i.e. Specialists (e.g. Ophthalmologists & Paediatricians), General Practitioners, Optometrists, Pharmacists and relevant support personnel.Detail targeted customers and utilise selling skills that has maximum potential/positive effect on sales.Activities in pharmacy, including monitoring of stock-levels, shelf presence and orders.Maintain and develop important customers and/or Key Opinion Leaders by keeping open channels of communication, in which the company and its products are well presented, and the good relationship is leveraged to drive sales in the territoryEffectively utilise allocated marketing spend to access, support and grow key customers in the individual territoryAttend industry meetings, conferences and trade shows as required.Travel as needed for business-related tasks such as meetings or events.Undertake country trips as required.Customer Management System Comply with all the requirements of and utilise the customer management system (Repwise) to effectively target, grade and maintain all customer related activities in the individual territoryCategorise customer base, according to current and potential contribution in terms of Scripts and pharmacy Sales.Target customers according to grade for optimal number of sales calls per annum, quarter and/or month to ensure one obtains market controlMaintain Expected Call Rate of 9 calls per day (Ideal ratio of 5 Specialists/General Practitioners + 4 Pharmacies/Optometrists per day)Adhere to Call Coverage and Frequency expectationsActivate out of field when applicableResponsible for maintaining own mileage logbookCommunication and Reporting Communicate with NSM and/or marketing all relevant and vital strategic information of events taken place in the field that could meaningfully affect the businessExpected email download and response: twice daily (morning and afternoon)Closely follow all competitor activities and present relevant observations meaningfully to the marketing department. Transfer any planned countering activities and materials against competitors effectively to the customers in line with the purpose and monitor the outcomesPrepare and submit the necessary reports to NSM/KAM, Commercial Assistant, Marketing and Finance Departments in a correct and timely mannerMonth End ReportMonthly PlannerExpensesAction PlansInitiative and Improvement Be proactive and use personal insights and initiatives, where relevant and in consultation with The NSM and/or marketing department, to develop customers, grow sales and achieve targets in your individual territory and for the business as a wholeTraining of customers as needs ariseImprove and maintain product knowledge (any new products and knowledge of current package inserts)Share best practices with colleagues to improve efficiency in the fieldIdentify potential issues or problems, within the business or within the key stakeholder value chain, that could be responsible for limiting current or future business sales and growth. Communicate these to the relevant people or departments, with potential solutions, to assist in satisfactory resolution and alleviation of unnecessary constraintsQualification required: MatricA valid driver's license; as travel within the region is expectedQualification advantageous: Tertiary qualification in science or equivalentExperience required: Minimum of 3 years as a sales representative experience in South Africa's private healthcare sector, servicing diverse market segments (e.g. Specialists, Optometrists, GPs, Pharmacies, etc.)Proven record of success in sales, territory management, and diligent work habitsExperience advantageous: Experience specific to the nature of the role (i.e. Ophthalmic etc.)COMPETENCIES Proficient in English (written and spoken)Microsoft Office Intermediate to AdvancedSolid and effective thinkingAbility to work independently on an established agenda as well as a team playerConfidentialityIntegrityAbility to work hard and under pressureAbility to collaborate within a multinational environmentKnowledge of the territoryUnderstand relationships with key customer base or knowledge of the pharmaceutical industry and competitor landscapeExpert level of knowledge of the sales process (i.e. selling skills) and key customer targeting and territory management, with or without relevant industry data sets (i.e. Impact Rx, Repwise, SSD, etc.)Demonstrates open & candid dialogue in the interest of the businessAnalytical skills– data analysis SSD and Impact RxBusiness presentation and communication skills
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