Main Purpose:
We are looking for a Regional Sales Coach to expand our customer base and mentor our team of Sales Representatives as well as ensuring the effective performance of a team of Detail Sales representatives who are responsible for increasing the awareness and use of the company’s products to doctors and specialists
•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.
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Key Performance Areas:
Responsibilities for Sales:
•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 detail sales representatives to ensure that they increase awareness and use of the company’s products to doctors and specialists
•Set targets with regard to influencing the prescribing habits of doctors and specialists
•Monitor and develop individual performance
•Continually update own knowledge and provide training and coaching to staff on a regular basis
•Conduct field visits with staff to evaluate performance & marketing strategy execution
•Develop a strong and cohesive team that supports each other Data analysis
•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 on all identified clients on a regular and sustainable basis
•Analyse data and provide weekly/monthly summaries to 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 co-operation 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, 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 interpreting, presenting, and discussing this data with health professionals during presentations
•Keep abreast of new developments in the pharmaceutical industry, 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
Key client support
•Develop and maintain relationships with key detail clients (KOL’s)
•Ensure a high level of satisfaction with service and products by key detail clients
•Conduct sales and marketing activities to grow new business opportunities
Daily & Periodic Duties:
•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 sales team weekly accountability meeting
•Submit & Manager 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
Product Knowledge:
•Updated product knowledge
•Competitor knowledge and
•Market knowledge and understanding
Minimum Requirements:
•Matric
•BSc/BA in business administration, sales or relevant field
•Medically related or Science Degree will be an advantage
•Minimum 3 Year Management Experience
•Minimum 5 Year Sales Representative Experience
•Experience in sales and providing solutions based on customer needs
•Strong communication and interpersonal skills with aptitude in 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 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 analyse 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 organising skills
•Self-discipline and effective administration skills
•Self-motivated
•Able to develop and maintain systems and processes
•Driver’s licence 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 are 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 on-boarding process
•4Dx Measurement & Expectation will set performance standard
•Demerit system will be used to manage errors and non-compliance
