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National Sales Manager - Healthcare Industry


To implement the company’s strategy as defined to achieve country sales targets. Develop a strong, committed and successful team of RSMs and ASMs through clear direction, coaching and feedback using information and implementation of a performance management process. As a member of the management team, develop tools and tactics to drive sales growth and meet sales budgets.

This position will report to the Country Manager.



2.1 Business development

    • Be active in the target market building networks, creating opportunities and closing sales with allocated key accounts
    • Engage in joint in market visits with colleagues to help them prospect and acquire accounts, build share-of -wallet and improve product mix with large stores and groups
    • Apply and role model a sales approach which focuses on customer needs and partnering with them to create business growth
    • Participate in training events for customers, exhibitions and other corporate events.


2.2 Sales Management

    • Ensure that annual, quarterly and monthly sales objectives are effectively communicated to the sales team and other internal stakeholders
    • Support the sales team to plan and execute their activities to meet sales objectives
    • Ensure the effective execution of sales and marketing tactics, approaches and campaigns
    • Ensure that all aspects of the companies sales process are followed
    • Use an appropriate mix of direction, guidance and coaching to develop sales team performance
    • Organise the sales team to collect and share competitor information
    • Support the recruitment and induction of high-quality sales people
    • Partner with the Finance Department to encourage prompt payment and address late payment
    • Partner with Customer Service to provide exceptional customer care and sales support


2.3 Managing and developing resources:

    • Show strong, controlled leadership, especially when under pressure
    • Annually review and, if necessary, change ASM territory boundaries to ensure that sales team are effective
    • Intelligently allocate budgeted growth requirements to territories
    • Use dashboards and data in and other sources to analyse sales team performance
    • Give monthly feedback to ASMs and RSMs on their performance against key KPIs
    • Check that sales team members have the required knowledge of the company and competitor products and promotions
    • Identify ASM development needs and either directly, or with the support of the Human Resources (HR) Department ensure they are actioned
    • Partner with HR to implement the performance management process and succession planning



3.1 Educational background & Experience

    • University level degree/qualification
    • Strong background in negotiating commercial contracts and financial terms
    • At least five (5) years’ experience in managing and leading a structured, successful sales operation in a large organisation
    • Experience of working in the ophthalmic industry

3.2 Technical Skills

    • Relevant industry knowledge
    • Microsoft Word, Excel and PowerPoint
    • Competencies
    • Ability to influence others
    • Selling and negotiation skills
    • Can direct, guide, coach and delegate as appropriate
    • Clearly communicate verbally, in writing and using presentation tools
    • Can efficiently organise time and tasks
    • Commercial thinker
    • Can analyse and interpret data
    • Proven Track Record
    • People Management Skills


3.4 Languages

  • The ability to communicate in English both verbally and in writing is a requirement

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