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National Sales Manager - Healthcare Industry

  1. PURPOSE OF THE POSITION

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.

  1. RESPONSIBILITIES INCLUDE THE FOLLOWING

 

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 Salesforce.com 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. COMPTENCIES / SKILLS REQUIRED:

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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