Head of Sales - Pharmaceutical

Head of Sales - Pharmaceutical

Cobden & Carter International
10-20 years
Not Specified

Job Description

• Graduate of any 4 or 5 year College degree course. Preferably with MBA
• Proven track record of sales experience in a senior position capacity with minimum 5- year in managerial level position.
• Solid experience in Pharmaceutical industry
• Proven track record of achieving stretch goals and maintaining performance
• Proven experience in Key Account Management.
• Proven compliance expertise; to understand and comply with industry laws and relevant regulations
• Strong People management experience
• Fluent in written and verbal business English
Job Purpose
Head of Sales is responsible for the development and implementation of sales strategies leading to sustainable, profitable and competitive positioning and growth of the Company. Head of Sales is expected to manage the Sales Team that is under his/her responsibility, according to company targets and strategies, achieve the predefined market share and financial targets and to take active role in decision-making for the present and future success of the company as a Management Team member. Additionally, she/he is expected to be a role model leader who has the competency to apply visionary and inspiring leadership, creating solid impact and trust across the organization.
Sales Strategy & Management
• Strengthening Sales Department by creating a winning spirit and developing an excellence[1]oriented and customer-focused culture, fostering innovation, and building best-in-class teams that fully utilize all market opportunities, internal systems, programs, and tools
• Develop effective business plans to execute selling strategies that are consistent with global/regional brand and marketing plans and are tailored to geography and customer context.
• Develop sales force structure and optimal territory alignments to increase operational efficiency and sales potential.
• Lead regular presentations on sales business review, competitive analysis and market trends.
• Conducts regular business review with district managers to know and to resolve the challenges in their respective districts in terms of Sales Performance.
• Provide ethical leadership and demonstrate company values by adhering to corporate policies and required sales practice regulations in a compliant and ethical manner; Ensure each sales managers and sales representative within area understands, accepts and adheres to the policies and procedures
• Work cross functionally with internal stakeholders to achieve department and company objectives
• Plans, controls and directs activities of the sales force to obtain maximum time efficiency and prioritization, sales volume, growth and contribution
• Ensure proper implementation of marketing programs designed by product managers and territorial coverage to target Doctors, Hospitals, Clinics, Industrial entities and major key accounts.
• Provide key market insights and field feedback to marketing and leadership teams
• Review and analyze data/systems/procedures to support idea generation and implementation of strategic and tactical objectives
• To identify opportunities for business growth and commercial strategies e.g. key accounts, new channels, pricing, that would grow market or secure commitment to company products
Sales Operational Excellence
• Collaborate with and other sub distributors for new deals, discounts, new products, marketing program/activities.
• Effective management of vendors, operating expenses; ensure timely submission of reports
• Ensure all discretionary expenditure is within budget or guidelines and is directed toward the achievement of company’s commercial objectives
• Ensure all sales activities and programs comply with company policies and industry/ country regulations
Team Management
• Developing a high performance and feedback culture through the application of performance management processes
• Advocate cross functional collaboration to achieve common goals and objectives
• Drive a culture of Ethics and Compliance, ensuring Integrity in Action is actively applied in all initiatives and proactively address non-compliance
• Collaborate with marketing in leveraging the sales force product knowledge.
• Leads, motivates and coaches District Managers to achieve sales goals. Drives accountability at a territory level.
• Provide developmental assignments to individuals to improve organizational capabilities and develop future leaders.
• Coaches and mentors direct reports; consistently providing constructive feedback through Field Coaching, Annual Performance Appraisals and other feedback mechanisms as performance dictates.
Key Accounts Management
• Plan and develop key account strategies which will drive business growth and generate sales revenue.
• Develop and build stronger relationship with the key account customers
• Develop new accounts where opportunities can be seen e.g. additional sub-distributors, industrial accounts etc.
• Regular coordination with key personnel of Pharma and other sub-distributors
• Monitor, analyze and review trade sales performance to ensure achievement of sales objectives.
• Manage and update key accounts profile.

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