Pharmaceutical Sales Manager
Job Description
<p><em>The Sales Manager is responsible for managing the sales of Pharmaceutical products by ensuring consistent, profitable growth in sales revenues through positive planning, deployment, and management of sales personnel. The role also consists in identifying objectives, strategies, and action plans to improve short- and long-term sales and profitability.</em></p><p><br></p><p><strong>Job Responsibilities:</strong></p><p><strong>Sales Management:</strong></p><ul><li>Set clear monthly targets for the sales team by supplier, sales representative, account and brands to reach the initial budget.</li><li>Follow-up on the call center to ensure pushing the sales using promotions and to better serve the company’s clients.</li><li>Formulate sales policy, practices, and procedures with clients in order to set payment terms, credit balance, and document requirements.</li><li>Set and control sales call cycle to ensure optimizing sales and team management.</li><li>Follow up the daily sales by brand and by Sales Representative and communicate them to the team in order to ensure the monthly budget set is achieved.</li><li>Control the monthly budget in order to reach the yearly objective.</li><li>Review commission design based on the sales strategy to ensure creating a balance between sales and collection.</li><li>Coordinate and Follow-up on all tenders in the public sector in order to establish adequate sales channels in coordination with the Regulatory Affairs Manager.</li><li>Develop a market sales strategy that guarantees the company’s sales, goals, and profitability.</li><li>Revise the Rolling Forecast by brand with the Brand Managers on a monthly basis versus achievement and versus the yearly target.</li></ul><p><strong>Stock Management:</strong></p><ul><li>Decide on Offers by items, depending on stock level and stock aging in coordination with the unit manager to ensure the optimization of sales and team management.</li><li>Coordinate with the Unit Manager regarding orders to avoid out-of-stock/over-stock situations.</li><li>Closely follow up on the expiry date and avoid damaged goods.</li><li>Avoid high coverage stock by guiding the sales team to de-stock where possible.</li></ul><p><strong>Collection and Receivables:</strong></p><ul><li>Set collections objectives and follows-up on the money collection process, to ensure the continuity of the business.</li><li>Follow up the daily collection by the Sales Representative and communicate them to the team in order to ensure the objective set is met.</li></ul><p><strong>Marketing Coordination:</strong></p><ul><li>Coordinate marketing activities for all brands including deals with supermarkets and pharmacies which will lead to an increased brand awareness and visibility.</li><li>Implement the marketing plan and offers set by the supplier and the unit manager in order to increase brand awareness and visibility.</li></ul><p> <strong>Team Management:</strong></p><ul><li>Manage the sales team to ensure achieving the best results and a proper workflow.</li><li>Perform double visits with the sales representatives to ensure proper workflow and reach the best results</li><li>Organize weekly meetings to be able to follow up on sales. In addition to receiving feedback on market issues and new opportunities.</li><li>Organize a one-on-one monthly meeting to analyze the figures by the customer by brand versus target and versus last year.</li><li>Coach the team on different levels, in order to have continuous performance improvement.</li><li>Prepare the commission file to be submitted to the Business Manager.</li></ul><p><strong> </strong></p><p><strong> Experience and Qualifications:</strong></p><ul><li>Bachelor’s Degree in Business Administration. Marketing, or any related field. </li><li>10 years of sales experience preferably in a pharmaceutical field out of which a minimum of 5 years at the managerial level.</li><li>Knowledge of sales, marketing, and financial concepts.<strong><em> </em></strong></li><li>Fluent in Arabic, English, and French.</li><li>Excellent negotiation skills.</li><li>Organizational and time management skills.</li></ul>
