Job Purpose:
The National Sales Manager will develop and implement effective sales strategies, lead a nationwide sales team to achieve targets, and focus on building lasting client relationships for long-term profitability.
Responsibilities:
- Ensures communicating the overall corporate strategies, vision, core values, policies and codes to the sales team to be embedded in their overall practices and day-to-day activities.
- Collaborates with the Marketing team to set the short and long term sales objectives of his/her portfolio.
- Assists in the company's annual marketing plan & product marketing plan formulation by providing market information, feedback, ideas and promotional activity suggestions.
- Ensures proper allocation of the sales team across all bricks based on a comprehensive review of the bricks potentiality, products contribution and the competitors man power.
- Manages the sales A&P to ensure proper execution of sales initiated activities as per the agreed territory action plans.
- Closely monitors the expenditures to optimize the utilization of the available resources.
- Leads his/her sales team to be always motivated and inspired to achieve the overall objectives of his/her line and the organization as whole.
- Closely monitors the Segmentation and Targeting process to ensure allocating the time of the sales team to the targeted customers as per the Marketing strategies.
- Closely monitors the execution of the territory action plan per bricks and exerts any required amendments in the plans accordingly.
- Closely monitoring the progress of the performance of each sales person within the team and take timely corrective actions to ensure high performance across all bricks.
- Collaborates with the supply and distribution teams to ensure the availability of the products in all distributers branches and to avoid any stock ruptures.
- Ensures full alignment between sales team and Market access team to ensure that the availability of the full portfolio in all accounts.
- Ensures full collaboration with the medical and the marketing team to ensure proper execution of Medico-Marketing activities.
- Keeps all supporting functions always updated with the latest changes in the Market and works collaboratively to take agreed action and ensure its execution properly.
- Ensures that the sales team is mastering the medical, product and Compliance knowledge by close monitoring the records of assessments and take the required actions on time.
- Ensures that any member in the sales team has a high quality Individual Developmental Plan and closely monitor its execution.
- Conducts Coach-the-coach field sessions to support the FLMs during their coaching session with their MRs.
- Sets a clear succession plan to support the organization with future leaders.
- Builds and maintains strong relationships with key customers, in order to create positive impact on company image and business goals.
- Maintains and increases revenue from existing and targeting accounts through managing the entire sales cycle, including, but not limited to, prospecting price increases, bids, and contract renewals.
Required Qualifications:
- Bachelors degree or above Pharmacy, General Medicine, Dental Medicine, Veterinary Medicine, Life science or similar education
- Work Experience:
- Minimum 10 years experience across the pharmaceutical industry.
- Minimum of 5 years of experience in sales management positions with people leadership experience in the pharma industry.
- Fluent English and Arabic Languages
Required Competencies:
- An ability to understand and analyze sales performance metrics
- Solid customer centric attitude with excellent negotiation skills
- Strong communication and team management skills
- Analytical skills with a problem-solving attitude
- Excellent verbal and written communication skills
- Working knowledge of market trends and behaviors