Pharmaceutical Distribution Sales Supervisor

The Pharmaceutical Distribution Sales Supervisor will assist the Pharmaceutical Distribution Manager to lead the development of the Pharmaceutical Sales Strategy, execution of all operations, in store sales and marketing activities

Job Summary

The Pharmaceutical Distribution Sales Supervisor will assist the Pharmaceutical Distribution Manager to lead the development of the Pharmaceutical Sales Strategy, execution of all operations, in store sales and marketing activities and will act as perform as Sales Champion to drive sales growth and profitability, meeting the sales, in store marketing and in store brand objectives for the Pharmaceutical Sales team with direct responsibility for the long term strategic development of brand positioning in the trade and with key account partners.

Job Duties

Planning

• Assist the Pharmaceutical Distribution Manager to formulate and implement the annual sales and marketing plan for field advertising and in store promotion including targets, expenditure budgets and customer performance evaluation
• Assist the Pharmaceutical Distribution Manager to develop annual advertising and promotion campaigns focusing on utilizing the budget cost effectively while maintaining mass reach.

Operations

• Achieve Sales Team Brand Sales and Gross Profit targets as per monthly, quarterly, and annual targets.
• Assist the Pharmaceutical Distribution Manager in leading, directing and motivating the sales team to achieve the overall objectives assigned.
• Assist the Pharmaceutical Distribution Manager in revising and implementing the sales strategy. Ensure payments collection via sales team is within the policy of the Company.
• Initiate and coordinate the development of action plans to penetrate new markets and new channels. Propose credit limit, credit terms and payment terms for new customers for management approval and revision for existing customers should there be need.
• Assist the Pharmaceutical Distribution Manager in generating sales opportunities by identifying appropriate business targets.
• Assist the Pharmaceutical Distribution Manager with the management of Key Accounts (sales, training, promotions, and collection).
• Monitor and provide feedback on market activities and trends. Provide competitive data (pricing, sales volumes, and potential, etc.) for new and existing products on a quarterly basis.
• Communicate all employee relations issues, concerns, and incidents to HR and the Pharmaceutical Distribution Manager.
• Manage the efforts and activities of the sales team in alignment with the sales goals, revenue objectives and payment collection.
• Supervise sales staff, including conducting recruitment, termination, training, performance evaluations, work allocation and conflict resolution in conjunction with HR support.
• Analyse the effectiveness of sales programs; recommend and implement changes based on findings
• Monitor sales staff reports and account receivables. Ensure feedback is given on trade visit reports and payment collection to sales team on a fortnightly basis or as is necessary.
• Ensure customer requests, enquiries and complaints are well attended and responded to in a timely manner.
• Liaise with the Accounts Department and relevant Managers as to the control and co-approval of purchases and expenditures related to the marketing of the brands, within the approved budgets.
• Prepare memos for distribution to all required persons on Price changes, Back in Stock items, and any other correspondence necessary for the smooth control and execution to achieve sales goals.
• Presenting ideas and information, to colleagues and senior staff.
• Review customers price sheets to ensure accuracy
• To address any issues that prevents the sales team from increasing the product trade shelves presence, e.g. scanning, expiries,
• To conduct a monthly warehouse work to have a visual of the brands stock status including expires, etc.
• To prepare monthly sales performance reports
• To assist the Pharmaceutical Distribution Manager to develop and ensure the accuracy of product knowledge information of all assigned Brands by sales team.
• To assist the Pharmaceutical Distribution Manager in the preparation and presentation of Trade Plans for customers.

Analysis and Review

• Compile, analyse and distribute sales team and customer performance information.
• Consistently review, evaluate, and discuss alternative recommendations in order to maximize return on investment against agreed sales objectives.
• Conduct market research and customer surveys to assess demand, brand positioning and awareness.
• Interpret market research and make informed recommendations.
• To review brand sales to ensure maximum results with customers, reps and by SKUs.
• To review and maintain up-to-date Pricelists, Deals & Specials ensuring the required Profit Margins are achieved and sustainable.
• To maintain a bank of competitive information on all competitive brands and customers on the trade.

Inventory

• Assist the Pharmaceutical Distribution Manager with the preparation of orders for designated brands
• To maintain a record of expiry dates and monitor to ensure stock is depleted before expired on trade

Trade Visits

• Visits to the trade should be planned to be a minimum of 2 days weekly. To assist with the collection of marketing information and meetings with store owners, buyers, CSA’s, etc.
• Apprise the Pharmaceutical Distribution Manager on the brands position in the market, i.e. all competitive activity and any new ideas for their development, and necessary information on performance, etc.
• Trade Visit reports to be completed and submitted within 5 workings days of visits.
• To ensure that all brands develop, maintain and exceed in-store dominance, strong visibility and increased representation to achieve sales targets.

Promotions and Events

• Actively participate in the planning, execution and feedback of all major promotions for assigned brands.
• Liaise with the Graphic Artist on advertising activities and schedules on the brands.
• Responsible for the planning of new product lines within assigned brands.

Other

• Required to liaise regularly with all departments and at all levels within the organization, as well as with external companies and agencies.
• To explore new business opportunities for the Division
• Any other related duties that may be assigned from time to time.

Job Requirements

• A minimum of two years sales experience gained in a supervision of a sales team preferably in the pharmaceutical industry.
• Hands on sales and brand management experience would be an asset.
• Educated to a degree level with specialization in Sales and Marketing.
• Experience with Microsoft Office Suite essential.
• Communication: Strong written and oral communication skills across several audiences including consumer, customers and internal are essential.
• Ability to present Company confidently and effectively to all levels of personnel and other stakeholders is essential.
• Good working vehicle.
• Valid driver’s license.

Competencies:

• Judgment and decision making: ability to plan work and priorities to meet the objectives of the marketing plan
• Original thought and problem solving: the candidate must demonstrate a good understanding of market research and have an analytical pre-disposition
• Excellent planning and finishing skills; paying particular attention to detail
• Concentration is required, particularly when planning and implementing budget control.
• Flexibility; to change plans in line with events and opportunities
• Interpersonal skills: a confident professional manner
• Work well in cross-functional teams; as a representative of marketing function as well as independently.

Salary: $11,000.00 - $13,000.00