Medical and Sales Territory Manager (Western North Region and Ahafo region) at DKT International

 Seeking individual to plan, and control sales operations in assigned territory and to ensure that sales performs its work according to the Sales/Detailing Department KPIs.
 The Territory Manger/Medical Detailer will ensure optimal execution of and sales strategy for all product categories in the assigned territory.

Qualification Required & Experience

REQUIRED QUALIFICATIONS, SKILLS & EXPERIENCE

The selected candidates will have the relevant skills listed below:

•  Bachelor’s degree or its equivalent with a qualification in Business, sales or Science Related discipline.
•  Minimum 5 years of relevant Sales of FMCG and work experience in pharmaceutical industry.
•  Sales data collection and analysis.
•  Must be able to identify strategic opportunities and execute against a formal plan.
•  Possess excellent influencing and negotiation experience.
•  Strong analytical, statistical, and financial competency.
•  Excellent communication (written and verbal), interpersonal, time management,and organizational experience

KNOWLEDGE

•  Local Business environment and practices
•  Highly knowledgeable in Sales and Medical detaining of pharmaceutical products
•  Experience in using consumer management relationship systems (CRMS) to monitor and plan sales.

SKILLS

•  Ability and passion for sales
•  Outstanding leadership skills
•  Excellent organizational and administrative skills
•  Excellent interpersonal skills with the ability to work well with multiple stakeholders.
•  Ability to develop quality reports in word presentations in power point and highly competent in MS Excel
•  Strong budget management
•  Ability to work effectively with limited supervision.
•  Ability to prioritize and plan to work effectively.
•  Ability to do high level medical detailing to Doctors, Pharmacist, Midwifes and Nurses

ATTRIBUTES

•  Strategic thinking Ability to work under pressure
•  Positive attitude with a willingness to learn Analytical with strong attention to detail Approachable
•  Professional approach with the ability to liaise at a senior level in the organization
•  Creative and Innovative
•  Team Player
•  Ability to take constructive criticism in order to develop

RESPONSIBILITIES:

1. SalesManagement

•  Contribute to establish sales objectives by forecasting and developing annual sales quotas for their territory; projecting expected sales volume and overall distribution for Short Term(ST) and Long Term(LT)Methods
•  Provide insights to senior management in order to adjust national sales volume, product/channel mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
•  Complete sales/medical operational requirements according to the S&D strategy by managing third party distributors and other on the ground resources such as RCRs; following up on work results.
•  Maintain proper numeric distribution of all products in their territory
•  Monitor stock at distributors, hospitals, clinics wholesaler and retailer levels
•  Ensure availability and visibility of all product categories
•  Map, engage and develop a relationship to private sector health facilities in their territory with a formal visit plan
•  Provide insights to the Marketing and Program teams on demand generation activities to properly plan and execute them
•  Perform pre-assessments on private health facilities to join the branded sales channel
•  Recruit new distributors when needed.
•  Any other job assigned as and when required

2. Monitoring and Evaluation

•  Monitor sales RCRs effective referral activities
•  Monitor demand generation activities by Marketing and Program teams.
•  Contribute to develop sales management information system; define and streamline sales processes, data collection and analysis, dashboards for decision-making.
•  Monitor third party distribution effectiveness (numeric distribution), drop size and field rate from the distributor
•  Evaluate performance of the distributor’s wholesales, hospitals, clinics in their territories every six months

3. Staff Management and Development

•  Conduct and document distributor meetings according to monthly workplans
•  Conduct weekly meetings with line manager
•  Ensure that all indirect and direct sales staff are motivated and properly trained on DKT International
• Ghana products
•  Identify development needs of distributor sales staff, hospital staff and other on the ground resources and mentor them
•  Ensure that all policies and procedures of DKT International Ghana are adhered to.
•  Ensure that company vehicle and assets are used in accordance with policy and are not abused
•  Conduct quarterly performance reviews for distributor, wholesalers, hospitals and clinics performance

4. Relationship Management

•  Develop and maintain strong relationship with key trade customers.
•  Organize “in-touch” meetings with customers to share the strategy and the merchandising efforts with them.
•  Where required, represent DKT International Ghana externally with relevant stakeholders on all aspects related to sales operations in their territory: external stakeholders including donors; partners; local governments,etc.
•  Organize sales products presentations at hospitals and clinics

5. Financial Management

•  Develop and manage operating budgets in a cost-effective manner.
•  Track and manage budgets of operations.
•  Prepare and submit monthly budget tracking documents, actual financial spend and forecasts to line manager within allocated timeframe.
•  Seek opportunities to reduce costs and maximize return for SFH wherever possible

6. Reporting

•  Submit monthly reports to line manager about distributor performance, hospital, clinics performance as well as own staff.
•  Reporting out of stocks and other challenges in their territory
•  Report competitors pricing and activities each on a monthly basis.