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Medical and Sales Territory Manager (Bono East Region, Lower half Savannah Region)

JOB SUMMARY

Company DKT Internati...
Industry Not-for-profi...
Category Sales/Busines...
Location Techiman
Job Status Full-time
Salary GH¢ 
Education Bachelor̵...
Experience 5 years
Job Expires Sep 20, 2019
Contact ...
 

Company Profile

DKT International Inc. is a non-profit organization whose core mission is the provision of safe and affordable options for family planning and HIV/AIDS prevention. DKT operates 24 programs in 25 countries worldwide. 

Job Description

  • TITLE: Medical and Sales Territory Manager (Bono East Region, Lower half Savannah Region)
  • LOCATION: Techiman
  • REPORTS TO: Asst. GM 
  • DATE: August 20, 2019
 
 
 
OVERVIEW OF REQUIREMENTS
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.
 
RESPONSIBILITIES
  1. Sales Management
    • 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 distributors wholesales, hospitals, clinics in their territories every six months
  3.  Staff Management and Development
    • Conduct and document distributor meetings according to monthly work plans
    • 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 time frame.
    • 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.

Required Skills or 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

How To Apply

 
Note

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