Sales Representative - Centurion, South Africa - Bausch + Lomb

Description

SALES REPRESENTATIVE - Pretoria North and West, Centurion and North West ( Territory Sales Manager - Pharma )

Bausch and Lomb, Centurion, South Africa Trading as Soflens (Pty) Ltd.

Responsible for the development, growth and maintenance of sales in a specific territory, for specific accounts related to the Pharma portfolio.

Has a defined sales target to achieve and operates within the established policy guidelines.

Sales Planning and Implementation

Plan and implement the activities that are necessary for the realisation of the individual territory target

Meet sales target in own territory

Continuous planning and monitoring on a quarterly, monthly, weekly and daily basis

Implement effectively and monitor the outcomes of all the planned promotional activities, providing feedback on strategy

Call on and service targeted customers within the allocated territory across all disciplines, i.e. Specialists (e.g. Ophthalmologists & Paediatricians), General Practitioners, Optometrists, Pharmacists and relevant support personnel.

Detail targeted customers and utilise selling skills that has maximum potential/positive effect on sales.

Activities in pharmacy, including monitoring of stock-levels, shelf presence and orders.

Maintain and develop important customers and/or Key Opinion Leaders by keeping open channels of communication, in which the company and its products are well presented, and the good relationship is leveraged to drive sales in the territory

Effectively utilise allocated marketing spend to access, support and grow key customers in the individual territory

Attend industry meetings, conferences and trade shows as required.

Travel as needed for business-related tasks such as meetings or events.

Undertake country trips as required.

Customer Management System

Comply with all the requirements of and utilise the customer management system (Repwise) to effectively target, grade and maintain all customer related activities in the individual territory

Categorise customer base, according to current and potential contribution in terms of Scripts and pharmacy Sales.

Target customers according to grade for optimal number of sales calls per annum, quarter and/or month to ensure one obtains market control

Maintain Expected Call Rate of 9 calls per day (Ideal ratio of 5 Specialists/General Practitioners + 4 Pharmacies/Optometrists per day)

Adhere to Call Coverage and Frequency expectations

Log calls daily

Activate out of field when applicable

Responsible for maintaining own mileage logbook

Communication and Reporting

Communicate with NSM and/or marketing all relevant and vital strategic information of events taken place in the field that could meaningfully affect the business

Closely follow all competitor activities and present relevant observations meaningfully to the marketing department. Transfer any planned countering activities and materials against competitors effectively to the customers in line with the purpose and monitor the outcomes

Prepare and submit the necessary reports to NSM/KAM, Commercial Assistant, Marketing and Finance Departments in a correct and timely manner

Month End Report

Monthly Planner

Expenses

Action Plans

Initiative and Improvement

Be proactive and use personal insights and initiatives, where relevant and in consultation with The NSM and/or marketing department, to develop customers, grow sales and achieve targets in your individual territory and for the business as a whole

Training of customers as needs arise

Improve and maintain product knowledge (any new products and knowledge of current package inserts)

Share best practices with colleagues to improve efficiency in the field

Identify potential issues or problems, within the business or within the key stakeholder value chain, that could be responsible for limiting current or future business sales and growth.

Communicate these to the relevant people or departments, with potential solutions, to assist in satisfactory resolution and alleviation of unnecessary constraints

Internal Processes

Ensure consistent compliance to company policies and procedures, corporate governance and relevant legislation within area of responsibility

Timeously complete all assigned training items through Compliance Wire (Company Learning Management System that is a software programme that build, deliver, track and manage training activities)

Keep abreast of company policies, procedures and systems

Be strategic in solving problems and building and maintaining relationships (both proactively and reactively)

Work cooperatively to achieve a common goal and enhance productivity on a project

Show commitment to performance and quality standards

Maintain any company equipment or property for example vehicle, electronic equipment, sales material and company's corporate image


Confidentiality:
company marketing / sales material, pricing, policies, systems, research and data, not to be discussed outside the organization

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