Regional Sales Manager, Commercial Operation at Marie Claire Nigeria

OBJECTIVES:

• To deliver the in-market sales targets for MSI Nigeria Reproductive Choices brands within a defined geography, by ensuring full understanding and execution of Brand, Customer and Account Plans and tactics.
• Lead and motivate a team of Medical Sales representatives (Retail and medical) including recruitment, training, development and the management of performance to ensure that they are motivated and equipped with the knowledge, skills and support to perform and execute effectively.
• Shape the culture of performance, empowerment, accountability, innovation, customer focus and execution.

KEY RESPONSIBILITIES:

BUSINESS LEADERSHIP:

• Develops business / customer / account plans and execute same for assigned geography and portfolio, in line with Marie Stopes values
• Ensure effective allocation of Field Force (FF) according to agreed business plans
• Ensure achievement of Financial management of sales expense budgets so that financial targets are met
• Develop constructive internal and cross functional relationships to facilitate teamwork; exchange of information; customer knowledge and the development of business opportunities.
• Ensure proper utilization and care of all company assets and resources within jurisdiction
• Produce and submit reports and management statistics as required
• Ensure compliance on Sales Optimization Reporting Tool (SORT) and leverage on core benefits to drive productivity across field force.
• Carry out Performance Management Dashboard review with Medical Sales Representatives

CUSTOMER RELATIONSHIP MANAGEMENT:

Business Leadership

• Develops business / customer / account plans and execute same for assigned geography and portfolio, in line with Marie Stopes values
• Ensure effective allocation of Field Force (FF) according to agreed business plans
• Ensure achievement of Financial management of sales expense budgets so that financial targets are met
• Develop constructive internal and cross functional relationships to facilitate teamwork; exchange of information; customer knowledge and the development of business opportunities.
• Ensure proper utilization and care of all company assets and resources within jurisdiction
• Produce and submit reports and management statistics as required
• Ensure compliance on Sales Optimization Reporting Tool (SORT) and leverage on core benefits to drive productivity across field force.
• Carry out Performance Management Dashboard review with Medical Sales Representatives
• Customer Relationship Management
• Build and manage key relationships locally e.g. Key Opinion Leaders as well as influential customers as part of the agreed business plans
• Develop strategic partnerships that deliver on customer and MSI Nigeria Reproductive Choices objectives
• Ensure that accurate, timely and relevant customer knowledge; information and feedback are communicated by team members to relevant partners across the business using agreed processes e.g. electronic customer management systems
• Segment and target high potential customers
• Ensure customer coverage in the selected territories
• Monitor the territorial distribution aiming to maximize reach and effect of the PSR efforts
• Fully leverage and synergize with other departments in the company;
• Marketing
• Provide required inputs into the brand plan development process and ensure execution through the FF. Participate in monthly sales and marketing review meeting to provide update on strategy execution and brand sales review.
• Health & Value
• Provide required inputs into the pricing process-based competitor and channel pricing sensitivity
• Global Supply Chain team
• Provide inputs in forecasting by anticipating customer and channel demand pattern
• People Leadership
• Ensure regular coaching of FF on their roles accountabilities effectively manage performance of FF by setting measurable metrics, sales targets based on agreed business objectives.
• Support the effective and transparent application of the incentive plans
• Generate a highly motivated and effective team in a positive work environment, modelling the company values
• Support and ensure compliance on Sales Optimisation Report Tool as a standard work tool for all Team members
• Evaluate and provide timely feedback and coaching to the MSRs and in order to ensure building a high-performance team
• Ensure that the following people management processes are developed and maintained in cooperation with HR: recruitment, induction , training , development , performance management , compensation and incentive planning
• Coordinate the different clinic units (OPD, OR, Lab.) and is responsible for the organization, deployment, supervision and performance appraisal of clinic staff in accordance with MSI Nigera Reproducive Choices personnel policies.
• Set up effective communication system within the clinic and other units of MSI Nigera Reproducive Choices program, technical and operational teams.
• Establish the priorities and focus of the medical team under his clinic and ensure proper coordination.
• Advise and provide expertise to all medical team.
• Monitor and evaluate clinical services provided by the medical team and control the quality.
• Developing strong business and management capacity amongst the medical team
• Motivate, coach, train and continuously set and reviewing performance targets for the medical team.
• Ensuring all human resource issues for the medical team are handled according to MSI Nigeria Reproductive Choices procedures.
• Assess medical staff training needs and arrange training in consultation with the Team Development Manager, Area managers.
• Conducting annual performance appraisals for the medical team

Clinical Services:

• Ensures the maintenance of efficient delivery of client care and the confidentiality of all cases, in accordance with accepted standard medical practices and professional code of conduct.
• Performs nursing duties, as required, including providing antenatal care, delivery service, family planning / MCH and counseling services, assisting the theatre nurse and disseminating health education/ information.
• Decides on clients eligible for subsidized I free services, as per the organization’s standing regulations.
• Ensures that clients’ cards and other records are up-to-date, orderly, properly filed and readily retrievable for reference and inspection.
• Prepares and submits work programmes and periodic reports of the clinic.
• Liaises, as appropriate with government and non-governmental agencies to promote MSI Nigeria
• Reproductive Choices ’s interest.
• Collaborates in the evaluation of clinical programmes and research undertaking and the subsequent application of research findings.

Resource Management:

• Is responsible for the acquisition of drugs, contraceptives and other supplies, ensures their proper receipt, storage, safe keep, issuance and regular replenishment by pro-establishing re-order level.
• Approves supplies’ requests and issuance and authorizes financial payments as per the organization’s financial policy
• Ensures that all fees collected from clients are deposited regularly.
• Assists in the reviews of clinic service charges.
• Performs other administrative duties essential for the day-to-day running of the clinic.
• Identifies, proposes and when approved implements improved clinic management system designed for the enhancement of client load, the provision of quality of care and the sustainability of the programme.
• Prepares and submits work plan and budget of the clinic
• Produce periodic performance report including service costs and expenses of the clinic.
• Avails herself/himself to regular stock taking and audit as and when required.
• Undertakes any other relevant duties that may be assigned to her/him by the Regional Manager/ Country director.

REQUIRED QUALIFICATIONS & EXPEREINCE:

• Knowledge of consumer healthcare environment – Structures/ Functionality/ Processes/ Funding / Distribution Chain / Traditional and Non-Traditional Customers
• Experience in FMCG & Pharmaceutical industry with successful sales experience and proof of consistent delivery of objectives (minimum 5 years)
• Minimum first-degree Graduate in Science/Social Science/Humanities

SKILLS:

• Proficient in written and spoken English
• Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication.
• Hold people accountable
• Strong interpersonal skills with an understanding of people management – motivation, coaching and development
• Commercially astute with strong business acumen
• Computer literate including manipulating Excel spreadsheets, PowerPoint, Word, Electronic Customer Management Systems
• Acts decisively
• Leads Change
• Implementation/execution skills
• Metric development, monitoring and control
• Negotiation skills – internal and external