National Sales Manager - Kenya

Division

SSA

Department

Sales

Sub Department 1

Job Purpose

Devise and manage strategies and techniques for achieving consistent and profitable growth in sales revenues and targets through effective planning, deployment and management of sales personnel by keeping the team motivated in order to achieve sales targets and thereby achieving the strategic objectives and continuously generating new opportunities for the organisation

Key Accountabilities (1/5)

Drive and Implement Cipla Kenya Sales Agenda, Strategy and Policy for the organisation and respective geographic locations in order to achieve the sales and business results for the country

·       Identify objectives, strategies and action plans by implementing sales plans and aligning the sales team to the same  in order  to improve short- and long-term sales and earnings

·       Establish and set realistic sales goals by collaborating with the executive director of sales in order to align the same with the sales strategy

·       Construct detailed customer business plans in alignment with marketing, distribution, and logistic capabilities in order to  meet the revenue and profit plans of the company

·       Drive governance related to all sales tasks and functions in order to abide by set guidelines for doing the business in the right manner

Key Accountabilities (2/5)

Manage and administer the sales function effectively for all the regions assigned in order to achieve the desired sales and profitability

·       Manage strategic key accounts by maintaining strong relationship with the customers and evaluating more opportunities for business in order to strengthen the base business

·       Monitor and track the regions performance by ensuring all sales activities are implemented in the region by the area sales managers and that the sales targets are achieved as planned

·       Plan, recruit and direct the sales team across regions to achieve the specific objectives

·       Execute brand plans developed by marketing, lead teams towards establishing high brand equity, achieving  targeted market share & revenue growth.

Key Accountabilities (3/5)

  Implement the sales plans for the team in order to motivate and reward them for their performance and achievement of sales targets on time

·       In conjunction with SFE manager, implement the sales incentive plan for the team in order to motivate them to achieve the targets on a monthly basis

·       Report and evaluate the progress together with the sales teams and adjust the plan wherever possible in certain situations

Manage a group of Area Sales Managers ensuring achievement of targets is assigned to them and their respective teams and the sales plans are aligned accordingly

Key Accountabilities (4/5)

Establish effective reporting and forecasting processes for the sales team in order to ensure timely and up to date reporting of the sales

·        Prepare monthly and quarterly sales forecast for Kenya

·        Ensure that systems are in place in order to allow the sales team to receive their sales targets on time according to the predefined budget

·        Plan and initiate effective sales reporting processes in order to track the sales activities on a regular basis

Ensure that all sales and scripting reports are accurate and received timely to provide up to date and detailed reporting for both business and sales staff

Key Accountabilities (5/5)

Collaborate cross functionally to align and identify opportunities to support the achievement of sales objectives and profitability for the business

·       Align key stakeholders like marketing, sales force effectiveness, training and medical colleagues, region and country management, functional group colleagues, and Therapeutic Area(s) counterparts in the Marketing and Regulatory Units in order to align the business objectives and strategies

·       Conduct monthly meetings with the marketing department in order to reflect market feedback and discuss product business strategies, product campaigns to ensure brand consistency

·       Conduct monthly meetings with the training department in order to reflect co-working feedback and discuss training needs for sales team.

Identify opportunities for cross selling and up selling of products between the various therapeutic categories by collaborating with the product management team

   Lead and manage the sales team by developing and motivating them in order to achieve the objectives and advance their career

·       Facilitate effective knowledge and skills transfer within the team in order to foster team building

·       Conduct  performance review and talent management discussion in order to identify high performers and manage non-performance through improvement plans

·       Develop Individual Development Plans for the team in order to fulfil their development needs and help them prepare for future roles

Major Challenges

Resource Crunch to reach all the untapped areas of market to achieve the numbers planned for the year

Overcome by: Already planned  to recruit additional resources and in the meanwhile managing the situation with the help of existing regional sales manager and other team members by supporting personally wherever possible

Managing and understanding the whole country relationships is a key challenge

Overcome by: Maintain strong network of people within the industry and by recruiting experienced professionals with strong sales background in the Kenyan market

Key Interactions (1/2)

Marketing Team on a daily basis for product related information, sales strategy, market information, new product launches, project discussions etc.

SFE & Training Manager – twice a month for sales incentive planning and pay out, sales training, new employee orientation etc.

Key Accounts Manager – on a daily basis for hospital, wholesale & retail orders & follow-up, institutional purchases, tenders etc

Key Interactions (2/2)

Key accounts on a daily basis for existing business (stock, products, targets) and recurring business opportunities

New Accounts on a need basis for new business opportunities

Dimensions (1/2)

Span: 4 direct reports for handling Gastro, Respiratory, Spectracare & Vitalis teams (Indirectly manage a team size of 30 – direct reports of ASM’s)

Dimensions (2/2)

Key Decisions (1/2)

All target forecasts for products

Spends on accounts within a certain limit

Sales incentive approvals

Key Decisions (2/2)

Recommendation to the reporting manager for any sales guidelines related changes

Product development and specifications to the product development team

Approvals on spends exceeding a certain limit 

Education Qualification

Business Degree in Management

Relevant Work Experience

Minimum 8 years of experience in a sales role covering all the areas of the function preferably within Pharma industry with about 5 years as Regional Sales Manager and must possess Leadership & People skills, Negotiation & Influencing skills, good networking skills and an ability to work under pressure.