Job ID: 1039047 Location: Lagos Full-Time: Regular Reports to: Sales Director Job Purpose
To deliver the sales targets for given portfolio of brands within defined geography, by ensuring full understanding and execution of Brand, Customer, Account Plans and tactics.
Lead and motivate a team of sales representatives, 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.
Key Accountabilities Business Leadership:
Develops business / customer / account plans and execute same for assigned portfolio of products within given geography, in line with Pfizer 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 team work; 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 to FCPA and GPIHP
Customer Relationship Management:
Build and manage key relationships locally e.g. influential customers as part of the agreed business plans
Ensure all team members identify and leverage the influence of KOLs in a given geography
Develop strategic partnerships that deliver on customer and Pfizer 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, KAMs)
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 implementation of DMI as a standard work tool
Evaluate and provide timely feedback and coaching to the PSRs in order to ensure performance and high level standards
Education and Experience
Knowledge of healthcare environment – Structures/ Functionality/ Processes/ Funding / Distribution Chain / Traditional and Non Traditional Customers
Knowledge of Therapeutic areas
Experience in pharmaceutical industry with successful sales experience and proof of consistent delivery of objectives ( minimum 3 – 5 years )
Graduate of Science at Bachelor’s level
Proficient in written and spoken English
Skills and Competencies:
Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication.
Holds 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
An understanding of how to develop and use customer insight
Apply via :
jobs.pfizer.com
