TERRITORY MANAGER FOR PHARMACEUTICAL COMPANY IN SOUTH AFRICA

KEY RESPONSIBILITIES Promoting Products and Implementing Sales / Marketing Strategies Arranging appointments with doctors, both GP’s and Specialists, which may include pre-arranged appointments or regular ‘cold’ calling; Deliver superior sales presentations to customers by fully planning each call with specific objectives; maintaining the customer’s interest; overcoming objections positively; reframing product features into customer benefits and the competent use of relevant literature. Organising meetings and CME’s for doctors and other medical staff; Building and maintaining positive working relationships with medical staff and supporting administration staff e.g. receptionists; Managing budgets (for catering, appropriate hand-outs, conferences, hospitality, etc); Maintain full and accurate records of all customers including specialties, products used, objections raised, response to previous presentations, best time to see, specific requirements etc., which may involve database management, with a computer and PDA Planning work schedules; weekly and monthly timetables. This may involve working with the sales team or discussing future targets with the relevant managers. Generally, medical sales representatives have their own regional area of responsibility and plan how and when to target health professions in that area; Ensure the accurate and timely completion of all weekly reports, maintenance of territory call records, handling of enquiries and complaints quickly and professionally and in accordance with company procedures. Regularly attending company meetings, technical data presentations and briefings; Maintain and enhance knowledge of products, company developments, customers, and competitors. This will also include a full and complete knowledge of the Product Information and relevant clinical papers, and clinical developments within the therapeutic area. Keeping up with the latest clinical data supplied by the company and interpreting, presenting and discussing this data with health professionals during presentations; Monitoring competitor activity and competitors’ products; Keeping informed of new developments; anticipating potential negative and positive impacts on the business and adapting strategy accordingly; Developing strategies for increasing opportunities to meet and talk to target contacts in the medical and healthcare sector; Staying informed about the activities of health professionals in a particular area; Working with team managers to plan how to approach target contacts and creating effective business plans for contributing to the sales in a particular area. Monitor own sales effectiveness and use data to focus own detail activities for best results Work closely with marketing department to improve knowledge and implement strategies PRE-REQUISITES 2-3 years CVS detail sales experience Must reside in or close to Cape Town Central suburbs Relevant degree / diploma preferred Proven track record of strong detail and client management skills Exposure to generics preferred Existing relationships with key doctors in allocated geographic area preferred TECHNICAL COMPETENCIES REQUIRED Strong knowledge of CVS disease area Computer literate and able to effectively use Excel and Powerpoint Strong knowledge of generic pharmaceutical market Good knowledge of medical terms and applications e.g. understanding of anatomy, physiology, disease and pharmaceutical treatments Good knowledge and proven application of administration processes, systems and practices