Sales Manager
Salbashian Group
Total des années d'expérience :12 years, 9 Mois
• Responsible for obtaining profitable results through the sales team by developing the team through motivation, counselling, skills development and product knowledge development.
• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
• Responsible for managing the sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organization’s presence throughout the country.
• Assist in the development of group annual marketing plan, specifically advising on: realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force; and sales promotion program plans.
• Ensure that all sales representative activities are in accordance with the guidelines of Code of Conduct.
• Responsible for the planning, recruitment, direction, organization and control of sales supervisors and sales representatives to accomplish group objectives.
• Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters.
• Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each member of the sales team, set individual territory sales and commission targets and administer the commission plan.
• Personally observe the performance of medical representatives in the field on a regular basis.
• Provide high standards of ongoing training for the sales representatives so that they possess sufficient medical and technical knowledge to present information on the company’s products in an accurate and balanced manner.
• Planning and promoting company's products to existing customers (doctors, hospitals, pharmacies) and attract new customers.
• Know all the technical information relating to the products and provide a full explanation about the targeted customers.
• Organization, coordination and follow-up monthly and daily visits by medical representatives
• Supervision of medical representatives and work on the follow-up
• Implementation of the visits periodically and other random follow-up medical Reps
• Ensure customer satisfaction with products and services offered and provide after-sales services.
• Constant communication with customers KOL’s
• Ensure coverage along the geographical area.
• Preparation and implementation and ratification of the monthly visits Plans
• Submit periodic reports on competition in the market in terms of prices and presentations of new products, advertising, or stop some customers from dealing with the company's products.
• Writing private functions and visits by the med reps and the ratification of the reports within team reports.
• Post assess the performance of subordinates (delegates within his team) and in coordination with the Human Resources Unit
• Participation in preparing for the seminars / conferences / workshops that target customers for the purposes of follow-up varieties and promotion of new products
• Supervise a team of four medical sales representative
• Establish sales forecasting plans to ensure continuous sales growth
• Establish and enhance networks with Key Opinion Leaders (KOL)
• Hold on-the-job training session for junior medical sales representatives
• Perform ongoing customer/market research and demographic profiling to identify and capitalize on unmet market needs.
• Achieve volume targets and ensures profitability.
• Monitor product display and merchandising.
• Coach & mentor junior medical sales representative
• Increase awareness & use of pharmaceutical products among healthcare professionals.
• Ensure formality inclusion and liquidation of KDS PHARMA pharmaceutical products.
• Establish sales forecasting plans to ensure continuous sales growth
• Establish and enhance networks with Key Opinion Leaders (KOL)
• Hold on-the-job training session for junior medical sales representatives
• Perform ongoing customer/market research and demographic profiling to identify and capitalize on unmet market needs.
• Reporting to the marketing manager
• Regular visits for class \[A\] privet hospitals and follow up with physicians for the liquidation of the products.
• Follow up with company tender department and purchasing department in institutions (DRMS, MOH, JUH and KAUH)
• Regular visits to KOL’s and decision makers to create the need for our products and list it to the institution RDL
• Liquidation of our products in the institutions and follow up the stock in the main pharmacy and distribution of the product in all sectors
• Opening new networks and relationships with KOL’s
• Coaching 3 medical representatives
• Monitor and managing a team of 3 medical Reps.
• Preparing regular scientific seminars in different departments of hospitals to give new info about our products
• Follow up & promote Valeant pharmaceutical products in Key Accounts Hospitals in Riyadh (K.F.H & R.S, R.K.M.H) and Others
• Implement the monthly sales plan for 5 medical representatives and follow up the execution on a daily basis by monitoring the daily reports.
• Review and analyze sales force achievements by brand and by outlet to ensure company's objectives are being achieved.
• Responsible for converting the action plans and strategies into sales through the field force and coordinate sales effort and activities
• Report on competitor’s activities and provide market feed-back on new products, prices changes, new launches, etc.
• Monitor samples & promotional materials stocks.
• Excellent relations with various channels. Being the key person to convey the high image of the company in terms of service and credibility.
• Promotion of Valeant’s pharmaceutical products.
• Regular follow up to physicians and pharmacies according to prepared weekly schedule.
• Increase the awareness & use of the company's pharmaceutical products among healthcare professionals with the clients.
• Ensure formulary inclusion And liquidation of Valeant products,
• Balancing between the company objectives and customer needs.
• Establish sales forecasting to ensure the growth sale of the product.
