Sales and Marketing Manager Gulf (Kuwait, Qatar and Bahrain)
EGO
Total years of experience :19 years, 2 Months
People Management
To train, develop, inspire and retain a high performing sales staff
To work in the field with all Supervisors, Medical Representatives and Promoters to supervise monitor and develop their skills and knowledge.
To provide comprehensive written appraisals on each Sales Staff performance at regular intervals.
Sales Targets
To do everything needed to exceed the annual sales target every year.
To develop an annual marketing plan with the International Development Manager and Sales Operations Manager to optimize the sales opportunities.
To utilize resources with customers to achieve maximum sales returns.
To use information to target customers with highest potential for growth.
Marketing Plans
Develop and implement marketing plans for key products and marketing segments in conjunction with sales and marketing staff.
Expense Budgets
To ensure total controllable expenses are within agreed spending limits and expense budget that has previously been approved in writing by the International Development Manager
RESPONSIBILITIES:
1. Key Medical Customer Management
To interface with key medical customers, including dermatologists, pediatricians, and other major medical professionals as specified.
To interface with key pharmacy groups and institutional customers.
To identify potential key and high value medical customers and opportunities.
To conduct an annual business review with key customers.
To participate in the development of annual promotional plans for key pharmacy chains
To increase the awareness, recommendation and usage of Ego brands by key specialists, key general practitioners and other key medical influencers and high value medical customers.
To increase Ego’s professional presence with our major customers.
To increase the range of Ego products purchased by customers.
2. Marketing
To prepare annual sales and expense budgets with Marketing Staff, in consultation with International Development Manager.
To liase with International Marketing Executives and contribute feedback to adapt and develop appropriate sales material for Sales Representatives & relevant customers specific to market needs.
To evaluate potential new products and provide three year sales estimates.
3. Staff Training, Development and Reporting
To ensure that all Sales Staff have excellent product knowledge of Ego’s products.
To ensure that all Sales Staff have excellent product knowledge of competitor products.
To ensure all Sales Staff have the necessary skills and abilities to promote Ego products.
To ensure the use of electronic territory management system to provide the appropriate service (timely reports, transmission of orders and others as specified).
5. Contact with Key Customers
To develop and maintain good personal and phone communications with medical customers, other relevant professional medical Societies and specific OTC customers
To personally manage key customers.
To liaise and follow up medical sales and marketing communications as necessary.
Ongoing training is provided to medical professionals, auxiliary medical staff and specific OTC customers
To organise and attend major national dermatological and other relevant medical conferences and seminars that have an acceptable return on investment.
Develop and present product training to key customers including pharmacists, dermatologists and other medical professionals.
Liaise with Country Manager (Saudi and Bahrain), MERM, International Development Manager and designated persons in Middle East to assist in the production of relevant materials and co-ordination of marketing campaigns.
Responsible for ensuring promotional material is consistent with the agreed harmonization principles.
Adapt concepts provided by International Marketing Executives so that they are culturally and demographically suitable for respective markets in consultation with the International Development Manager, MERM and Country Manager (Saudi and Bahrain).
Modify and develop POS, literature, advertisements, advertorials etc provided by International Marketing Executives to suite the requirements of the respective markets in consultation with the International Development Manager, MERM and Country Manager (Saudi and Bahrain).
Arrange translation of materials as required
• Developing and sharing the strategic direction of the business.
• Achieving all sales targets in line with the business objectives while managing the sales team on daily basis.
• Determine optimum sales force.
• Recruit and maintain headcounts as set out in the plan and be responsible for the ongoing team members.
• Coach, develop, motivate, support and lead the sales team while acting as a role model and supporting company values.
• Lead and manage the account planning process for own area of responsibility.
• Capture and maintain relevant sales, customer and competitor’s data.
• Build long term relationship with existing and new customers while keeping them fully informed about company products therapies and values.
• Ensure customer needs are wholly met guaranteeing customer satisfaction.
• Budgeting and planning processes, monitor performance against budget and taking appropriate action to address any variances.
• Cooperate closely with Marketing, Sales support and Business development departments in order to reach full customer satisfaction& the set target.
• Manage all aspects related to the distributer.
• Established a company name and products from a scratch.
• Launched 5 Biotechnology Products.
• Increased Sales revenue from 50000$ to 1500000$ in 4 years.
• Effectively managed all aspects related to the distributer.
• Lead 2 Product specialists. starting 2007