Commercial Sales Channel lead

Job Framework

Job Title-  Commercial Sales Channel Lead Cost Centre

Location – Kampala, Uganda

No. of Direct Reports – Up to 13

Reporting to Director, Social Business Budget Responsibilities (Y/N) Y

The Role

Reporting to the Director, Social Business the Commercial Sales Channel Lead is responsible for the implementation / control of MS national sales strategy, determining sales regions, establishing goals and quotes, overseeing sales training programs and ensuring that the sales force achieves set revenue and expense targets. Ultimately, s/he will be accountable for MS’s sales performance.

Key Responsibilities

• Develop brand strategies and marketing plans under the guidance of the Director Social Business to whom s/he will report.
• Recruit, train, motivate and manage a high quality marketing and sales team to successfully improve the marketing and sales functions.
• Achieve agreed targets by providing hands on leadership, including developing detailing and marketing, organizing events for health providers, managing key client accounts and supervision to all medical representatives and sales staff.
• Ensure the successful launch of new health products.
• Develop positive relations with clients and partners to help objectives.
• Establish and implement a monitoring and management information system, and use the data for analysis to improve strategy, planning and productivity
• Manage and report on all marketing activities and sales targets on a monthly basis.
• Ensure quality customer care and service is accorded to clients to provide for repeat business
• Ensure that the percentage of sales justifies the cost of lead acquisition

Experience

• Demonstrated ability to lead and manage a diverse sales team
• Demonstrated ability to achieve sales plans
• Demonstrated ability to professionally develop and coach team members
• Strategy development, project management, problem solving and change management skills
• Solid understanding of healthcare and regulatory requirements and issues
• Exceptional negotiation skills and ability to build positive working relationships, both internally and externally.
• Ability to effectively present information and negotiate with all levels of management
• Demonstrated strong oral and written communication skills
• Knowledge of Family Planning is added advantage

Qualifications and Training (essential/desirable)

• University degree in the relevant field
• Background in pharmaceutical marketing, management and/ or a pharmacist.
• At least five years’ experience in pharmaceutical and sales, preferably in a managerial capacity
• Experience and success in recruiting and retaining a high performance sales team
• Computer literacy (MS Office)
Personal Attributes
Successful performance at MS is not simply defined in terms of ‘what’ people achieve, but equally is about ‘how’ people go about their jobs and the impact that they have on others. We encourage and expect all team members will demonstrate the following behaviours:
• Initiative:
Thinking ahead and taking action to make the most of opportunities by finding the optimum solution
• Innovative:
Thinking creatively and outside of the box so that ideas generated create a positive outcome
• Effective Communication:
Communicating through active listening and good questioning techniques, using appropriate body language, ensuring information is clear and concise.
• Responsive:
Being responsive to changing priorities and demands
• Working Efficiently:
Planning, prioritising and organising work to ensure work is accurate and deadlines are met
• Sharing Information:
Sharing information and knowledge whilst maintaining confidentiality
• Focus on Learning:
Taking responsibility for keeping knowledge and skills updated and for seeking opportunities to develop further
• Commitment:
Awareness and understanding of goals, vision and values and how your role impacts on this and going the extra mile to meet role requirements
• Driven:
Drive and determination to deliver results
• Accountable:
Taking responsibility for appropriate decisions that you make, and the actions and behaviour you demonstrate
• Embracing Change:
Openness to embracing change within the organisation and being able to adjust plans/activities accordingly
• Motivated:
Motivation towards achieving quality results to maximise potential
• Team Player:
Working as part of a team by being supportive, flexible and showing respect for each other
Team Member Behaviours
Work as One MS
• You contribute, use, and share accurate data and evidence to improve understanding, insight and decision-making across MS, enabling us to maximise our ability to influence others.
• You share relevant knowledge, expertise and resources to strengthen teamwork and prevent duplication of effort.
• You actively work as part of a team, providing support and flexibility to colleagues, demonstrating fairness, understanding and respect for all people and cultures.
Show courage, authenticity and integrity
• You hold yourself accountable for the decisions you make and the behaviours you demonstrate.
• You are courageous in challenging others and taking appropriate managed risks.
Develop and grow
• You seek feedback to enable greater self-awareness and provide the same to others in a way which inspires them to be even more effective.
• You manage your career development including keeping your knowledge and skills up to date.
Deliver excellence, always
• You strive to consistently meet and exceed expectations, putting clients at the centre of everything, and implement smarter, more efficient ways of performing your role.
• You build and maintain effective long-term working relationships with all stakeholders, and are a true MS ambassador.
Leadership (For Leaders only)
• You inspire individuals and teams, through situational leadership, providing clear direction.
• You seek and provide opportunities which motivate team members, helping to develop skills and potential whilst strengthening our talent and succession pipeline.
• You are aware of emerging developments in our sector, demonstrating strategic insight about our clients and business and encourage this in your team.
• You articulate a vision of the future which inspires and excites others.
MS Values
• Mission driven: With unwavering commitment, we exist to empower women and men to have children by choice not chance.
• Client centred: We are passionate about our clients and dedicate our efforts to delivering agreed objectives to the highest possible quality.
• Accountable: We are accountable for our actions and take responsibility for everything we do to ensure long term sustainability and increased impact.
• Courageous: We recruit and nurture talented, passionate and brave people who have the courage to push boundaries, make tough decisions and challenge others in line with our mission.

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