Job Description

Position Purpose
To drive pharmaceutical product sales and achieve set turnover, margin and
collection targets within the Private and Public Market in Tanzania (i.e. retailers,
wholesalers, clinics, private Doctors with a particular focus on Private Hospitals and
Government Health Institutions

Responsibilities :

Team leadership

• Plans, develops, establishes and implements activities related to the Sales and Commercial function.
• Ensures communication pertaining to driving sales through regular meetings with the team to discuss and review customers and strategies to ensure targets are met.

Growing market share

• Analyse, develop and expand the unit’s market position through formulating along-term business unit plan as well as translating business unit plans into annual plans / annual budgets and oversee the realisation thereof.
• Ensure liaison and management of private and Government market commercial team to enable employees to achieve their respective individual targets.
• Assist the execution of the commercial campaigns and ensure implementation as per strategic plan.
• Secure additional commercial deals through efforts within the commercial team to achieve set targets.
• Remain up-to-date with market intelligence so as to remain ahead of the competitors in terms of offering and innovative pricing.
• Introduce new concepts and innovations in order to secure future growth.
• Participate in dual visits with private market KAM at least as per agreed schedule in order to provide support and develop relationships with key clients.
• Ensure that the Key accounts Manager/Chief Accountant /BD participate in meetings with key clients to offer support for complex issues and relationship

ownership.

• Keep knowledge up-to-date specifically with regards to pharmacology, products, market / competition, communication techniques
• Assist with Telesales when needed and punch sales when required.

Sales through Tenders and Quotations

• Identify and source tenders either through existing relationships or through new
  potential clients.
• Request funds to purchase tender documentation and account for the ‘spend’.
  Collate and compile documentation required for tender purposes from across the
  organization (documents may include financial or resources documentation etc.)
  as well as from suppliers (e.g., certificates from suppliers, samples).
• In liaison with Branch Director engage with supplier regarding pricing parameters.
• Engage with suppliers’ medical representative regarding specific technical product related requirements.
• Conduct margin analysis and thereafter seek approval from Branch Director.
• Update changes accordingly.
• Compile all documentation from within the company and from the supplier and submit on time.
• Utilize key institutions' contacts to assist introduction, listing and development of
  company's New supplier's range of product

Management of collections

• Ensure that the process pertaining to record keeping is maintained from the Sales
  and Commercial team’s perspective so as to ensure accurate client reporting.
• Ensure the commercial team is up-to-date with respect to clients’ account status.
• Maintain communication with internal finance personnel to ensure continuous
  updates

Reporting

• Provide monthly reports to the Branch Director and suppliers on stock movements,
  tenders, competition and market feedback.
• Performs any other duties as assigned by the supervisor from time to time

Knowledge & Experience

• Bachelor’s Degree in Business, Marketing, or a related field
• Knowledge of pharmacology, pharmaceutical products, and medical industry standards is an added advantage
• Previous experience in a sales development, key account management, or a similar role, particularly in the pharmaceutical or healthcare industry.