Sales Effectiveness Manager - Gauteng

SUMMARY:
Sales Effectiveness Manager - BEE

POSITION INFO:

Sales Effectiveness Manager (Gauteng)

 2021/04/26

Reference Number

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Description

MAIN DUTIES:

Sales Force Effectiveness

• Dashboards & KAM Support:
  • Create, Manage and Drive Sales & Margin Dashboards to assist KAM’s to drive business
  • Manage & Coordinate Sales while ensuring that stock write off is minimal
  • Provide the deeper sales analytics and recommendations to KAM’s to drive maximum sales and profit
• Collate and coordinate outbound sales data from each province
  • Support KAM’s with data to help them with territorial segmentation with 80/20 customer targeting
  • Assist KAM’s with replenishments in line with stock pull-out activities from Depots
  • Provide the deeper territorial dissection and analytics and recommendations to KAM’s to align sales activities to correct customers
• Coordinate the development of provincial outbound dashboard report with IT/BIS
• Prepare sales reports from TM1 and BIS for the National Sales Manager, Portfolio Manager and the KAMs
  • To coordinate sales presentations for each month
  • To also coordinate with KAM’s the business review presentations
• Run margin reports and prepare 3rd party portfolio performance reports
  • Provide the deeper sales analytics and recommendations to business leadership at product level to drive maximum sales and profit
• Maintenance and updating of SharePoint
• Co-Scheduling interactions (with KAM) on interactions with Key Account Client
• Prepare and share mandatory reports with National Department of Health and National Treasury
  • Compiling PAT report weekly and uploading it into NDoH platform
  • Compiling Deliveries Data report weekly and uploading it into NDoH platform
  • Analyse the 2 NDoH reports on regular basis for supplier meetings & recommendations
• Help KAMs to optimally manage their sales and mitigate on risk of stock outs.

Demand & Supply Coordination:

Demand:

• Review/validate/influence the Market Demand through the monthly Forecast process to ensure sufficient and correct stock to supply with minimum stock write offs.
• Build into the monthly forecast any relevant market intelligence information discussed at the demand review, pricing, promotion, market penetration.
• Maintain a 5-year sales/budget rolling forecast in line with the company policy

Supply:

• Reduce stock outs and potential stock outs through accurate demand planning and negotiations.
• Review surplus orders and renegotiate with manufacturing via the Supply Chain division
• Participate in monthly supply meetings with NDoH & external customers.
• Manage short dated stock requirements with manual forecast changes to minimize the write off’s
• Coordinate the buy-out process on 3rd party supply to negotiate pricing etc.

Stock Management:

• To maintain stock holding to conform to company stock holding policy in order to ensure sufficient stock cover for risky items. Deviations to be investigated with an action plan.
• Identify and review items with excess inventory and propose action plan.
• Coordinate with Supply Chain that short dated stock – repacks/shelf extensions/special activities where allowed are executed.
• Minimize write off costs on slow moving stock.
• Preparation of stock reports for internal monthly stock meetings.
• Providing commentary monthly on excess and shortfall stock to company management
• Attend monthly S & OP meetings to raise issues / provide insight on any supply related queries
• Attendance of Quarterly Financial Forecasting process with company Finance
• Ensure that parameters of the safety stock policy are reviewed and revised when necessary with specific reference to Safety Stock, Replenishment Cycles and Lead times
• Manage Section 21 supply process end to end to ensure out of stock items are procured in collaboration with NDoH.

Requirements

Skills and Attributes:

• Effective planning, organising and co-ordinating
• Highly numerate
• Excellent analytical skills
• Strong capabilities in logical reasoning
• Results driven
• Effective problem solving and decision making
• Commercial and strategic awareness
• Independent and self-directed individual that can drive execution;
• Influencing capabilities;
• Effective interpersonal skills;
• The ability to communicate effectively (written and verbal) is essential;
• Attention to detail;
• Project management skills;
• Ability to think strategically and innovatively around total rewards

Knowledge:

• Computer skills on MS Office
• A solid understanding of Budgeting
• Deep working knowledge of Analytics
• Deep technical knowledge of Stock Management
• Financial modelling
• Vast experience on Tender Business
• Comprehensive knowledge on Pharmaceutical Industry

QUALIFICATIONS & EXPERIENCE:

• Minimum education - Matric
• Minimum experience – 2 -3 Years in a Sales & Marketing environment
• Relevant diploma or degree – BCom/ BBussSc /BEconSc

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