Job Purpose
A National Sales Manager is responsible for leading and guiding a team of sales people in an organization.
The National Sales Manager sets sales goals and targets, build a sales plan, analyze data, assign sales training and sales territories, mentor the members of his/her sales team and build and maintain a high-performance sales organization to effectively achieve business objectives.
Scope
Management of sales activities nationwide towards the achievement of a defined product volume and revenue generation.
Job Responsibilities
Meets National sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analysing variances; and initiating corrective actions.
Create and implement effective sales strategies and lead nationwide Company sale representatives toward achievement of corporate sales objectives.
Provide leadership through effective communication of vision, active coaching and development, sales management, budget control, compensation programs and incentive planning, while comparing sales results to goals and taking appropriate action to correct when necessary.
Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
Proactively identify changes in healthcare delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly. Collecting customer feedback and market research
Prepare daily, weekly, monthly, quarterly and annual sales forecasts and projections in line with the targets.
Manage to meet and exceed monthly, quarterly and annual sales forecasts. Compiling and analysing sales figures. Monitoring your team''s performance and motivating them to reach targets
Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
Supervise and attend clinical meetings, seminars, and conferences as appropriate.
Manages accounts receivables and ensures collections.
Develop and supervise a strategic business and marketing plan in order to meet or exceed allocated sales targets.
Develop long-term profitable customer relations through effective negotiation and relationship building techniques.
Establishes sales objectives by creating a sales plan and targets for regions/territories in support of national objectives. Increasing business opportunities through various routes to market.
Maintains and expands customer base by counselling company sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
Implements trade promotions by publishing, tracking, and evaluating trade spending.
Establishing, maintaining and expanding your customer base. Strengthening existing Distributors, Pharmacy outlets, health centre, distribution network and its augmentation. Possibly dealing with some major customer accounts by self.
Building competent, effective, and efficient and result oriented sales organization.
Coordination with manufacturing, and supply chain function on availability and delivery of products.
Dealing with commercial activities pertaining to sales and marketing functions viz credit policy, controlling bills/receivables, incentive schemes, etc.
Any other tasks as assigned from time to time.
Key Performance Indicators
Sales budget achievement.
Retention and satisfaction.
Business expansion (Health institutions and Trade sector).
Sales Revenue Growth.
Debt management
Accuracy and timeliness of sales reports
Staff expense control.
Staff learning and development.
To grow the customer base, business volume and overall market share of the company.
Job
Requirements
Bachelor’s Degree in Biological Medical Sciences, Business Administration, Marketing, or a related field.
Minimum of 6 years of proven sales experience in FMCG, over-the-counter (OTC) pharmaceuticals, or mass-market dietary supplements.
Demonstrated success in managing high-volume distribution and field merchandising campaigns.
An existing, active network of relationships with wholesale drug markets, pharmacy chains, and retail buyers.
Strong commercial negotiation, sharp analytical skills for tracking shelf metrics, and high field execution energy.