Territory Manager: Retail

Pharma Dynamics (Pty) Ltd; Rand CP; On-site; GBP 40,000 - 70,000; Full time

Job summary

Pharma Dynamics (Pty) Ltd is seeking a driven field sales professional to manage and grow the pharmaceutical product portfolio within the assigned territory in the United Kingdom. You will implement marketing plans, drive pharmacy and OTC sales, and maintain strong relationships with pharmacists and health professionals.

The role requires proactive territory planning, data-driven analysis, and effective collaboration with regional management to maximize market share and product presence.

Responsibilities

• Achieve and exceed sales targets for the territory.
• Implement and execute marketing strategies.
• Utilize POS resources to support marketing.
• Execute KA channel and national sales strategies.
• Plan and execute territory sales activities with targeted customers.
• Use sales data tools to analyse territory, customers and products.
• Maintain Repwise database and meet call rate targets.
• Record customer interactions in Repwise and track stock and product queries.
• Deliver product trainings to pharmacists and staff.
• Submit monthly planners and reports to the line manager.
• Conduct business reviews with key customers.
• Build relationships with pharmacists and stakeholders.
• Drive pharmacy OTC business and ensure product dispensation.
• Arrange appointments with pharmacists and health professionals.
• Collaborate with Regional Sales Manager on opportunities.
• Monitor competitor activity.
• Provide timely feedback on marketing initiatives and in-field intelligence.
• Stay informed on pharma developments and adjust sales strategy.
• Organise events/trainings and profile attendance.
• Ensure compliance with Marketing Code Authority.
• Attend supplier functions and conferences.
• Attend company meetings and product launches.
• Attend cycle meetings and conferences.
• Complete country trips as required.
• Keep up to date with latest trials and present data to health professionals.
• Manage expense budgets.
• Ensure commercial agreements are implemented.
• Comply with SOPs.
• Work with colleagues for territory synergy.
• Participate in cross-functional teams to maximize opportunities.

Job description

Key Responsibilities

• Achieve and exceed set sales targets and growth objectives for the product basket/s within the territory as per company requirements set monthly, quarterly, and annually.
• Effective implementation and execution of set marketing strategies.
• Ensure prudent, responsible and appropriate utilization of the Point of Sale (POS) provided cyclically to support marketing strategies.
• Effective implementation of set KA channel and national sales strategies.
• Manage the sales territory through effective planning, organising and flawless execution on targeted customers of the commercial strategies.
• Utilize the sales data tools to conduct territory, customer, and product analysis to identify gaps and opportunities to drive sales and market share gains.
• Maintain targeted database on Repwise and achieve the expected call rates, frequency, and coverage requirements.
• Detailed record keeping of customer interactions on Repwise, which may include stock counts, products detailed, product related queries and other follow-up notes.
• Effective execution and logging of Product Trainings (including Training Registers) to pharmacists and supporting staff on Pharma Dynamics products, as per set requirements and expectations.
• Submit monthly planners and reports to the relevant line manager to track customer engagement, sales performance, channel strategies, marketing strategies and action plans.
• Implement robust business reviews with key customers to discuss sales performance, growth opportunities and the expansion of the Pharma Dynamics product range / presence in store.
• Building and maintaining positive working relationships with pharmacists and relevant stakeholders in the customer environment.
• Drive pharmacy Consumer (Front Shop and OTC) business by means of ensuring our brands are dispensed and re-ordered. This also includes frequent product training with the correct stakeholders in line with training SOPs and requirements.
• Arranging appointments with pharmacists, medical professionals, and other stakeholders within the customer environment, which may include pre-arranged appointments or regular “cold” calling to drive the growth of Pharma Dynamics products and follow through on commercial strategies.
• Work closely with Regional Sales Manager to create effective plans on various business opportunities within the territory and ensure successful execution.
• Monitor competitor activity and competitors’ products.
• Ensure timeous feedback post or during the implementation of marketing-initiated strategies, and ongoing in-field intelligence to the relevant internal commercial stakeholders.
• Keep informed of new developments in the pharmaceutical industry, anticipating potential positive and negative impacts on the business and adjust own sales strategy accordingly.
• Organising functions / workshops / trainings for the designated territory and suitable customer profiling for attendance.
• Ensure compliance with and adherence to the Marketing Code Authority principles as enforced and approved by the company.
• Attendance at external supplier functions / conferences arranged by key accounts or marketing - as required.
• Attend all relevant company meetings, technical data presentations, product launches / training and briefings.
• Compulsory attendance to cycle meetings and conferences.
• Complete country trip and day trips as per territory requirements.
• Keeping up to date with the latest trends and medical trials supplied by the company to optimise sales opportunities and interpreting, presenting, and discussing this data with health professionals / channel stakeholders during engagements.
• Strictly manage and track expense budgets allocated for the role and territory.
• Ensure commercial agreements are successfully implemented with sound business return as per company requirements.
• To comply with set administration / operational SOP standards
• Ensure that activities always comply with company policies, procedures, and regulations.
• Handling of enquiries and complaints quickly and professionally and in accordance with company procedures.
• Work closely with colleagues as a team for territory synergy and share best practice to deliver excellent results.
• Participate and function in larger cross-functional teams to maximize product opportunities and growth.