Territory Manager: Retail (Branded Generics)

Pharma Dynamics (Pty) Ltd.; South Africa; On-site; ZAR 350,000 - 550,000; Full time

Job summary

Pharma Dynamics (Pty) Ltd. is seeking a dynamic sales professional to drive growth across a defined territory, executing sales and marketing strategies, managing KA channels, and building strong pharmacist networks.

You will analyze territory data, maintain Repwise records, conduct product trainings, and report to the Regional Sales Manager on performance and plans. This role demands field mobility and a customer‑centric approach.

Responsibilities

• Achieve and exceed sales targets and growth objectives for the assigned product basket within the territory, in line with monthly, quarterly, and annual company requirements.
• Effectively implement and execute approved marketing strategies.
• Ensure prudent, responsible, and appropriate utilization of POS materials provided to support marketing initiatives.
• Effectively implement Key Account (KA) channel and national sales strategies.
• Manage the sales territory through effective planning, organization, and execution of commercial strategies targeted at customers.
• Utilize sales data tools to conduct territory, customer, and product analyses to identify gaps and opportunities that drive sales and market share growth.
• Maintain an accurate customer database on Repwise and achieve the required call rates, frequency, and coverage targets.
• Maintain detailed records of customer interactions on Repwise, including stock counts, products detailed, product-related queries, and follow-up activities.
• Execute and record product training sessions, including training registers, for pharmacists and support staff in accordance with company requirements.
• Submit monthly planners and reports to the Regional Sales Manager to track customer engagement, sales performance, marketing activities, and action plans.
• Conduct business reviews with key customers to discuss sales performance, growth opportunities, and expansion of the Pharma Dynamics product range.
• Build and maintain positive working relationships with pharmacists and other relevant stakeholders.
• Drive dispensary business by ensuring Pharma Dynamics brands are dispensed and reordered, while conducting ongoing product training in accordance with company SOPs.
• Arrange appointments with pharmacists, healthcare professionals, and other stakeholders through both scheduled appointments and prospecting activities to support commercial objectives.
• Collaborate with the Regional Sales Manager to identify and execute business growth opportunities within the territory.
• Monitor competitor activities and products.
• Provide timely feedback on marketing initiatives and share relevant market intelligence with internal stakeholders.
• Stay informed of developments within the pharmaceutical industry and adapt sales strategies accordingly.
• Organize functions, workshops, and training sessions within the territory and ensure appropriate customer participation.
• Ensure compliance with Marketing Code Authority principles and company requirements.
• Attend external supplier functions, conferences, and events as required.
• Attend company meetings, product launches, training sessions, technical presentations, and briefings.
• Attend all mandatory cycle meetings and conferences.
• Undertake country trips and day trips as required by the territory.
• Stay up to date with medical trends and clinical information provided by the company and effectively communicate this information to healthcare professionals and stakeholders.
• Manage and monitor territory expense budgets responsibly.
• Ensure successful implementation of commercial agreements that deliver appropriate business returns.
• Comply with all administrative and operational SOP requirements.
• Ensure all activities comply with company policies, procedures, and regulatory requirements.
• Handle customer enquiries and complaints professionally and in accordance with company procedures.
• Work collaboratively with colleagues to maximize territory performance, share best practices, and achieve business objectives.
• Participate in cross-functional teams to maximize product opportunities and support business growth.

Job description

KEY RESPONSIBILITIES

Promoting Products and Implementing Sales / Marketing Strategies

• Achieve and exceed sales targets and growth objectives for the assigned product basket within the territory, in line with monthly, quarterly, and annual company requirements.
• Effectively implement and execute approved marketing strategies.
• Ensure prudent, responsible, and appropriate utilization of Point of Sale (POS) materials provided to support marketing initiatives.
• Effectively implement Key Account (KA) channel and national sales strategies.
• Manage the sales territory through effective planning, organization, and execution of commercial strategies targeted at customers.
• Utilize sales data tools to conduct territory, customer, and product analyses to identify gaps and opportunities that drive sales and market share growth.
• Maintain an accurate customer database on Repwise and achieve the required call rates, frequency, and coverage targets.
• Maintain detailed records of customer interactions on Repwise, including stock counts, products detailed, product-related queries, and follow-up activities.
• Execute and record product training sessions, including training registers, for pharmacists and support staff in accordance with company requirements.
• Submit monthly planners and reports to the Regional Sales Manager to track customer engagement, sales performance, marketing activities, and action plans.
• Conduct business reviews with key customers to discuss sales performance, growth opportunities, and expansion of the Pharma Dynamics product range.
• Build and maintain positive working relationships with pharmacists and other relevant stakeholders.
• Drive dispensary business by ensuring Pharma Dynamics brands are dispensed and reordered, while conducting ongoing product training in accordance with company SOPs.
• Arrange appointments with pharmacists, healthcare professionals, and other stakeholders through both scheduled appointments and prospecting activities to support commercial objectives.
• Collaborate with the Regional Sales Manager to identify and execute business growth opportunities within the territory.
• Monitor competitor activities and products.
• Provide timely feedback on marketing initiatives and share relevant market intelligence with internal stakeholders.
• Stay informed of developments within the pharmaceutical industry and adapt sales strategies accordingly.
• Organize functions, workshops, and training sessions within the territory and ensure appropriate customer participation.
• Ensure compliance with Marketing Code Authority principles and company requirements.
• Attend external supplier functions, conferences, and events as required.
• Attend company meetings, product launches, training sessions, technical presentations, and briefings.
• Attend all mandatory cycle meetings and conferences.
• Undertake country trips and day trips as required by the territory.
• Stay up to date with medical trends and clinical information provided by the company and effectively communicate this information to healthcare professionals and stakeholders.
• Manage and monitor territory expense budgets responsibly.
• Ensure successful implementation of commercial agreements that deliver appropriate business returns.
• Comply with all administrative and operational SOP requirements.
• Ensure all activities comply with company policies, procedures, and regulatory requirements.
• Handle customer enquiries and complaints professionally and in accordance with company procedures.
• Work collaboratively with colleagues to maximize territory performance, share best practices, and achieve business objectives.
• Participate in cross-functional teams to maximize product opportunities and support business growth.