NADIA is exclusively working with one of the global largest pharmaceutical companies who are looking for a VP - Sales & Marketing to be based in their Jeddah/KSA office.
Reporting to: Country Head and General Manager
Responsible for building sustainable business through secondary driven primary sales. Identify & develop business opportunities in the Retail-Hospital-Tender sector and actively manage product portfolio, Market Share Growth. Work to establish the Corporate Image of company’s operations in KSA market.
·Responsible for building & motivating the Sales team capable of delivering a combined performance so that everyone within the team reaches their individual targets through planned brand strategies.
·Inspire high team performance through excellent leadership
·Provide feedback on market developments, undertake market intelligence survey, compilation of customer list mapped to portfolio for Retail-Hospital-Tender
·Plan field work along with the MSR’s, coverage of market, focus on product mix sales, analyse doctor productivity
·Target to plan periodic Doctor meets for core brands in terms of concept, presentation & coordinating for successful doctor engagement
·Ensure implementation of brand communication, product promotional plans
·Liaison and networking with Key decision makers for business from purchasing managers of Chain stores, hospitals & for LPO business
·Work on the Institutional Tender market- NUPCO/ MODA/ MOH/ KAMC etc etc, record volumes/ price updates, RFQ’s & quotations, participations with registered products
·Coordinate with distributor Sales team for penetration of products in the Market, conduct regular monthly one to one & team meetings with distributor representatives to collect feedback , devise action plan & follow –up
·Coordinate with Purchase Managers of group Pharmacies –To maintain contacts , listing into formulary, plan liquidation strategies, procure orders on a regular basis for their outlets
·Through MSR’s & distributor sales team, track inventory FIFO model at supplied customer outlets whether retail or governmental, precisely monitor stock movement & avoid expiries, negotiate penalties & devise strategies towards this goal
·To monitor & follow up with Team to ensure adequate availability of stocks to honour prescriptions
·Liaising with KOLs/potential customers for furthering business by facilitating & encouraging varied processes that include proactive Identification /Sustainability/Consolidation / Conversion.
·Validate MSR promo expense request & forward recommendation based on thorough analysis to Country head & dispersing of promotional expense ,accounting the same on approval
·Coordinate to ensure attendees to CME’s organized on targeted brands & KOL development
·Ensure ROI on promo budget invested, monitor spending within budgeted limits & validation of the same
·Keeping abreast with competitors’ activities & timely development of action plan to counter competition by proper implementation of strategies.
·Plan & recruit manpower, manage day to day activities, allocating territories, setting budgets/targets, conduct performance evaluation
·Identify potential talent for the next level & enable development for succession planning
·Ensure a sales monitoring and review process, organize feedbacks, team motivation, and ongoing development of representative skill, forecast trends and manage change
·Provide fortnightly/monthly report to General manager, outlining the trade related activities, highlighting the significant achievements of the month, feedback on competition, suggestion, review sales of current month, capturing & comparing actual ROI against expected & forecast for next month with plan.
·Ensure sales force completes updates and maintains all administrative data. Identify training needs pertaining to product knowledge/In-chamber discussions for MSRs and support brand Management team
·Coordinate on reporting system with the team for greater compliance, including Call Index Sheet upload ( basis company approved software-device), various analysis, complete quantitative & qualitative feedback on reporting to General Manager & Country Head
·Ensure compliance to code of ethics as relevant to company