NATIONAL SALES MANAGER – PHARMACEUTICAL DIRECT SALES

 

Biotech Laboratories (Pty) Ltd is seeking an experienced and commercially driven National Sales Manager to lead and develop our national direct sales team.

 

The successful candidate must have a strong pharmaceutical sales background, excellent leadership ability, and the analytical skills required to manage sales performance, forecasting, customer development and execution across the country.

 

KEY RESPONSIBILITIES

 

Lead, manage and develop the national pharmaceutical sales team.

 

Drive achievement of monthly, quarterly and annual sales targets.

 

Translate company sales strategy into clear regional, representative and customer-level action plans.

 

Monitor sales performance by representative, territory, customer and product.

 

Conduct regular field visits, coaching sessions and performance reviews with sales representatives.

 

Identify performance gaps and implement corrective action plans where required.

 

Manage sales forecasting and provide accurate monthly and quarterly forecasts.

 

Analyse sales trends, market data, customer performance and product opportunities.

 

Drive growth within pharmacies, dispensing doctors, hospitals and other relevant private-sector customers.

 

Ensure effective customer segmentation, territory management and call planning.

 

Develop and maintain strong relationships with key customers and relevant pharmaceutical stakeholders.

 

Work closely with Key Accounts, Marketing, Finance, Supply Chain and senior management.

 

Ensure the sales team has a strong understanding of product positioning, pricing and the commercial value proposition presented to customers.

 

Monitor competitor activity and identify new market opportunities.

 

Manage product launches and ensure effective implementation in the field.

 

Ensure appropriate sales reporting, administration and CRM/field-force reporting disciplines.

 

Manage representatives against agreed KPIs, call rates, coverage, sales targets and strategic objectives.

 

Recruit, train, coach and retain high-performing sales representatives.

 

Maintain high standards of professionalism, compliance and ethical pharmaceutical selling.

 

MINIMUM REQUIREMENTS

 

Minimum 5 years’ experience within the pharmaceutical industry.

 

Proven experience managing and leading a pharmaceutical sales team.

 

Demonstrated experience in direct pharmaceutical sales.

 

Strong understanding of the South African private pharmaceutical market.

 

Proven track record of achieving and growing sales targets.

 

Strong numerical and analytical ability.

 

Advanced working knowledge of Microsoft Excel, including analysing large datasets, PivotTables, formulas, sales reports and performance analysis.

 

Excellent working knowledge of Microsoft Office / Microsoft 365, particularly Excel, PowerPoint, Word, Outlook and Teams.

 

Strong forecasting, reporting and presentation skills.

 

Ability to interpret sales data and convert information into practical sales actions.

 

Strong performance-management and coaching capability.

 

Excellent communication, negotiation and interpersonal skills.

 

Strong organisational and time-management ability.

 

Ability and willingness to travel nationally.

 

Valid South African driver’s licence.

 

PREFERRED

 

Relevant tertiary qualification in Business, Sales, Marketing, Commerce or a related discipline.

 

Previous experience at National Sales Manager or senior Regional Sales Manager level.

 

Experience working with pharmacies, dispensing doctors, wholesalers and hospital groups.

 

Experience with pharmaceutical sales data, CRM systems and field-force management tools.

 

THE IDEAL CANDIDATE

 

We are looking for a commercially minded leader who is comfortable both in the field and working with detailed sales data.

 

The successful candidate must be able to lead people, challenge underperformance, recognise opportunities, coach representatives and use numbers to make informed commercial decisions.

 

This is a hands-on leadership position requiring accountability, discipline, analytical thinking and a strong focus on execution and sales growth.

 

Applications should include a comprehensive CV detailing pharmaceutical sales experience, teams previously managed and measurable sales achievements.

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Apply to recruit@biotechlabs.co.za