Summary
Date Posted: Wednesday, February 09, 2022 , Base Salary: Not Disclosed

JOB DETAILS:
First Line Sales Manager – Pharmaceuticals
Overview
DKT International is a leading contraceptive social marketing organization whose core mission is the provision of safe and affordable options for family planning, reproductive health, and HIV/AIDS prevention. DKT International is one of the largest private providers of family planning and reproductive health products in the world, with a presence in over 50 countries. DKT currently markets and sells a variety of products in Kenya under the leading brand categories: Kiss Condoms, Lydia Contraceptives, and Kare Maternal Health products. DKT is a dynamic, entrepreneurial, and health-minded organization where individuals can make a difference in improving the lives of people.
DKT is looking for dynamic, committed, and success-driven candidates for the position of First Line Sales Manager, Pharmaceuticals to drive performance by leading a team of Medical Sales Representatives to meet their business objectives and establish DKT as the customer’s key partner and advisor. This will be enabled by coaching and developing the team’s scientific knowledge, business planning, and selling capabilities.*

Duties & Responsibilities:
Strategy Implementation
• Executes sales strategy and develops action plans for the area of responsibility in line with strategic priorities.
• Builds and maintains solid relationships with customers in the assigned territory.
• Drives implementation of key strategic initiatives in the sales area.
• Delivers sales and distribution targets in the sales area.
• Coaching and Performance Management
• Ensure that the medical representatives continuously build knowledge of DKT brand strategies and leverage that knowledge with customers in informing healthcare providers’ choices and preferences.
• Coaches the medical representatives to develop an understanding of DKT and competitor’s brand's features and benefits and apply this knowledge effectively in their selling approach
• Ensure the field sales team have comprehensive product knowledge and can leverage it with customers to support decision making
• Coaches the field sales team to develop their understanding of relevant medical guidelines and client profiles.
• Coaches the medical representatives to select and prioritize appropriate customer targets and develop robust, effective, and efficient route plans and monitors implementation through KPIs
• Coaches the medical representatives to build their understanding of the assigned market segment’s performance, develop actionable insights, identify the market segment’s opportunities, and develop insight-based, business plans that contribute to the achievement of the overall DKT business objectives
• Ensures efficient geographical coverage and cross-selling opportunities to achieve full business potential (sales and profit).
• Uses multiple data sources to analyze area performance dynamics, identify area trends and opportunities, and develop insight-based territory business plans with strategically aligned SMART objectives, strategies, and tactical activities that deliver business objectives
• Ensure implementation of business plans using KPIs to track performance and supports the field sales team through coaching to adjust plans (where required).
• Provides sales forecast for the sales area and monitors key KPIs
• Manages relationships and plans with distribution partners and monitors their financial performance
• Any other assigned duties
• Required Qualifications:
• Degree in Pharmacy or other related Health Sciences degree
• 7 years working experience in Pharmaceutical Industry with at least 3 years’ experience in handling Sales, People Management, Customer Engagement, and Route-to-Market development & management.
• Professional training and certification in Sales and Marketing would also be desirable
• Understanding of pharmaceutical elements - including large institutions/hospitals, pharmacies, wholesalers, distributors, and service providers.
• Knowledge of the reproductive health sector (FP commodities) and/or experience in selling OTC Pharmaceutical products will be an added advantage.
• Adopts a “lead by example” approach to successful management and motivation of a team
Attributes and Abilities:
• Strong leader with the gravitas to motivate our sales team and build relationships with all stakeholders.
• Experience in building strong product & delivery, with a strong customer focus, and in identifying clear value propositions for customers.
• Coordinates tasks between key interfaces and ensure fulfillment of administrative tasks.
• Collaborates with Marketing, NSM, HR Sales Administrator, and other internal teams to ensure full internal support for the sales team.
• Collaborates with internal teams to deliver targeted campaigns and unlock efficiencies in our sales process.
• Highly results and performance-oriented.
• High levels of integrity and self-motivation.
• Excellent team player with good interpersonal/management skills.
• Developing external partnerships and strategic alliances
• Excellent Negotiation/persuasion and Presentation skills
• Excellent planning skill

Work Hours: 8

Experience in Months: 84

Level of Education: Bachelor Degree

Job application procedure
Interested candidates to send their applications to hr@dkthealthcare.org; latest by 28th February 2022
• Kindly also indicate details of your availability, current and expected salary, names & addresses of 3 business referees, current and previous employers, roles and responsibilities handled to date, together with your day and cell contacts.

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