Mission of the Job:
- Build and maintain long-term relationships with key accounts to drive sales of the company’s products and services, consolidate market share, and achieve organisational sales goals.
- Identify and pursue opportunities for growth within designated territories while mentoring and guiding Sales Support Officers to enhance team performance.
- Uphold the value that "Customer is #1" through professional, reliable, and tailored engagement with clients.
Responsibilities:
Account Management and Growth:
- Serve as the primary contact for key accounts, maintaining and expanding these relationships to achieve agreed turnover goals.
- Proactively identify and pursue new business opportunities, ensuring consistent revenue growth within assigned territories.
- Develop and implement strategic sales plans tailored to specific key accounts, including long-term contracts and initiatives for sustained business growth.
- Conduct site visits and meetings with current and potential clients to build trust, address their needs, and present the benefits of the company’s offerings.
- Oversee the onboarding process for new accounts, ensuring accurate documentation, smooth handovers, and efficient client activation.
Sales Strategy and Execution:
- Collaborate with the Sales Manager to set annual revenue targets and develop actionable plans to achieve them.
- Monitor and analyse sales performance against targets, providing timely updates and insights to management.
- Negotiate contracts, pricing, and terms with key accounts, ensuring mutually beneficial agreements that align with company policies.
- Contribute to the development and implementation of marketing campaigns and promotional activities to drive sales.
Mentorship and Team Collaboration:
- Supervise and provide guidance to Sales Support Officers to ensure efficient operations and high levels of customer satisfaction.
- Set clear objectives, provide ongoing feedback, and conduct performance evaluations for direct reports.
- Foster a collaborative environment that encourages professional growth and teamwork.
Customer Engagement and Market Awareness:
- Develop in-depth knowledge of customer needs, challenges, and market trends to tailor solutions effectively.
- Stay informed about changes in regulations and industry practices that may impact the compounding pharmacy sector.
- Actively network and build relationships with professional associations, patient groups, and other stakeholders to generate leads and enhance the company’s market presence.
Reporting and Analysis:
- Maintain accurate records of all activities, leads, and opportunities in the CRM system (e.g., Pipedrive).
- Prepare regular sales reports detailing performance metrics, market feedback, and pipeline updates.
- Use data analytics to identify trends, track key account activities, and recommend improvements to sales strategies.
Event Participation and Industry Representation:
- Attend and contribute to exhibitions, congresses, and informational sessions, actively promoting the company’s products and services.
- Represent the company at trade shows and industry events, showcasing expertise and building credibility with key stakeholders.
Qualifications:
- Bachelor’s degree in Business or Sales.
- Qualification in Healthcare Sciences (e.g., Nursing, Dietetics, or related fields) is advantageous.
- 3-5 years of experience in business development, sales, or account management, preferably within the pharmaceutical or healthcare industry.
- Proven track record of achieving sales targets.
Skills and Abilities:
- Exceptional account management and relationship-building skills.
- Strong negotiation and contract management abilities.
- Analytical mindset with proficiency in CRM tools (e.g., Pipedrive), Microsoft Office Suite, and reporting software.
- Proven ability to mentor and develop team members, fostering a high-performance culture.
- Excellent verbal and written communication skills for engaging with clients and internal stakeholders.
- Strong organisational and multitasking capabilities to manage competing priorities.
- Strategic thinker with a focus on achieving long-term business objectives.
- High level of professionalism and ethical standards in managing client relationships