Regional Manager
Alfred & Victoria Associates
full-time
Department: Sales and Marketing
Directly reports to: National Sales Manager
Directly supervises: Sales and Marketing Managers, Key Account Managers
Industry: Hospitals & Chain Pharmacy Stores
Job Summary
Provides leadership for the sales and marketing staff towards maximizing sales revenue in line with the corporate objectives within the region:
Tasks and responsibilities
Meet regional sales financial and targets objectives by forecasting requirements.
Create and implement effective sales strategies and lead regional Company sale representatives toward achievement of corporate sales objectives.
Provide leadership through effective communication of vision, active coaching and development, sales management, budget control, while comparing sales results to goals and taking appropriate action to correct when necessary.
Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
Proactively identify changes in healthcare delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly. Collecting customer feedback and market research
Prepare daily, weekly, monthly, quarterly and annual sales forecasts and projections in line with the regional targets.
Meet and exceed monthly, quarterly and annual sales and payments forecasts and budgets. Compiling and analysing sales figures. Monitoring your team's performance and motivating them to reach targets
Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
Supervise and attend clinical meetings, seminars, and conferences as appropriate.
Manages accounts receivables and ensures collections.
Develop and supervise a strategic business and marketing plan in order to meet or exceed allocated sales targets.
Develop long-term profitable customer relations through effective negotiation and relationship building techniques.
Establishes sales objectives by creating a RTM sales plan and targets for regions/territories in support of national objectives. Increasing business opportunities through various routes to market.
Maintains and expands customer base by counselling company sales representatives; building and maintaining rapport with key customers; identifying new customer opportunities.
Implements trade promotions by publishing, tracking, and evaluating trade spending.
Establishing, maintaining and expanding your customer base. Strengthening existing Distributors, Pharmacy outlets, health centre, distribution network and its augmentation. Possibly dealing with some major customer accounts by self.
Building competent, effective, and efficient and result oriented sales organization.
Coordination with manufacturing, and supply chain function on availability and delivery of products. Dealing with commercial activities pertaining to sales and marketing functions viz credit policy, controlling bills/receivables, incentive schemes, etc.
Any other tasks as assigned from time to time.
Key Performance Indicators
Sales budget achievement.
Retention and satisfaction.
Business expansion (Health institutions and Trade sector).
Sales Revenue Growth.
Debt management
Accuracy and timeless of sales reports
Staff expense control.
Staff learning and development.
To grow the customer base, business volume and overall market share of the company.
Job Requirements
Bachelor's Degree in Business Administration, Marketing, Pharmacy, Health Sciences, or a related field.
8 - 12 years of progressive sales and marketing experience, with at least 3 - 5 years in a regional or senior sales management role.
Proven experience in the healthcare, pharmaceutical, medical devices, hospitals, or chain pharmacy industry.
Strong experience managing regional sales teams, including Sales Managers, Key Account Managers, and Sales Representatives.
Demonstrated track record of achieving and exceeding sales targets and revenue objectives.
Strong knowledge of healthcare institutions, hospitals, pharmacies, distributors, and trade channels within the assigned region.
Experience developing and implementing regional sales strategies, business plans, and Route-to-Market (RTM) strategies.
Strong key account management and relationship-building skills, particularly with hospitals, pharmacies, distributors, and other healthcare stakeholders.
Proven experience in receivables/debt management, collections, and credit control.
Ability to analyse sales reports, forecasts, market trends, competitor activities, and customer feedback to drive business decisions.
Strong experience in team leadership, coaching, performance management, and staff development.
Excellent negotiation, communication, presentation, and interpersonal skills.
Strong commercial acumen with the ability to manage budgets, trade promotions, expenses, and profitability.
Willingness and ability to undertake frequent regional travel and field visits.
Proficiency in Microsoft Office, particularly Excel and PowerPoint.
Abuja-based or willing to relocate to Abuja.
Key Candidate Profile:
Ideally, the candidate should be a strong regional sales leader with substantial healthcare/pharmaceutical experience, a proven record of managing teams and achieving sales targets, and established relationships across hospitals, pharmacies, distributors, and healthcare institutions.