Regional Manager At Alfred & Victoria Associates

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.