Sales Manager, Diagnostic Systems – West Africa
Location: Accra, Ghana
Role (Summary of the main purpose and fundamental goals of the Position)
Role (Summary of the main purpose and fundamental goals of the Position)
- Propose and develop marketing and sales plans in collaboration with the regional leader and EMA marketing manager and personally implement these plans locally to ensure the continued growth of our Diagnostic Systems product sales (microbiology instruments and reagents), market share and profitability in West Africa in line with overall business strategy and sales & GP targets.
- This will be achieved primarily through the effective selection, management and development of our distributor network, the coaching and development of the local Sales and Application Specialists, and the promotion of the firm’s products to decision makers, opinion leaders and end-users.
Organisational Relationships (key reporting relationships, cross-functional interfaces, “customers” and Authorities)
Indirect Reporting Lines:
Staff Reporting to this Position: Direct: 2 regional Sales/Application Specialists
indirect: Technical Service Engineers
Key Internal Contacts: EMA BDDS Marketing Manager and Business Leader West Africa, West Africa General manager, Local Technical Service, EMA Customer Service & Finance.
Key External Contacts: Distributors (Management and Sales Reps); key decision makers and influencers within public and private microbiology laboratories, MOH, hospitals and industry.
Key Tasks & Responsibilities: (focus on entire processes and results achieved in order of priority and time spent)
1. Regular Market analysis to pro-actively propose and develop together with EMA Marketing and personally implement business and marketing plans, pricing policy, sales strategies and promotional plans by market, distributor and product group for instrument and reagent sales in West Africa in order to meet and exceed business objectives, net sales and GP, and doing this while staying in line with the expense budgets.
2. Promote products; including provision of product support & training for customers and distributors, arranging/attending seminars/congresses as required. Develop and maintain high level contacts within government, MOH and appropriate lobby groups to influence public policy and ensure accurate market intelligence and effective promotion of the company brand and product advantages.
3. Provide direct and indirect leadership and coaching for the in house team and distributor staff, including: developing teamwork; building trust; inspiring motivation; providing ongoing feedback, training and coaching on performance and skills development; and championing an environment of high performance, open communication, involvement, responsibility and self-discipline.
4. Ensure the development of ambitious but reliable budgets and provide ongoing forecasts for the firm in West Africa. Follow up on payment and collection of receivables and manage expenses and promotional costs within budget.
5. Support teamwork and the sharing of ideas and information between businesses throughout West Africa and EMA. Ensure that our professional and ethical standards are maintained.
Person Specification: (General guidelines for the typical minimum requirements for this position)
Education and Qualifications: Will ideally be educated to Degree level, either in microbiology, medicine or a relevant marketing/business subject. Alternative qualifications could be considered, dependent upon professional experience
Professional Skills & Experience: Must have at least a number of years of practical scientific/medical experience. Experience in sales, marketing and/or “distributor” management in the medical market is a plus, as well as experience in different countries in West Africa
Interpersonal and Social Skills:
Demonstrates:
Indirect Reporting Lines:
Staff Reporting to this Position: Direct: 2 regional Sales/Application Specialists
indirect: Technical Service Engineers
Key Internal Contacts: EMA BDDS Marketing Manager and Business Leader West Africa, West Africa General manager, Local Technical Service, EMA Customer Service & Finance.
Key External Contacts: Distributors (Management and Sales Reps); key decision makers and influencers within public and private microbiology laboratories, MOH, hospitals and industry.
Key Tasks & Responsibilities: (focus on entire processes and results achieved in order of priority and time spent)
1. Regular Market analysis to pro-actively propose and develop together with EMA Marketing and personally implement business and marketing plans, pricing policy, sales strategies and promotional plans by market, distributor and product group for instrument and reagent sales in West Africa in order to meet and exceed business objectives, net sales and GP, and doing this while staying in line with the expense budgets.
2. Promote products; including provision of product support & training for customers and distributors, arranging/attending seminars/congresses as required. Develop and maintain high level contacts within government, MOH and appropriate lobby groups to influence public policy and ensure accurate market intelligence and effective promotion of the company brand and product advantages.
3. Provide direct and indirect leadership and coaching for the in house team and distributor staff, including: developing teamwork; building trust; inspiring motivation; providing ongoing feedback, training and coaching on performance and skills development; and championing an environment of high performance, open communication, involvement, responsibility and self-discipline.
4. Ensure the development of ambitious but reliable budgets and provide ongoing forecasts for the firm in West Africa. Follow up on payment and collection of receivables and manage expenses and promotional costs within budget.
5. Support teamwork and the sharing of ideas and information between businesses throughout West Africa and EMA. Ensure that our professional and ethical standards are maintained.
Person Specification: (General guidelines for the typical minimum requirements for this position)
Education and Qualifications: Will ideally be educated to Degree level, either in microbiology, medicine or a relevant marketing/business subject. Alternative qualifications could be considered, dependent upon professional experience
Professional Skills & Experience: Must have at least a number of years of practical scientific/medical experience. Experience in sales, marketing and/or “distributor” management in the medical market is a plus, as well as experience in different countries in West Africa
Interpersonal and Social Skills:
Demonstrates:
- Highly talented in leadership and coaching skills,
- Flexibility and adaptability in changing environments,
- Commitment to teamwork and co-operation whilst being able to operate independently and self sufficiently,
- Proven ability to develop excellent customer relationships at the very highest levels,
- Excellent influencing and negotiation skills,
- Ability to “close” complex sales deals,
- Sensitive to Cultural Diversities,
- Accepts personal responsibility and has high ethical values.
Other Requirements:
- Fluency in French and English at the level of being able to address and communicate with local people in their own language (either French or English) is essential.
- Demonstrates a high degree of self-motivation, target orientation and a drive to achieve results combined with strong commercial and financial understanding.
- Will demonstrate the potential and willingness to take on increasing levels of responsibility.
- Willingness to travel extensively (at least 60% of his time)
Post a Comment