Manager, Buying group (Contract)

Job purpose

Seasoned sales professional that demonstrates leadership, team building and accountability by achieving and exceeding sales targets, profitability objectives, market share goals, account penetration within an assigned territory / region.  This individual supports the region by developing and executing business plans for the identified buying groups.  They will also support the Regional Sales Manager in coaching peers and building strong internal and external stakeholder partnerships. 

Duties and responsibilities

• Achieve / exceed annual net sales targets for identified buying groups on both Taro Pharmaceuticals and SUN Pharma business units
• Service, promote/sell/secure orders from existing and prospective customers through a partnership based selling approach
• Establish, develop and maintain business relationships with current customers and prospective customers in the assigned territory to defend current business and generate new business
• Analyze the buying group potential and determine value of existing and prospective customers and activities to the organization
• Develops and implements a strategic business plan for each Buying Group in alignment with Marketing that maximizes sales & profitability
• Clearly communicates plan and changes to the Regional Sales Manager and the Customer Account Representatives
• From time to time, they will need to work with Customer Account Representatives to better develop, assess and implement specific action plans related to the Buying Groups
• Monitors results of Buying Group performance to target and implements any necessary corrective actions with coordination of Regional Sales Manager
• Prepares and completes quarterly business reviews with Regional Sales Manager for the assigned Buying Groups
• Utilize all provided marketing materials, sales tools and systems to maximize business opportunities within the determined territory
• Work to resolve customer issues and complaints
• Keep abreast of market conditions, competitive activities, new product launches, business trends and provide feedback to internal sales & marketing team
• Participate in trade shows and conventions as requested by management
• Complete all administration in a timely manner
• Occasional overnight travel (as required)

Additional responsibility (Only applicable to customer facing roles)

• Report any adverse event received from customers for company products to the pharmacovigilance department / Drug Safety on the same day or within 1 business day

Qualifications

• College/University degree in Science or Business

• Minimum of 5 years retail sales experience in the pharmaceutical industry, an asset
• Ability to travel
• Valid driver’s license with a good driving record
• Prior generic pharmaceutical sales, an asset

Knowledge, Skills and Abilities

• Strong selling skills (commodity vs. medical detailing)
• Negotiate effectively
• Strong interpersonal skills
• Must be able to adapt to changing environment quickly
• Must be results-orientated and able to work both independently and within a team environment
• Strong time management, organizational and presentation skills
• Strong analytical and problem-solving abilities (e.g. innovative thinker)
• Proficient computer skills (Excel, PowerPoint and Word)
• Exceptional communications skills both verbally and written in both English and French

Competencies

• Results Driven                           Influencing Others                                
• Customer Focus                        Building Collaborative Partnerships                       
• Business Acumen                     Analytical
• Initiative                                    Accountable     
• Strategic Thinking                      Oral Communication

Working conditions

• Home office based
• Frequent travel, mostly within the respective region - overnight as required

Physical requirements

• Field Role

Direct reports

NA