Objectives
- The incumbent will ensure the successful performance and profit generation of MSIN by overseeing teams of regional sales coordinators / supervisors. As often as possible, the incumbent will meet with the regional sales coordinators / supervisors and review their performance and send the report to the SMD and MSIN support office in whatever format required to enhance informed decision of SMT and CD on SM’s sales operations.
- Key focus consists of, but not limited to, establishing sales goals, analysing several forms of sales data and ensure that MSIN’s corporate products’ sales objectives are met. Identifies objectives, strategies and action plans to improve short- and long-term sales and earnings
Key Responsibilities
Sales Strategy and Performance:
- Lead the assigned region’s sales strategy for MSIN’s medical/pharmaceutical and FMCG portfolio across all relevant channels.
- Deliver primary and secondary sales targets and develop annual, quarterly and monthly plans by product, geography, channel and distributor.
- Drive a balanced and profitable product mix, with appropriate focus on priority, underperforming and high-potential products.
- Monitor performance and provide regular forecasts, pipeline updates and corrective action plans.
Distributor and Key Account Management:
- Manage relationships with distributors, wholesalers, pharmacy chains, retailers, healthcare facilities and other strategic customers.
- Monitor distributor performance, including purchases, secondary sales, stock levels, coverage, order frequency and target achievement.
- Lead major commercial negotiations and develop incentives, trade promotions and loyalty initiatives that generate measurable sales growth.
Route-to-Market and Sales Execution:
- Expand MSIN’s distribution network and active outlet footprint across relevant medical, pharmacy, retail and FMCG channels
- Ensure outlets generate consistent sales and repeat orders, rather than focusing solely on outlet registration.
- Drive strong execution for medical products through professional and pharmacy engagement, and for FMCG products through availability, visibility and distribution.
Commercial Analysis and Decision-Making:
- Monitor sales by product, distributor, region, channel and salesperson, addressing performance gaps promptly.
- Review pricing, margins, competitor activity and trade conditions to balance competitiveness, growth, profitability and market penetration.
- Ensure accurate sales, stock, distribution and outlet data are captured through the approved CRM/Sales Force Automation system.
- Conduct regular field visits, market audits and distributor reviews to validate performance and identify growth opportunities.
Cross-Functional Collaboration:
- Work with Marketing to translate consumer and trade activities into outlet activation, product availability and measurable sales growth.
- Collaborate with Supply Chain and Procurement to improve demand forecasting, inventory planning and product availability.
- Provide evidence-based market and customer insights to support MSIN’s overall commercial strategy.
Sales Team Leadership:
- Lead, coach and performance-manage the assigned region sales team, with clear individual, regional and territory targets.
- Recruit, onboard and develop team members in product knowledge, negotiation, territory management and customer engagement.
- Maintain a strong culture of performance, accountability and ethical conduct, ensuring compliance with MSIN policies, SOPs and regulatory requirements.
Key Experience and qualification
- A university degree in biological sciences, pharmacy, and nursing.
- An MBA in marketing will be an added advantage.
- 10-15 years of sales or related experience or training in pharmaceutical or healthcare / NGO sector.
- Proven experience and ability to motivate and lead the sales team.
- Excellent oral and written communication skills, plus a good working knowledge of Microsoft Office Suite.
- A valid driver's license.
- Leadership skill
- Problem-solving and analytical skills to interpret sales performance.
- Ability to manage a high-level workload and meet tight deadlines.
- Able to organise large-scale events.
- Strong communication skills – both written and verbal.
Personal Attributes:
- Proactive; ability to work on one's own and as an integral part of a team; problem solver.
- Confident and professional.
- Analytical focus – strong detail orientation and numerate.
- Ability to develop and manage relationships with internal and external stakeholders; sensitive to a multicultural environment and the communications needs that accompany these.
- Prochoice
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