Marie Stopes International Organisation Nigeria (MSION) is a results-oriented Social Business, which uses modern management and marketing techniques to provide reproductive health care and allied services. MSION’s goal is to meet the needs of underserved Nigerians and dramatically improve access and use of a range of reproductive health services.
MSION is part of Marie Stopes International’s Global Partnership which is in over 37 countries worldwide.
The core responsibility of this position is to use your:
■ initiative ■ energy ■ persistence ■ results orientation
■ drive ■ integrity ■ enthusiasm ■ commitment to personal development
To further MSI’s partnership mission: enabling individuals to have children by choice not chance.
Job Purpose
- To deliver the in-market sales targets for MSION brands within a defined geography, by ensuring full understanding and execution of Brand, Customer and Account Plans and tactics.
- Lead and motivate a team of Medical Sales representatives (Retail and medical) including recruitment, training, development and the management of performance to ensure that they are motivated and equipped with the knowledge, skills and support to perform and execute effectively.
- Shape the culture of performance, empowerment, accountability, innovation, customer focus and execution.
Key Responsibilities:
Business Leadership
- Develops business / customer / account plans and execute same for assigned geography and portfolio, in line with Marie Stopes values
- Ensure effective allocation of Field Force (FF) according to agreed business plans
- Ensure achievement of Financial management of sales expense budgets so that financial targets are met
- Develop constructive internal and cross functional relationships to facilitate teamwork; exchange of information; customer knowledge and the development of business opportunities.
- Ensure proper utilization and care of all company assets and resources within jurisdiction
- Produce and submit reports and management statistics as required
- Ensure compliance on Sales Optimization Reporting Tool (SORT) and leverage on core benefits to drive productivity across field force.
- Carry out Performance Management Dashboard review with Medical Sales Representatives
Customer Relationship Management
- Build and manage key relationships locally e.g. Key Opinion Leaders as well as influential customers as part of the agreed business plans
- Develop strategic partnerships that deliver on customer and MSION objectives
- Ensure that accurate, timely and relevant customer knowledge; information and feedback are communicated by team members to relevant partners across the business using agreed processes e.g. electronic customer management systems
- Segment and target high potential customers
- Ensure customer coverage in the selected territories
- Monitor the territorial distribution aiming to maximize reach and effect of the PSR efforts
- Fully leverage and synergize with other departments in the company;
Provide required inputs into the brand plan development process and ensure execution through the FF. Participate in monthly sales and marketing review meeting to provide update on strategy execution and brand sales review.
Provide required inputs into the pricing process-based competitor and channel pricing sensitivity
Provide inputs in forecasting by anticipating customer and channel demand pattern
People Leadership
- Ensure regular coaching of FF on their roles accountabilities effectively manage performance of FF by setting measurable metrics, sales targets based on agreed business objectives.
- Support the effective and transparent application of the incentive plans
- Generate a highly motivated and effective team in a positive work environment, modelling the company values
- Support and ensure compliance on Sales Optimisation Report Tool as a standard work tool for all Team members
- Evaluate and provide timely feedback and coaching to the MSRs and in order to ensure building a high-performance team
- Ensure that the following people management processes are developed and maintained in cooperation with HR: recruitment, induction , training , development , performance management , compensation and incentive planning