Senior Sales Manager Marie Stopes Zambia

Marie Stopes Zambia (MSZ) is a results-focused social enterprise that uses modern marketing techniques to provide family planning and reproductive healthcare. Marie Stopes Zambia (MSZ) is part of MSI Reproductive Choices’ global partnership which operates in over 37 countries worldwide. MSZ subscribes to the MSI goal and mission to prevent unwanted births and ensure the individual’s right to Children by Choice, not Chance.

It is a role requirement that the job holder must fully support the concept of Child Protection, zero tolerance for fraud and bribery and comply with and promote and live MSI CORE VALUES: Mission Driven, Customer Focused, Results Orientated, Pioneering, Sustainable, People Centred

Purpose:

MSZ is seeking a Senior Sales Manager to use their knowledge of MSZ products to connect with Distributors, Wholesalers, Health Facilities and Pharmacies to generate sales. Reporting to the Country Director, the Senior Sales Manager is responsible for Access Pillar 3: Client-powered Sexual Reproductive Health Rights; ensuring increased access, affordability, and availability of reproductive health products. This is a target-driven role, and the role holder will be expected to sell, develop, and implement a commercial strategy to meet annual sales targets, market share and income. The Senior Sales Manager is part of the Executive Team leading the efforts of MSZ to become a sustainable actor supporting health outcomes in Zambia. She/He line manages two sales team members.

Key Responsibilities:

1. Sales and Trade Management

Design effective business plans for the social marketing channel with clear targets and accountabilities
Use market intelligence to develop an approved strategy that will deliver commercially viable sales business of the current portfolio.
Work with trade partners to expand coverage and distribution of MSZ’s portfolio of products.
Design and execute the successful launch of new products or entry into new markets.
Establish and implement a monitoring system that measures ROI, generating data for analysis to improve strategy, planning and productivity.
Manage product pricing strategy, including annual revisions as appropriate.
Identify opportunities for expansion of product portfolio based on unmet client needs with commercially viable, surplus generating product solutions.
Provide hands-on leadership and supervision to sales staff and manage contracts with regional distributors based on monthly targets.
Review and ensure adherence to financial and credit policy.
Participate and represent MSZ at relevant industry and national forums positioning the organisation as the optimal partner for sales and marketing of sexual reproductive health products.
Customise and make presentations to different stakeholders, ensuring content is fit for purpose through understanding the type of sales outlet or distribution chain position.
Ensure all administrative activities and reports (SORT, Cash Requests, Reporting) are accurate and up to date.
Monitor market trends, competitor activities and pricing to effectively develop tactics to meet business plan commitments.
Monitor and analyse performance metrics and suggest improvements to drive coverage, distribution and market visibility.
Prepare monthly, quarterly and annual sales forecasts highlighting opportunities and risks.
Oversee compliance of channel operations with established company policies and standards, such as safekeeping of company funds and property, personnel practices, security, sales and record-keeping procedures etc.
Participate in annual business planning and develop an annual work plan and budgets.
Build and maintain strategic partnerships with partners such as ZAMRA, Ministry of Health, Pharmaceutical Society of Zambia etc
2. Team Leadership & Development

Ensure sales team members are performance managed i.e., have annual OGSMs set, performance review conducted on regular basis and feedback provided and disciplinary actions taken when necessary.
Provide day to day support, coaching and mentoring to the team.
Identify team members’ areas for development and facilitate development of personal development plans.
Qualifications

Bachelor’s degree in Pharmacy, Business, Sales, or equivalent
Experience

Proven sales background with five years of progressive work experience, including evidence of leadership roles in Sales and Marketing, preferably from the FMCG, healthcare or pharmaceutical sectors.
Good knowledge and experience in social marketing or consumer marketing.
Proven ability to lead commercial teams, projects, and start-up companies to profitability.
Proven ability to develop and work within approved work plans, lead and manage projects.
Strong oral, written communication, interpersonal and presentation skills.
Sound knowledge of the issues surrounding the provision of pharmaceutical and reproductive health care products.
Good working knowledge of the significant policies/issues related to sales and marketing of drugs and pharmaceutical products.
Strong organizational and time management skills.
A problem solver, self-motivated and target-driven individual.
Excellent oral and written English.
Must be pro-choice and a passionate defender of women’s sexual and reproductive health and rights.

Attitude / Motivation

Demonstrates MSZ team member behaviours.
Pro MSI philosophy of social enterprise and cost recovery
Pro-choice
Note: MSZ is an equal opportunity employer and is committed to promoting a culture of diversity, equity and inclusion. MSZ will actively strive to eliminate discrimination on the grounds of age, disability, race (which includes colour, nationality and ethnic or national origins), religion or beliefs.

MSI takes a zero tolerance approach to fraud and bribery, terrorism, money laundering, sexual harassment, sexual misconduct or any safeguarding issues. Applicants will be subjected to a Police Clearance Check and other background checks.