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Work Background
Evolve Marketing - International AestheticsHead of Sales Marketing
May. 2024South Africa
Keller Williams Realty, Inc.Productivity Coach
Nov. 2022 - Jun. 2024South Africa• Mentored new sales agents on effective sales tactics and marketing strategies to drive business growth within the Keller Williams structure. • Provided guidance on time management techniques to enhance productivity and efficiency in daily operations.
ZYDUS HEALTHCARE S AChronic Busines Unit Head
Jan. 2021 - Dec. 2022Cape Town, Western Cape, South AfricaResponsible for Chronic Business Division Profit & Loss, overseeing and approving all activities and expenses associated with Division Profit & Loss Defines strategic commercial decisions regarding the day-to-day running of the business, including involvement with marketing strategy planning and supervision of execution down to Representative Level. Facilitates recruitment, interviewing, orientation, leadership and development of new hires, including performance managing 2 Product Managers, 4 Territory Managers and 19 Representatives. Reviews Manager performance monthly and Representative performance quarterly, in order to ensure the correct and successful implementation of plans and strategies. Personally attends to 15 Key Opinion Leaders Liaises between Business Units to ensure that all business plans remain in-line with stock availability and trends in the market. Tracks tertiary sales and actively monitors objectives to ensure that all set targets are being reached, and continuously adjusts strategic planning to ensure corrective responses to pending issues. Calculates, reviews and approves all Territory and Representative incentives, and thereby appropriately respond to, sales metrics. Plans, runs and attends events including; CME’s [with KOL’s as speakers], sales strategy meetings, quarterly business plan meetings and regular review meetings. Travels to locations country-wide, in person, to maintain hands-on involvement in location leadership and fieldwork – remaining well versed in issues impacting each specific location. Trains and mentors Territory Managers and Representatives, ensuring appropriate performance, development and succession planning. Champions co-operative work between Product Managers, Territory Managers, Representatives and other Business Units - ensuring the meeting of overall performance objectives. Reports back to the India Head Office on a monthly basis [monthly business review].
Zydus Healthcare Sout AfricaNational Key Account Manager
Jan. 2020 - Jan. 2021Cape Town, Western Cape, South AfricaTranslates company strategic vision into viable sales models, accomplishing profitable business positioning. Develops and implements key sales strategies for primary and secondary sales activities. Champions optimal brand awareness within the targeted demographic, valuably contributing to marketing campaign development. Maintains sales volume and selling price by evaluating and responding to current supply and demand, changing trends and competitor activities. Directs, supervises and motivates two Territory Managers, responsible for the activities of 14 Sales Representatives / Key Account Executives. Defines and controls primary and secondary budgets for National Key Accounts Management, developing secondary budgets for 46 representatives across the company | Additionally maintains company promotional fees in-line with budgeted limits. Compiles monthly, quarterly and annual sales forecasting, to guide sales planning and activities, and develops monthly sales plans for both primary and secondary sales. Establishes sales objectives through forecasting, developing annual sales quotas and projecting expected sales volume / profit for existing and new products. Engages with wholesalers / customers to resolve complex account problems, track orders and payments, and process necessary stock returns. Lists new products with all Key Accounts and routinely analyses data to establish sales trends, ensuring that corrective measures are implemented where products are in decline. Engages with key accounts and wholesalers to negotiate sales and product listing, producing relevant monthly commercial offers for wholesalers. Maintains a broader focus on guiding various company sales channels, to ensure a healthy and balanced growth rate for the company. Implements initiatives to ensure that customer relationship / customer satisfaction remains central to National Key Accounts operations, as well as initiatives to secure optimal field force motivation.
Zydus Healthcare South AfricaRegional Manager - Coastal
Nov. 2018 - Dec. 2019Western Cape, South AfricaDeveloped and implemented key sales strategies and planning for the Western Cape Territory, ensuring the achievement of month-on-month sales targets | Drove substantial growth across the Coastline Area. Participated in management meetings on key sales strategy, planning and budget development | Compiled relevant sales planning and reporting in support of informed business decision making | Engaged with / reported to the National Sales Manager on a weekly basis. Visited wholesalers in the Western Cape, negotiating deals to secure the achievement of monthly target primary sales. Travelled between PE and KZN on a monthly basis, attending meetings with relevant representatives responsible for regional business growth [directing, managing a motivating a team of 6 Sales Representatives]. Tracked secondary sales to ensure that the team remained on-track to meet budgets | Ensured that coverage targets were met by all team members. Created a value adding sales tracking tool, to support representatives in improving sales planning and information management. Supported representative management duties including; conducting quarterly performance reviews, recruiting candidates for new positions, and approving all representative expenses. Provided mentoring and training to the sales force, regarding doctor detail and pharmaceutical selling abilities – further routinely assessing such skills. Delivered a consistently high rate of internal employee development [into leadership roles], and maintained a low rate of staff turnover. Reduced process lags by effectively mentoring and training new hires on company protocols, best practices and current sales techniques. Facilitated the development and maintenance of productive relationships with key account holders, consistently increasing sales through advanced customer service. Additionally, engaged across relevant departments to maintain regional stock levels at optimal capacity for meeting client needs.
Zydus Healthcare South AfricaTerritory Manager
Jan. 2017 - Oct. 2018Western Cape, South AfricaPerformed duties as in the above similar role | Engaged with / reported to the National Sales Manager on a weekly basis. Developed key sales strategies for the Western Cape Territory, and implemented strategies to secure month-on-month sales growth achievement | Drove substantial growth across the Western Cape Area. Evaluated and tracked customer behaviour, market trends and current market share – employing findings to develop targets and re-align company goals as relevant | Devised value adding integrated marketing and advertising campaigns. Defined and implemented relevant territory sales budgets, and approved / controlled all expenses – thereby supporting optimised revenue achievement. Directed, managed a motivated a team of 6 Sales Representatives, tracking secondary sales to ensure that the team remained on-track to meet budgets. Ensured that all sales representative planning and reporting [as well as own] was completed and submitted in a timely and accurate manner. Worked closely with each sales team member to provide feedback on specific sales calls and selling methods. Facilitated improvement in sales outcomes by performing routine performance evaluations, assessing team strengths and weaknesses, and counselling team members accordingly. Maintained territory stock levels at optimal capacity and cultivated beneficial relationships with distributors, to secure optimal cost savings. Regularly evaluated customer satisfaction ratings and performed troubleshooting on complex issues, resolving problems in a professional and timely manner.
Zydus Pharmaceuticals South AfricaPharmaceutical Sales Representative
Apr. 2014 - Dec. 2016Western Cape- Championed substantial enhancement of the company sales portfolio, building / maintaining current business relationships, and securing new contracts through value adding sales activities. Generated new business prospects via industry research, identifying opportunities and making face-to-face presentations to key customers. Engaged with stakeholders to promote / present Zydus products, gather customer requirements and generate relevant scripts. Responded to customer inquiries, further employing upselling techniques to build sales with current customers. Engaged with customers post-sale to identify and resolve account or product issues, ensuring provision of optimal on-going customer service. Maintained an up-to-date working knowledge on all products offered by the company, professionally representing the company to customers and within the industry. Coordinated and attended key industry functions, including CME’s, Doctors’ Lunches and Pharmacy Training. Maximised efficiency by reorganising territory routes and schedules | Routinely improved volume and revenue, based on targets and budget requirements. Generated detailed sales planning and compiled requisite sales reporting. Collaborated with colleagues to exchange selling strategies and marketing information, and utilised networking opportunities to create successful on-going business relationships.
Medvantage Medical EquipmentAccount Executive
Jul. 2012 - Oct. 2013Western CapeSole Representative for the Western Cape Region, responsible for the external sales and marketing of a Medical Equipment Rental Service | Professionally represented the company / service across the region, providing a key point of contact to valuably manage client relationships | Developed new business opportunities through prospecting and cold calling relevant client businesses [Doctors’ Offices and Hospitals] | Undertook client needs analysis, matching individual client requirements to relevant offerings and presenting solutions to clients | Coordinated requisite training and maintenance of equipment, on behalf clients | Managed supplier relationships, sourcing and identifying relevant equipment and leading equitable price negotiations | Generated weekly and monthly sales reporting, for use by Management in sales monitoring and future planning.
Leads 2 BusinessAccount Executive
May. 2008 - Oct. 2012Account Executive: Sole Representative for the Western Cape Region, responsible for the external sale and marketing of an Internet Based Construction & Development Information Service | Developed new business within the region, using business-to-business sales techniques and trade show contacts to increase the company's bottom line | Advised clients on business matters, drafted innovative solutions and trained stakeholders on accurate use of the appointed system | Demonstrated product solutions and services, driving revenue streams by providing cutting-edge service to clients | Engaged with clients regarding account or product issues, proactively resolving / escalating problems and alerting clients to any developments | Collaborated with key personnel to determine and capitalise on opportunities, and built / maintained client relationships to enable sustained revenue growth | Recruited and interviewed potential candidates up to short-list level, during company expansion, further facilitating training for newly appointed Account Executives
VCA MarketingKey Acc Manager
Feb. 2004 - Apr. 2006Aspen Pharmacare - Key Account Manager [January 2005 to February 2006]: Assisted the Sales Team in designing and implementing sales and marketing strategies | Engaged with current and potential customers to promote products and cement relationships | Increased the repeat customer base by maintaining relationships with high-profile stakeholders | Supported innovation of sales tactics to increase productivity and optimise in-field sales | Led negotiations with key stakeholders, regarding increased / optimal shelf space and special pricing | Supervised and mentored a key Sales / Accounts Team in closing deals, exceeding sales quotas and achieving objectives [supervising and developing 4 Regional Sales Representatives]. Pharmaceutical Sales Representative [July 1998 to December 2004]: Responsible for the external sale and marketing of various pharmaceutical products | Maintained a mainline client base across KwaZulu-Natal | Conducted in-person visits to Doctors’ Offices and Pharmacies, promoting available product offerings | Ensured efficient execution and supply of orders, engaging with KZN Pharmaceutical Wholesalers | Drove achievement of revenue and profit margins, whilst efficiently resolving any service issues.
Compu PharmaceuticalsSales Executive
Jan. 1997 - Jan. 2004External Sales and Marketing of pharmaceutical products Client base, mainline KZN Calling on doctors and Pharmacies Ensuring order execution and supply Liasing with KZN pharmaceutical wholesalers for order delivery Product range of approx. 250 products
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