Field Sales Manager At Amy Consulting
full-time
Key Responsibilities
Field Sales Strategy & Execution
Develop and implement Rubi Pharma's field sales strategy in alignment with the Company's commercial objectives.
Develop appropriate territory coverage and sales plans across different geographical locations in Nigeria.
Identify priority markets, customer segments and geographical areas for field-sales expansion.
Establish clear sales targets, activity expectations and performance standards for Field Sales Officers.
Monitor field-sales performance against agreed revenue, volume, customer acquisition, activity and other relevant KPIs.
Identify gaps in territory coverage and recommend appropriate deployment or redistribution of field personnel.
Work closely with Management to develop strategies for increasing market penetration and customer acquisition.
Field Sales Force Recruitment & Workforce Planning
Assess the Company's field-sales manpower requirements across different locations and territories.
Develop and maintain a pipeline of suitable pharmaceutical field-sales candidates.
Proactively source candidates through professional networks, industry contacts, referrals, recruitment platforms and other appropriate channels.
Participate actively in the screening, interviewing and selection of Field Sales Officers.
Evaluate candidates based not only on sales experience but also on territory knowledge, customer relationships, commercial drive, communication skills, resilience and suitability for field-based work.
Build a reliable talent pipeline to support the Company's expansion into new locations.
Provide Management with recommendations on recruitment requirements and candidate suitability.
Maintain relationships with experienced pharmaceutical sales professionals who may be suitable for future opportunities.
Onboarding & Training
Develop and implement a structured onboarding programme for newly recruited Field Sales Officers.
Ensure new hires understand Rubi Pharma's products, value proposition, sales process, customer segments, systems, reporting requirements and performance expectations.
Provide practical training on pharmaceutical field-sales techniques, territory management, customer engagement and sales conversion.
Conduct or coordinate field accompaniment/shadowing for new officers during their initial period.
Establish appropriate onboarding milestones and assess new officers against them.
Identify capability gaps and organise targeted coaching and training interventions.
Ensure every new Field Sales Officer is adequately prepared before being assigned independent territory responsibility.
Team Leadership & Field Supervision
Lead, supervise and support Field Sales Officers across assigned locations.
Establish regular communication and reporting structures for the field team.
Conduct periodic field visits and ride-alongs to observe sales activities and provide practical coaching.
Review call plans, customer visits, territory coverage and sales activities.
Coach team members on customer acquisition, relationship management, negotiation and closing techniques.
Ensure Field Sales Officers maintain appropriate levels of customer engagement and territory coverage.
Create a culture of accountability, professionalism, collaboration and continuous improvement.
Serve as the primary escalation point for field-sales operational challenges.
Performance Management
Establish clear KPIs and performance expectations for Field Sales Officers.
Monitor individual and team performance through regular reviews and field reports.
Identify underperformance early and implement appropriate coaching and performance improvement measures.
Recognise and recommend high-performing employees for incentives, increased responsibility or career progression.
Conduct regular performance reviews in collaboration with HR and Management.
Make recommendations regarding confirmation, continued engagement, reassignment or replacement of field personnel based on performance and business requirements.
Analyse attrition trends and identify factors contributing to employee turnover.
Retention & Team Engagement
Develop practical strategies to improve the retention of Field Sales Officers.
Maintain regular communication with field personnel to understand challenges affecting performance, motivation and retention.
Identify recurring operational, compensation, workload, territory or management issues contributing to turnover.
Recommend improvements to Management to strengthen employee engagement and field-sales retention.
Build a supportive and performance-oriented field-sales culture.
Ensure high-performing field personnel have clear expectations, appropriate recognition and opportunities for growth.
Market Intelligence & Customer Development
Maintain strong knowledge of the pharmaceutical distribution landscape across assigned territories.
Gather market intelligence on customer needs, competitor activity, pricing, product availability and market trends.
Identify new business opportunities and potential customer segments.
Develop relationships with key pharmacies, hospitals, wholesalers, distributors and other relevant healthcare stakeholders.
Provide Management with regular insights from the field to support commercial decision-making.
Identify barriers affecting product adoption, customer acquisition and sales growth.
Reporting & Sales Analytics
Establish and maintain effective field-sales reporting systems.
Review daily, weekly and monthly sales and activity reports.
Track sales performance, customer acquisition, territory coverage, conversion and other agreed KPIs.
Analyse field-sales data to identify trends, performance gaps and opportunities.
Prepare regular reports for the CEO and Management.
Use sales data to inform recruitment, territory allocation and workforce planning.
Cross-Functional Collaboration
Work closely with the CEO and Management on commercial strategy and field-sales expansion.
Collaborate with HR on recruitment, onboarding, performance management, employee relations and retention.
Work with Operations and Logistics to resolve customer fulfillment issues affecting field-sales performance.
Collaborate with Finance and other relevant teams on sales processes, collections and commercial reporting where applicable.
Ensure field-sales activities remain aligned with Rubi Pharma's operational capabilities and customer commitments.
Candidate Profile:
Experience:
Minimum 7 years' relevant experience in pharmaceutical sales, with substantial experience in field sales leadership or supervision.
Demonstrable experience managing or supervising Medical/Pharmaceutical Sales Representatives.
Strong knowledge of pharmaceutical sales channels and customer networks.
Experience recruiting, training and onboarding field-sales personnel.
Experience managing geographically dispersed sales teams.
A proven track record of achieving sales targets.
Strong understanding of territory planning and field-force management.
Existing industry relationships that can support recruitment and market expansion