Retail National Sales Manager Ireland

The National Sales Manager (NSM) for Retail in Ireland is responsible for planning, implementing and controlling both strategic and tactical business plans, whilst taking an enthusiastic lead role in establishing and accelerating the growth of Scope’s product portfolio in retail settings including Opticians, Pharmacy and Healthfood stores.

Driven and motivated, the NSM will be comfortable in liaising and influencing Key Opinion Leaders, Decision Makers and other senior level stakeholders, whilst leading the sales team to proactively target competitive opportunities to deliver growth in market share.

NSM’s are expected to spend approximately 50% of their time in the Field. The role also ensures that marketing materials and promotional activities are developed, aligned and implemented in compliance with Scope plans and priorities. Commercially astute, the NSM will thrive in a challenging and demanding environment establishing a team mind-set that delivers continuous improvement and success.

Key Responsibilities

People Management

·       Motivate the team and plan the use of resources in medium and long term in order to achieve sales targets.

·       Responsible for the appointment, promotion, guidance and development of team members.

·       Ensure Business Development Managers (BDM’s) reach the Essential level of Knowledge, Skills and Competency for their role through coaching, mentoring and training as needed.

·       Establish performance (e.g. Sales Targets) and provide feedback and insight on performance on an ongoing basis.

·       Manage the team through the Performance Development Review (PDR) system ensuring all milestones and timelines are achieved and appropriate performance and potential ratings are assigned to individuals.

·       Through Development Days and 1:1 meetings, continually appraise the effectiveness of individual performance and be an effective listener.  Maintain equal support for all your team, engage in crucial conversations depending on the circumstances of each situation which include:

o   Recognition

o   On the job Coaching, Mentoring and/or Training to enhance skills and knowledge

o   Constructive Feedback

o   Disciplinary Action

o   Sales Force Effectiveness including Scopes Sales Model, Infinity.

·       Support employees, particularly those rated as high potential, in completing their development actions e.g. getting them involved in activities or projects that provide them opportunity to ‘stretch’.

·       Contribute to developing effective reward systems that focus on those who make significant contributions to business success.

·       Seek opportunities to engage our remote workforce and ensure our people feel connected and valued by Scope.

Product & Market Knowledge

·       Extensive knowledge of the Healthcare retail environment in Ireland with strong commercial awareness to maximise opportunities while maintaining Scope’s profitability.

·       Uses deep knowledge in diseases areas, products and market along with advanced selling skills to mentor and support team members to be more effective in their roles (i.e. improve knowledge and skill).

·       Be fully aware of market trends, competitor environment and makes strategic recommendations

·       Compile and prepare sales statistics and market information, analyse the information and submit recommendations to the Head of Sales for assessment and decision making.

·       Review and discuss data regularly with the team (e.g. IQVIA, QLIK).

·       Work with the Marketing Team to ensure all field force marketing needs are met.

·       Establish and keep in close contact with Scope marketing staff in regard to business strategy, product knowledge and technical questions.

Business Strategy

·       Responsible for direct management of the Scope portfolio in Retail settings.

·       Participate in the design of sales and marketing policies, plans and procedures that will secure maximum profitable sales volume for the business.

·       Communicate the Business Strategy to your team and ensure each individual is aware how their role contributes to the overall success of the business.

Tactical Business Plans

·       Monitor sales and ensure BDM’s have robust business plans in place to protect current revenue and take advantage of growth opportunities.

·       Establish and execute Quarterly Reviews of Business Plans providing guidance and support to BDMs as needed.

·       Ensure compliance with agreed Sales Cycles – Priority products, bonus products, new product launches etc.

·       Ensure the Head of Sales is fully informed on the conditions of business through regular reporting providing recommendations for action.

Customer and Account Focus

·       To work closely with the Key Accounts Manager to ensure a coordinated approach to key pharmacy accounts.

·       Recommend to the Head of Sales: Pricing of tenders taking into consideration market intelligence information; Plans for product and product line revision; New product introductions and product launches; Recommend promotion and advertising programs; Scope participation in any congress/conferences.

·       Monitor your team’s compliance with OCE (Scope’s CRM software) milestones and timelines to ensure that our database is accurate and useful.

Administration & Company Equipment

·       Complete all administrative tasks in line with processes requirements and hold members of your team accountable for same. For example: OCE, Expenses and Mileage, Marketing support requests, Samples, BambooHR Approvals.

·       Maintain all company equipment in a good state at all times ensuring people on your team do likewise.

·       Complete all company administration in a timely and accurate fashion.

Self-Development

·       Proactively seek feedback from your team, peers and more senior management on personal performance, and to act on development areas highlighted by their response.

·       Constructs a personal development plan with significant guidance from your manager and to take personal accountability for implementing this plan.

·       Participates in company training activities (e.g. Scope Induction Plan (SIP), New Product launches, new system and process implementations), and strives to improve and role model a continuous learning approach.

Person Specification

Qualifications

·       University degree qualification or equivalent in a related field - desirable

·       Masters or professional qualification – desirable

·       Holder of a current full driving license

Skills and Experience

·       Proven experience in a sales environment at a management / leadership level

·       Sound background and experience in life sciences or business – required

·       Commercial awareness/business acumen of the Health Retail Environment, pharmaceutical and/or medical devices industry; knowledge and understanding of products, services and marketplace

·       Operational Sales/Key Account experience

·       Demonstrated entrepreneurial ability (i.e. identification and development of business opportunities)

·       Practical experience of customer and channel management

·       Knowledge and experience of industry environment and strategy including local decisions, impacts on, and changes affecting customers

·       Proven experience in coaching individuals / teams to success

·       Continually demonstrates strong Leadership behaviours