Trade Representative – Pharmaceutical Division

JOB PURPOSE

The Trade Representative enhances Himalaya’s relationships with strategically important retailers, Doctors and Pharmacists in our Caribbean territories. The incumbent is tasked to introduce, promote and sell the Himalaya’s products to the target customers with the view of achieving the objectives of the business.

PERFORMANCE CRITERIA

The job is satisfactorily performed when:

• Sales quotas and targets are achieved.
• Execution of trade and marketing plans as agreed by the Sales Manager.
• Customer Relationship Management targets are met.
• There is merchandising effectiveness.
• Stock rotation, damages, and returns management including product recalls are completed as directed.
• Superior product knowledge is displayed.
• Frequency and nature of unresolved legitimate customer complaints are within targets.
• Refer unresolved customer grievances to designated departments for further investigation.
• All reports are timely and accurate
• Accounts Receivables are managed within set targets and expenses are maintained within budget.
• Stock on the trade is maintained within acceptable limits.
• A satisfactory working relationship is encouraged and developed with all employees as espoused and guided by Group and Company Values.

KEY RESPONSIBILITIES

FUNCTIONAL:

1. Arrange appointments with key stakeholders (relevant supermarkets, pharmacies and their staff) which may include pre-arranged appointments or regular ‘cold’ calling.
2. Make presentations to stakeholders (supermarket buyers/owners, pharmacists and staff) outlining Key Attributes and Benefits of Himalaya’s range of products to achieve product introductions and/or sales/sales growth.
3. Regularly attend Distributor and Himalaya meetings, technical data presentations and briefings.
4. Keep current with the latest data supplied by the Distributor and Himalaya, and interpret, present and discuss this data with relevant professionals during presentations.
5. Develop strategies for increasing opportunities to meet and talk to contacts within the relevant channels
6. Organize mini meetings for doctors and other medical/pharmaceutical staff where required
7. Drive to deliver and attain monthly, quarterly and annual sales targets
8. Continuously expand and explore opportunities to encourage sales growth with new and existing customers
9. Drive to achieve assigned KPI’s and develop ongoing results to achieve performance
10. Ensure optimum quality, distribution, visibility, price, placement and promotion of Himalaya in the assigned key accounts
11. Plan work schedules: weekly and monthly timetables. This may involve working with the territory managers or discussing future targets with
    the sales managers.
12. Ensure that routes are properly serviced and that key products are visible and/or available where required by following up on orders, checking and moving stock, liaising with sales representatives.
13. Maintain average call rate determined by Himalaya & the Distributor
14. Work closely with relevant stakeholders to ensure that all promotional activities are executed according to plan
15. Monitor and report competitor activity and competitors’ products.
16. Maintain knowledge of new developments in field, anticipating potential negative and positive impacts on the business and adapting strategy accordingly.
17. Collect feedback/information from new and existing customers/consumers on the performance of the Company’s products and populate Competitor Report as required
18. Keep detailed records of all contacts
19. Comply with reporting templates or processes required by Himalaya and/or the Distributor
20. Perform other duties that may be required to enhance the operations of Himalaya

PEOPLE MANAGEMENT:

1. Provide efficient customer service and ensure that superior customer relationships with customers are built and maintained.
2. Investigate, follow up, and provide solutions to customer complaints, problems, or issues so as to establish and maintain appropriate client
   relationships.
3. Communicate with the Sales Manager on a regular basis on all aspects of the operations of the sales achievement in designated area.

HEALTH, SAFETY & ENVIRONMENT:

1. Report any hazards that are identified to direct Manager/HR Officer.
2. Ensure the application of and adherence to established HSE measures and procedures to ensure the well-being of themselves and employees
   

QUALITY ASSURANCE & CUSTOMER SERVICE:

1. Adhere to the company’s quality & customer service standards and procedures.
2. Support continuous improvement through reporting non-conformance, customer complaints & process improvements to the immediate supervisor/manager.
   

GENERAL ACCOUNTABILITIES:

1. Responsible for the Accounts Receivables in his / her assigned area and following up on overdue amounts
2. Assist during periodic stock checks.
3. Attend all required Sales and Staff Meetings
4. Working closely with merchandisers to ensure products are well-stocked and well-displayed
5. Manage and implement store-specific promotions and coops.
6. Prepare and submit required reports for submission to the Sales Manager from visits to the trade.
7. Perform other duties that may be required to enhance the operations of the Company

REPORTING RELATIONSHIPS

REPORTS TO:

• Division Unit Head

SUPERVISES:

• Nil

TOOLS, EQUIPMENT, MACHINERY, MATERIALS, ETC.:

• MS Office
• Route List
• Tablet
• Cell Phone
• Email software
• Vehicle

EDUCATION AND EXPERIENCE:

• Minimum of tertiary level qualifications in Medical Sciences, Marketing, Management or related fields
• At least 2 years experience in the health industry, preferably in Medical Sales/Marketing.
• Or relevant combination of training and experience

WORK ETHIC:

• Integrity — Being honest and ethical.
• Initiative — Willingness to take on responsibilities and challenges.
• Stress Tolerance — Accepting criticism and dealing calmly and effectively with high stress situations.
• Self Control/Emotional Intelligence — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding
  aggressive behavior, even in very difficult situations.
• Achievement/Effort — Establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
• Dependability — Being reliable, responsible, and dependable, and fulfilling obligations.
• Independence — Developing one’s own ways of doing things, guiding oneself with little or no supervision and depending on oneself to get
  things done. Autonomous and results-orientated, with a clear determination to succeed.
• Persistence — Persistence in the face of obstacles. A commitment to continuous improvement and customer-focused quality service delivery
• Adaptability/Flexibility — Being open to change (positive or negative) and to considerable variety in the workplace.
• Cooperation — Being pleasant with others on the job and displaying a good-natured, cooperative attitude.