• Sales & Marketing Supervisor
• Definition & Typical work activities
• Sales & Marketing Supervisor (locally referred to as company supervisor) are a key link between Shafayab different departments (Sales & Marketing, Regulatory, Logistic, Financial) and principal company as well as healthcare professionals which is mainly of executional duties under direct management of Sales & Marketing manager.

• Sales & Marketing Supervisor is directly managing the medical sales reps (Junior, Senior, Product specialist) activities.

• All activities must be compatible to medical references, product labels, international approvals, principal company product label as well as code of conduct & ethics of Shafayab, principal company & MOH.
• Activities must be planned on minimum 60 percent presence in the field, and maximum 40 percent in the office, except the upper management changes the shares.
• For all activities relevant approvals must be received from the direct management.
• Skills - Qualifications:
• Product Knowledge, company & Shafayab compliance guidelines, Customer Service, Meeting Sales Goals, Selling Skills, Territory Management, Segmentation & Targeting, Prospecting Skills, Negotiation skills, Self-Confidence, Presentation Skills, Client Relationships, self-motivation for Sales, Sales management, Marketing management, executive management, MS office, Coaching skills, team work management, Team build up, mentoring & development.
• Planning at company level:
• Provide significant input into the annual marketing plan, specifically: sales forecasts for each product (taking into consideration past history, market trends, competitive activity and required sales effort), allocation of expenses between products (taking into consideration stage in product life cycle, potential for future growth and profit contribution, potential competitors), required sales promotion program (taking into consideration marketing strengths relative to competitors, selling opportunities and customers’ needs and attitudes) and the marketing materials needed to accomplish the goals.
• Development of the annual sales & marketing plan accompanied by regular monitoring programs. Specifically advising on: realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy and sales effort), realistic costs of operating the sales force; and sales promotion program plans.
• Development of comparative, analyzing annual business review presentations & budget planning.
• Counseling with Sales & Marketing manager in ordering/production prioritization & choosing premium distributional channels.
• Responsible for managing the sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organizations presence throughout Iran.
• Financial management of the marketing program including budget planning, resource allocation and preparation of quarterly reports.
• Planning at Team level:
• Planning for long, medium and short terms for sales & marketing activities of the sales force for daily, weekly, monthly visits as well as events (group meetings & congresses).
• Mission trips planning in accordance to Shafayab guidelines.
• Responsible for the planning, direction, organization and control of sales representatives to accomplish specific objectives.
• Manage effective, efficient and productive marketing activities by ensuring that the appropriate structures, systems, competencies and values are developed.
• Providing the sales team with the necessary technical expertise to enable them to sell the product. This involves printed and electronic promotional material, product training, and relevant clinical papers.
• Reviewing product data to ensure that the field force is kept up to date on new developments regarding the companies or competitors’ products.
• Reviewing product data to ensure that the field force is kept up to date on new developments regarding the companies or competitors’ products
• Team buildup:
• Sales team structuring based on product, fields, territories & targets as well as clarifying the targets, achievement codes, guidelines of MOHS, Shafayab holding and principal company code of conducts.
• Responsible for obtaining profitable results through the sales team by developing the team through motivation, counseling, skills development, training and product knowledge development.
• Arrange with company-shafayab training department to ensure provide high standards of ongoing training for the medical representatives so that they possess sufficient medical and technical knowledge to present information on the company’s products in an accurate and balanced manner.
• Keep enough suitable promotional material stock according to YTD sales budget as well as sales & marketing plan.
• Organizing the indoor & out door travels for doctors to attend national & international congresses & stand alone.
• Providing the sales team with the necessary technical expertise to enable them to sell the product. This involves printed and electronic promotional material, product training, and relevant clinical papers.
• Manage effective, efficient and productive marketing activities by ensuring that the appropriate structures, systems, competencies and values are developed.
• Observation, Reporting & Rewarding/Punishment:
• Ensure that all sales representative activities are in accordance with the guidelines of the MOH, Shafayab & principal company code of conduct.
• Personally observe the performance of the medical representatives in the field on a regular basis by arranging double visits and other tools of follow ups.
• Implement the appraisal system to evaluate the performance for each member of the sales team, report & discuss the individual territory sales and commission targets and submit the commission plan.
• Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters and electronic bulletins.
• Manage the sales administration function, operational performance, reporting, streamlining processes and systems wherever possible, and advising sales 7 marketing manager on maximizing business relationships and creating an environment where customer service can flourish.
• Providing regular sales & stock reports in accordance to Shafayab & principal company guidelines.
• Coaching of sales representatives in various aspects of management (eg HR issues, budgets, resource allocation).
• Close liaison with the field force to assess the response to and suitability of current promotional material and to ensure that the printed promotional material is being used optimally.
• Constant monitoring inventory levels held at central and interstate warehouses
• Self-activities:
• Submitting the monthly action plan and call reports on due time and receiving the approval from sales & marketing manager.
• Develop ongoing liaison with key opinion leaders, patient support groups and other healthcare organizations to ensure that significant developments in the field are identified and monitored.
• Develop and keep updated self-data base for the calls in accordance to 60percent field activity in which the KOLs are included.
• Develop Disease Management analyses of therapeutic areas of relevance, and strategic assessments of the company’s products in the market.
• Monitoring of the products from forecasting phase till sales at the end point (at pharmacies) in order to keep being matched with the business plan.
• Form facilitative networks between Shafayab, principal company and distributers updating them on a regular basis on developments within marketing, and working with them on cross-functional basis.
• Provide necessary documents-letters for regulatory affairs, hospital formularies & distributers.
• Liaise with the advertising agency regarding the product campaign including journal advertising, direct mail and conferences.
• Responsible for maintaining professional and technical knowledge by attending educational workshops- reviewing professional publications; establishing personal networks- participating in professional societies

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