1) Main tasks:
- Tasks performed regularly which form the essential characteristics of the position.
- Local Management and Steering
- Prepare, monitor and manage the annual regional Sales budget and performance
- Provide the commercial lead with the necessary information and data for the development of the overall cluster strategy
- Propose the Commercial Leader with long-term sales strategies for the respective region, transferred into tactical plans, the annual business plan and budget
Operations:
- Get market insights and provide Head of Sales Regional Hub SSA with market / competitor data, prices, trends in order to determine market demand and market potential as well as competitors’ market shares
- Sell and promote products
- Further develop the product range as well as market entry into new fields of therapy for the respective countries in close collaboration with Head of Sales.
- Define actions for the respective region (strategy into operations)
- Conduct feasibility studies regarding investments which are necessary to develop the market
- Process tenders in close collaboration with Head of Sales and Sales Contract Analyst/Commercial Excellence.
- Prepare contracts in close collaboration with Legal.
- Partner with Supply Chain to execute S&OP processes, manage stock levels, and avoid stock-outs or overstocking in the region
- Negotiate prices with targeted segment aligned to strategic initiatives.
- Systematically gather, analyze, and translate market intelligence (including competitor activity, customer behavior, pricing trends, regulatory shifts) into actionable business insights
- Develop and maintain a structured market insight reporting cadence (monthly/quarterly), ensuring relevant data is shared across commercial, supply chain, and marketing functions
- Guide direct reports in market sensing and data capture, ensuring team-generated insights are incorporated into strategic planning
- Present regional insights and progress updates in standardized reporting formats to Head of Sales and broader leadership forums
- Respond to HQ queries (database, market info, lists, Market and Competitor Survey) in alignment with Head of Sales
- Facilitate audit requirements
- Key Account Management and mentorship - Ensure quality service and profitable business growth by managing a portfolio of complex customer relationships and/or a small team of account managers.
Relationship Management
- Maintain existing customer contacts and create new contacts
- Maintain contacts and negotiations with, end-users, KOLs, Nephologist consultants , institutions and key accounts
- Steer and guide new customers
- Engage actively in local healthcare communities and networks
- Keep up a strong customer orientation
- Collaborate closely with internal and external Clinical Trainers and Training Leads to ensure regional training needs are aligned with commercial strategy and customer expectations
- Contribute to the design and execution of internal and external training programs, including sales team upskilling, therapy adoption enablement, and partner education
- Structure joint planning cycles to integrate training interventions into sales execution plans, product launches, and tender deployments
- Colaborate with the Tech Ops team to drive best in class service and repairs to our customers
Leadership ·
- Defines targets for direct reports and follows up on achievement
- Set the overall direction for regional activities considering the corporate strategy and the big picture of internal and external aspects in coordination with the Head of Sales.
- Support team selection and set-up according required expertise, in close cooperation with the related line managers
- Ensure a highly motivated team and a professional, customer oriented and solution focused way of working within the team
- Drives people development by identifying and coaching talents and ensuring a transparent and participative communication
- Identifies and drives changes in a future-oriented, solution-oriented and proactive manner.
Performance Management
- Manage and report on the performance of the function / business area; set appropriate performance objectives for direct reports and hold them accountable for achieving these
- Take appropriate corrective action where necessary to ensure the achievement of annual business objectives
Management & Steering ·
- Is responsible for the operational results of business in area of responsibility.
- Drives and monitors business results and initiates corrective actions.
- Ensures the proper implementation of all relevant corporate strategies, policies and standards
- Ensures compliance with all relevant regulations.
Commercial & Finance
- Participates in the development and preparation of short-term and long-range business plans and budgets based upon broad organization goals and objectives. Recommends their adoption and implementation in region of responsibility
- Participates in the preparation of forecast reports on sales and marketing strategies and plan, organize and implement the strategies to achieve sales targets and company’s profitablility
- Directs internal operations to achieve budgeted results and other financial criteria
- Manage work processes, schedules and plans to ensure service delivery in accordance with the company commitments and client (patient, doctor, funder) requirements and contracts
- Appraises and evaluates the results of overall operations regularly and systematically, and reports these results to the Commercial Lead and GM
- Lead/collaborate with commercial excellence to maintain monthly and quarterly sales forecasting processes aligned with financial targets.
- Collaborate with Supply Chain to ensure sales commitments are aligned with product availability and logistics timelines
Human Resources
- Implement HR strategies and initiatives aligned with the overall business strategy
- Foster employee relations by addressing demands, grievances or any other employment issues including conflict management to ensure a healthy work environment
- Managing the recruitment and selection process in conjunction with HR
- Conduct orientation, train and coach the sales team in execution of daily tasks and to maximize productivity
- Nurture a positive working environment
- Drives a high-performance culture by managing and overseeing performance standards of team.
- Strong support for the compliance standards
- Ethical leadership style through integrity and exemplary behavior
- Observance and implementation of corporate values in daily business
2) Secondary tasks:
- Top line revenue for Care Enablement
- Profit as per budget
- Reduce DSO and bad debt
- Customer Retention
- KOL management: customers and competitors
- Align region segmentation with staff routine: Gold customers and Silver customers
- Contract management
- Tender management
- People management and development
- Ability to work in a matrix
- Legal compliance and regulatory
- Research on latest renal articles – keep updated with latest news
- Stakeholder management
1) Required training and education:
- Business studies (at a university or university of applied sciences, Bachelor or Master) specialising in Business, Marketing and/or relevant qualification.
2) Required professional experience (in years):
- At least 6 years professional experience in a comparable field of responsibility oriented to sales and people.
- Experience in project management and/or project leadership
- Profession experience in the field of medical technology would be an advantage
3) Important personal qualities:
- Strong customer orientation and ability to represent FME towards the customers
- Confident negotiation skills and skills in approaching people
- Confident, convincing and motivating
- Strong professional attitude characterized by a result, quality, patient and customer oriented working style
- Strong structured approach leading to pragmatic and effective solutions
- Strong ability to set priorities and take decisions even under changing conditions
- Strong ability to work as a self-starter and self-managed
- Strong communication skills
- High level of flexibility, openness and empathy, well balanced with high resilience, persuasiveness, self-confidence and good ability to work in a structured way even under pressure
4) Other specialized knowledge:
Technical knowledge
- Excellent understanding of country healthcare sector as well as pronounced understanding of market and political environment and related interdependencies
- Customer and country specific knowledge
- Excellent moderation and presentation skills
- Ability to close complex deals and ensure contract management post deal closure
This role is based in Gauteng.