OBJECTIVE OF ROLE

• Optimise the allocation of resources across Aspen assets to drive strong performance in Public and SADC markets. Define, monitor, and report on Salesforce KPIs to support Sales Management insights and decisions. Lead the development and implementation of tender review systems and related reporting, including post-award evaluations and forward-looking portfolio planning. Provide leadership and oversight to the CLO and Quotation teams.

KEY RESPONSIBILITIES

Financial objectives

Budgeting

• Preparing financial models and reports based on tender awards and the business’s historical performance and setting growth targets aligned with the overall Pharma targets. These targets are defined during the annual budgeting process for the South Africa Public Sector and SADC regions, approved by South Africa Commercial, and subsequently reviewed and signed off by Group.

Forecasting

• Adjust the budget Under FC1 & FC2 cycles to accommodate any changes in business
• Ensure that this is reported to the relevant Finance department and translated into inventory planning.

Bid Commercial Viability Testing

• The preparation of the bid portfolio and prices
• To secure and align on volume-based cogs
• Align the portfolio expansion to the growth targets
• Project manages the bid preparation across the company stakeholders
• Accurately prepare the tender submissions ensuring compliance and accuracy of the submission

Post Award Analysis

• Analyse the wins and losses of bids to assist business with setting portfolio strategies

People Management – Customer Liaison Officers and Ops Specialist

• Oversite of the team and monitoring the performance of the team
• The development of the team management system.
• The People driving of the team performance in achieving set targets
• Build performance continuity in the team by attracting, developing and retaining talent
• The Development of SOP’s

Participating in business reviews

• Performance analysis of the work streams
• Preparations of discussion and reporting points from this analysis

Sales Force Effectiveness

• Salesforce optimization towards key Aspen assets through accurate targeting and segmentation and resource allocation
• Manage National sales plan inclusive of Commercial and sales force KPI’s, and target setting and measurement.

Dashboards & KAM Support

• Create, Manage and Drive Sales & Margin Dashboards to assist KAM’s to drive business.
• Collect and coordinate outbound sales data from each province.
• Assist KAM’s with replenishments in line with stock pull-out activities from Depots.
• Coordinate the development of provincial outbound dashboard report with IT/BIS.
• Prepare sales reports from TM1 and BIS for the National Sales Manager, Portfolio Manager and the KAMs.
• Run margin reports and prepare 3rd party portfolio performance reports.
• Provide deeper sales analytics and recommendations to business leadership at product level to drive maximum sales and profit.
• Uploading PAT report onto NDoH platform.
• Uploading Deliveries Data report weekly and uploading it into NDoH platform.
• Analyse the 2 NDoH reports on regular basis.

Demand & Supply Coordination

Demand:

• Maintain a 5-year sales/budget rolling forecast in line with the company policy.

Supply:

• Must understand the supply chain and opportunities/challenges in order to guide KAMs in the right direction/to the correct customers.

Requirements
EDUCATIONAL REQUIREMENTS

• Matric / Grade 12
• Bachelor’s degree in finance, marketing or business-related field.

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• Minimum of 5 years’ relevant experience which relates to the Pharmaceutical / Medical industry
• Minimum of 5 year’s relevant experience in Salesforce Effectiveness South Africa and SADC countries
• Minimum of 5 year’s tender management experience in South Africa and SADC countries

SOFT SKILLS AND COMPETENCY REQUIREMENTS

• Effective planning, organising, and coordinating
• Strong analytical thinking and logical reasoning
• Effective problem-solving and decision-making
• Commercial and strategic awareness
• Ability to present, influence, and communicate (oral and written)
• Strong interpersonal skills
• Attention to detail
• Project management capability (behavioural aspect)
• Initiative and proactiveness
• Ability to multitask and manage priorities
• Results-oriented mindset
• Entrepreneurial thinking
• Teamwork and cooperation
• Information seeking mindset
• Resource efficiency
• Risk awareness and management mindset
• Accountability and responsibility
• Strong focus and execution discipline