Commercial Lead SADC (Jhb) (Aspen Office In South Africa) needed at Aspen Pharma Group

OBJECTIVE OF ROLE

• To lead, implement, guide, and maintain all Commercial Management activities within the SADC Division for the successful execution of business growth and development. 
• Manage business trends and key business operations by ensuring input and output activities are executed effectively, while building strong customer relationships and business operational continuity. 

KEY RESPONSIBILITIES

Commercial Business Operational Effectiveness

• Execution of the Business Strategies and control measures to ensure effective business commercial operations are met for the overall SADC business.
• Manage all business commercial matters with respect to overall SADC Division pertaining to:
• Business commercial and operational management
• Internal and external matters through customer engagements.
• Finance and debtor management.
• Contract management
• Territory Management and building commercial opportunities in new and existing countries.
• Manage risk and exposure to business partners and manage Third Party Logistics (3PLs) partners to achieve operational effectiveness.
• Manage and monitor risk of supply chain and logistic operations.
• Manage and execute all customer relationship matters
• Support the onboarding of new customers for growth of the Division.
• Maintain and adhere to Division policies and procedures and SOPs to maintain effective business commercial operations.
• Assist in the review process and help monitor forecast vs budget and contribute to the adjustment of forecast changes in line with business growth expectations.
• Develop and implement Business Commercial SOPs and actions to run an efficient operational setup.

Business Growth and profitability

• Manage and monitor the business to achieve SADC related business targets and ensure that business growth and profitability is achieved by providing the necessary support to the division.
• Assist with the setting, reviewing and management of budget and forecast and assist with the budgeting exercise in line with company budgeting expectations.
• Management of and execution of the following to drive commercial business output:
• Master Data Management
• Price File Management
• Budget & Forecast Input
• Management of order to cash process.
• Manage customer payment terms.
• Drive commercial processes to maximize profitability in developing the SADC territory expansion opportunities.
• Seamless integration of information, physical goods and cash flow.
• Plan, lead, allocate and manage departmental activities, resources and tasks in accordance with agreed budgets, service/delivery targets and daily/weekly/monthly plans
• Establish and maintain appropriate systems for operational management and measurement
• Develop and implement continuous improvement plans and actions
• Elevate any financial risk of products in market and supply chain.

Business Continuity and Report management

• Plan and execute the following to ensure Business Continuity and Report management:
• Sales Data Management
• Sales Analysis & Data Analytics
• Management of all SADC Reports

Distributor and Supplier Relationship Engagement

• Customer Account Management
• Distributor Agreement Management
• Establish and maintain relationships with suppliers and distributors on all commercial growth matters.
• Facilitate synergy between all commercial operations and all support functions.
• Ensure dependable supply of Aspen products to distributors.
• Ensure methods for improving distributor engagement and supplier services are proposed, developed and continuously updated.
• All queries are followed up and resolved in the shortest possible timeframe
• Always display a professional attitude.
• Internal and external customers are constantly updated as to the progress of all commercial matters.
• Implement effective ways of working with distributors and suppliers.
• Facilitate agreements with distributors and suppliers.

Commercial Engagement

• Engage and collaborate with Country Managers on sales force commercial activities to maintain sustainable customer relationships and optimize business opportunities.
• Implementation and Manage Business Commercial Strategies, ensuring continuous growth of market share, customer base, and achieving business targets. Ensure the team is aligned with business rules and this is communicated timeously to the team on all matters.
• Conduct business reviews and offer solutions in line with a customer’s strategies. Maintaining an understanding of customer needs and monitoring customer preferences.
• Resolve/escalated customer queries in line with company policies.
• Maximize productivity and effectiveness by assisting in executing business plans.
• Ensure the team has the necessary tools, and the data required to support the execution of their duties.
• Conducting monthly business analysis with all Country Managers and business partners as required.
• Achieve growth and hit business targets by successfully assisting the team.
• Ensure travel is conducted in all SADC countries and regular meetings with Country Managers, Sales Representatives and key stakeholders are maintained.

3PL and Supplier Management

• Responsible for coordinating and integrating the supply chain function with all Aspen supply chain partners and stakeholders to ensure legal, customs and manufacturing requirements are met.
• Documentation and maintenance of supply chain processes.
• Review of documentation required for the movement of inventory e.g. export documents, invoices, etc.
• Ensure cost effective methods are deployed and maintained with third-party providers.
• Develop, implement and manage standard operating procedures on a continuous basis.
• Implement new or improved supply chain processes with 3PL
• Monitoring suppliers’ lead-times to ensure customer expectations are met.
• Evaluate forecasts and orders and plan supply chain activities to ensure that customer demands are met.
• Follow up with suppliers on customer queries.
• Liaison with third party logistics partners to ensure service level is met.
• Daily interaction with Third Party Logistics partners for business continuity.
• Manage Ad-hoc projects.

Requirements
EDUCATIONAL REQUIREMENTS

• Matric/Grade 12 Certificate
• Tertiary qualification (Commercial Degree) or related qualification

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• 4+ years of Commercial Operational Experience
• 2+ years in Business Development and Territory Management experience in SADC countries.
• Knowledge of the pharmaceutical industry
• Forecasting and Budgeting experience
• Experience in Logistics and Supply Chain
• Experience in Customer Service Management and query resolution
• Exposure & knowledge of local SADC pharma markets
• Proven data analytics and data mining experience (Power BI)
• Knowledge of SADC business industry trends
• Knowledge of budgeting and forecasting
• Territory Management knowledge
• Knowledge of Customer Service Management and the resolution of queries
• Knowledge of Supply Chain and Logistics.
• Knowledge of debtor management

 SOFT SKILLS AND COMPETENCY REQUIREMENTS

• Planning, organizing and coordinating activities
• Highly numerate
• Excellent analytical skills
• Strong capabilities in logical reasoning
• Results driven
• Problem solving and decision making
• Independent and self-directed individual that can drive execution
• The ability to communicate effectively (written and verbal) is essential
• Attention to detail
• The ability to manage projects
• Ability to think strategically and innovatively