Is accountable for delivering Africa social marketing business plan, working with country team members to embed sales and trade marketing best practice that results in the following measures of success.

• Delivery of Africa Social Marketing Business Plan – Sales, Income to Cost, Margin and surplus
• Expansion of core product distribution (number of outlets stocking MSI products) in designated core countries in core channels
• Every designated country successfully tracking, using and reporting sales efficiency metrics
• Every designated core country successfully launching products on time to achieve sales targets (Volume, £Sales revenue, £sales margin, % margin)
• Every designated core country programme operating with a clear sales and marketing calendar of activities and a trade promotion/marketing activity plan that optimizes trade spend investment and maximises sales
• Every designated core country achieving in-outlet visibility targets and operating with channel “5P picture of success” for sales reps to be clearly directed on their work.
• Launching products on time and successfully to achieve business plan targets.

Reports to Regional Director.  Two direct reports, i) Trade Marketing Manager/Specialist – Africa; ii) New launch specialist – Africa. [HB1] [HB2]  These direct reports, also have indirect report to Head of Product Marketing and Trade Marketing.

There is a very high level of interaction and collaboration with Country Directors, Country Social Marketing leads, Regional team members (product, supply, finance)

It is a full-time role for 2 years, based out of a MSI core country where MSI has an operating entity.  This role will require extensive travel to MSI Country Programmes in Africa, approx. 40% time.

About You

For us, it’s vital that every MSI team member believes in and is committed to our organisational mission, vision and values.

This means that we will only accept applications from candidates who are unequivocally pro-choice.

Our values act as guiding principles, providing us with a clear direction. They set the tone for how we approach our work, interact with others and align ourselves as ‘One MSI’. It’s important that our team members truly resonate with our values and demonstrate them consistently, in all that they do.

We recruit talented, dynamic individuals with diverse backgrounds who share our mission and are focused on delivering measurable results. As an equal opportunity employer, we are committed to fostering an inclusive workplace where everyone can participate and contribute meaningfully. We value open-mindedness, curiosity, resilience, and a solutions-oriented mindset, alongside a commitment to promoting equality and safeguarding the welfare of both team members and clients.

We seek exceptional communicators who are self-motivated, solutions-driven, and aligned with MSI’s mission and entrepreneurial mindset. You should be dedicated to driving social change in an environment focused on sustainable impact, both locally and globally, and comfortable working with diverse teams in an ambiguous setting.

To perform this role, you’ll need the following skills:

Overall, this role is highly demanding and requires a blend of sales “know-how”, strategic thinking, leadership skills, and a deep understanding of the African pharmaceutical market and its regulations.  It demands outstanding coaching skills as this role manages by influence not direct control of country teams.

SALES EXPERTISE

• Sales management: deep understanding of the complete sales process from prospecting to closing and the ability to optimise each stage of the sales cycle (steps of the call). Have deep and wide experience of working with different types of customers ranging from small independent drug sellers through to modern trade and a proven track record in identifying new customers and building business.
• Has designed and implemented sales incentives schemes for motivating and rewarding sales teams (commission based, contests etc).
• Customer Engagement: Skilled in building and maintaining strong customer relationships. Good appreciation how to tailor sales and engagement to different channels (wholesalers, distributors, direct sales teams etc).
• Negotiation skills High ability to handle objections, adapt to changing negotiation dynamics (active listening to understand the customer’s concerns, needs, and underlying objections so can addressing their doubts effectively). Familiarity with various negotiation tactics.
• Sales analytical skills: very strong proficiency in tracking and analysing key sales performance indicators and using the data to make informed recommendations.  Skilled in sales analytics tools and very familiar in sales KPIs. Able to coach country teams to analyse market trends; evaluate competitor activities to create successful sales strategies. High excel, numerical and financial literacy.
• Route to market: highly skilled in distribution and delivery in knowing which the best route is to get products to the right channels and select the most appropriate sales delivery approach (direct own sales team, indirect, wholesaler, distributor etc). Can adapt sales strategies according to the different approaches.
• Trade investment strategies: Ability to develop and implement trade investment strategies by analysing sales data; financial performance and calculating ROI based on different trade incentives and trade promotions.  This proficiency is used to coach countries to set realistic trade investment targets and strategies to drive sales growth and maintain market share
• Have successfully designed, recruited and trained sales people.  Using various methods to assess candidates (technical & behavioral interview questions, role-playing exercises, skills-based testing to assess job candidate abilities etc).

Ideally

• Proficiency in tailoring sales approaches to different customer segments and in the 5Ps (product, price, promotion, point of sale, placement) and the elements of health professional education and detailing.
• Good understanding of the SRH products. This includes knowledge of product benefits, competitive advantages and have proven experience in discussing, selling & detailing medical information effectively with healthcare professionals.
• Active engagement and experience in Sales & Operations Planning process

LEADERSHIP, COACHING, COMMUNICATION

• Communication: excellent verbal and written communication skills; ability to explain complex concepts clearly and concisely. Able to effectively communicate with customers, key stakeholders, senior managers, and sales team. This includes good presentation skills and use of powerpoint and other presentation software.
• Excellent interpersonal skills: strong relationship-building abilities; cultural sensitivity and adaptability; empathy and active listening skills.
• Leadership: ability to manage and motivate a team to learn and adapt. Not afraid to challenge teams but also willing and able to provide high support.  Able to motivate sales teams to want to sell well.

Training/coaching: Can adapt sales training/coaching as needed, able to flex to ensure teams learn and grow. Understand products and selling arguments

To perform this role, you’ll need the following experience:

Sales acumen: Minimum of 7 years of experience in the pharmaceutical industry, preferably in roles such as Pharmaceutical Sales Representative, Medical Representative, or Product Trade Marketing Specialist. Plus, minimum 3 years as a sales manager (ideally 5 years) directly leading a sales team.

Proven track record of achieving or exceeding sales targets in previous sales roles. Deep, practical experience of sales processes, techniques. Demonstrated achievement of achieving sales targets and meeting sales KPIs.

Sales KPIs and sales tracking – have extensive experience with both sales tracking systems but also with more basic ways of capturing sales performance metrics. And how to use a wide range of sales KPIs to drive growth.

Have led and run sales meetings with customers – including national meetings, distributor meetings

Trade marketing: Have either led or worked as part of a team to develop Trade marketing strategies & “5Ps” [Price: Setting optimal prices to maximise volume/profitability; Product: Selecting right range for right channels; Point of sale and brand visibility: expertise in developing compelling point-of-sale materials, and creating brand standout; Placement: getting the products into right location in outlet; Promotion: all elements of trade investment and trade promotions elements of health professional education and detailing]

New product launches – have experience of in launching products and sales training for new product launches.

Sales and marketing strategies: have designed sales strategies, set sale priorities and worked with sales and marketing calendars to ensure alignment with marketing activities and integration with overall business strategy; set sales targets and forecasts; product development timelines.

Problem solving: wide experience in creating responses to sales challenges and have prepared responses to both real and anticipated responses.

Sales & Operation Planning: have participated in S&OP meetings, providing input on customer intelligence, sales trends, and anticipated demand fluctuations based on market conditions or promotions in order to ensure product availability and meet business plans.

Ideally,

• Relevant sales or training certifications (e.g., Certified Sales Professional, Certified Training Professional). Industry-specific certifications related to pharmaceuticals or healthcare

• 3 years in Trade Marketing role, in addition to sales experience.
• Has successfully negotiated and won institutional tenders; for pharmaceutical products in Africa
• Pharmaceutical Product Knowledge – have experience in learning about new types of drugs, including: mechanism of action; therapeutic uses; pharmacology expertise and regulatory compliance knowledge.
• Training/coaching expertise: have developed effective sales training curricula and materials and proficiency in various training delivery methods (in-person, virtual, e-learning) for sales teams