About the position
A leading pharmaceutical company based in Johannesburg North is looking for a Tender Manager to join their team.
3 to 5 years Tender management experience in the Public Sector in South Africa and SADC.
3 to 5 years’ experience in Salesforce Effectiveness for the Public Sector in South Africa and SADC.
Must be able to manage (and would be responsible for) the entire tender processes for South Africa and SADC countries from start to finish, including all the required reporting on tender performances.
Must have the required knowledge and skills to submit weekly reports to the National Department of Health.
Also needs to manage and develop the tender admin team of 6 reports
Optimise the allocation of resources across 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 Health 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
Analyze 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 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.
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
Desired Skills:
- budget
- forecast
- sales force
- tender
- SFE
- drive sales
- pharmaceutical industry
Employer & Job Benefits:
- Basic salary
- medical aid
- provident fund
