Key Performance Areas:
Sales Achievement
Be able to demonstrate extensive understanding of AZ promotional products, competitor products and therapy areas
Effectively implement sales strategy and tactics, plan of action (POA) in accordance with company policies
Ensure availability in targeted pharmacies of all must stock sku’s
Regularly monitor territory’s sales performance versus budget and initiate appropriate actions to ensure performance is in line with objectives
Facilitate enlistment of newly launched and key products in targeted pharmacies by planned date
Facilitate order booking/ placement by targeted pharmacies
Identify points of leakage and carrying out stock vs. demand checks.
Demonstrates high level of knowledge that can help the wider sales team to solve customer’s questions/challenges
Territory Business Planning
Conduct analysis of market/ competitors to identify territory business opportunities identify and actions that will help to achieve more strategic objectives
Develop territory Business Plan based on POA and allocate resources (e.g. call activities, budget), for optimal sales impact
Identify process that pulls on cross-functional resources to deliver the targeted pharmacies insight and outcome
Monitor territory business plan to ensure resources are directed to customer of greatest potential
Participate in promotional activity programmes to increase product awareness in the market
Customer Focus and Service
Understand and show how wider issues/care trends affect customer decision making
Update territory customer segmentation classification, database and call records continuously
Deliver key promotional messages within approved detail aids and in line with POA
Ensure necessary approved patient relevant information is disseminated at pharmacy.
Ensure appropriate feedback gathered through market intelligence activities is relayed and acted upon.
Explore and expand new customer base in line with SFE guidelines
Reporting/ Administration
Submit monthly reports commenting on deviations from Business Plan and intended actions to align performance with objectives
Ensure proper planning, implementation and punctual delivery of reports / daily synchronization
Personal Development
Develop behaviours leading to enhancement effectiveness as outlined in Pharmacy Sales Representative competency definitions
Identify areas for self-development and discuss developmental needs with Pharmacy Retail Supervisor
Attend and actively participate in sales meetings, product and sales training
Minimum Requirements
BSc. Biological Sciences/ Health Sciences
2-4 years’ experience as a Sales Representative within the Pharmaceutical environment
Existing Relationships with KOL’s in the therapeutic area
Strong Negotiation skills
Previous experience with facilitating and organising meetings
Proven sales and customer success record
Previous experience and knowledge of the therapeutic area especially in pharmacy Sales roles.
A Valid driver’s license
Competencies
Computer Knowledge
Team Player
Action orientated/ Sense of urgency
Excellence and Integrity
Organised
Strong initiative
Results orientated
Strong analytical ability
AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorisation and employment eligibility verification requirements.
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