Position Purpose
To positively influence customers’ prescribing behaviour to achieve sales targets. Develop territory and build strong customer relationships with the objective of maximising sales volume and market share of designated products on a given territory.
Key Performance Areas:
Sales Achievement
Effectively implement sales strategy and tactics, plan of action (POA) in accordance with company policies
Regularly monitor territory’s sales performance versus budget
Facilitate enlistment of newly launched and key products in hospitals and clinics by planned date
Initiate appropriate actions to ensure performance is in line with objectives
Territory Business Planning
Conduct analysis of market/ competitors to identify territory business opportunities
Develop territory Business Plan based on POA and allocate resources (e.g. call activities, budget), for optimal sales impact
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
Update territory customer segmentation classification, database and call records continuously
Deliver key promotional messages within approved detail aids and in line with POA
Build trust and credibility with customers by demonstrating professionalism acting within the AZ Code of Conduct
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 punctual delivery of reports / daily synchronisation
Personal Development
Develop behaviours leading to enhancement effectiveness as outlined in MR competency definitions
Identify areas for self-development and discuss developmental needs with FLSM
Attend and actively participate in sales meetings, product and sales training
Minimum Requirements
BSc in Human Sciences or similar
3-5 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
A Valid driver’s license

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