Job Hiring for Medical Sales Specialist

JOB TITLE:

Medical Sales Specialist

JOB REF

SERVICE UNIT:

Pharmexx and Adxto

REPORTS TO:

 Director of Sales and Marketing

SUPERVISION OF:

N/A

JOB FUNCTION

To maximise sales growth in a specified geographical territory, consistent with Company strategy & objectives.  To work as a product specialist within a specified therapy area developing Key Opinion Leaders and key customers to increase the use of the product.

DUTIES AND RESPONSIBILITIES

1. Territory Panning: To become familiar with the geography of the territory and identify target customers through maintaining and analysing customer records.

Produce an annual territory business plan to support client production promotion, implement plan, including the use of tracking mechanisms to identify variances to plan and taking appropriate action to eliminate negative variances.

1. Account Planning: Develop detailed account plans to influence product awareness, adoption and formulary inclusions by focusing on; KOL Development; Specialist Departments; Pharmacy – clinical; Pharmacy – purchasing. Being seen as a product and therapy area specialist by the customers.
2. Sales Interviews: To conduct sales interviews using the elements explained on the training course and in subsequent briefings; To carry out pre-call planning and preparation and develop a self analytical approach in order to identify learning areas from each call.  To have satisfactorily completed relevant training courses as defined in the Pharmexx & Adxto core training programme
3. Administration: To carry out recording and reporting systems, be it on paper based and/or electronic, as identified on the training course within the timescales and additionally as may be required from time to time.  Reports must be completed in an accurate and timely manner.
4. Group Events: To organise and hold group events in such a way as to optimise the amount of business that can be generated from the (as required by project ), including attendance at meetings/ conferences at both local and international level.
5. Market information: Competitor analysis and intelligence gathering of those relevant for the market or future opportunities in other markets. To keep the Director of Sales and Marketing informed about changes in competitor companies’ activities and other market changes.
6. Sales and Technical knowledge:  To use advanced selling skills and to have an up-to-date sales/technical knowledge of specialty and disease areas and relevant publications.
7. Caring for the Company Equipment and Supplies: To keep all equipment (car, video, television, briefcase, literature, product samples) safely and in a good state of repair.
8. Team Contribution: To share experiences, ideas and techniques in order to help fellow representatives and sales management at regional meetings, in the sales  training of colleagues and on other occasions.
9. Image. To project a professional and up-market impression of the Company by behaving at all times in an ethical and credible manner andby acting in accordance with the Pharmaceutical & Healthcare Association of the Philippines industry’s Code of Practice.
10. Profitability: To optimise Pharmexx & Adxto’s profitability, by delivering calls on customers with sufficient volume and frequency as set by the Director of Sales and Marketing.
11. Self Development: To accept responsibility for self development in order to maximise personal performance potential; To agree on an ongoing basis, with the Director of Sales and Marketing both performance improvement and training and development plans.
12. Partnering.  Demonstrate effective and synergistic partnering with client sales team as specified by the contract
13. Completion of Standards Programme.
14. Standards as per Standards Programme maintained.
15. In depth knowledge of the therapy area and product use.

PRINCIPAL CONTACTS

Customers as appropriate e.g.  Pharmacists, Client companies and representatives and other Pharmexx & Adxto employees

EDUCATION & EXPERIENCE

Bachelor’s Degree, preferably in life science, or professional qualification e.g. Nursing, Pharmacy.

4-5 years of Pharmaceutical Sales Experience including experience selling in Hospitals/Clinics.

Proven track record of sales success in Pharmaceutical Sales, particularly premium brands to specialist customers.

Evidence of formulary inclusions.

Therapy area experience.

SKILLS

• Understands the process and dynamics affecting product utilisation in the multi-functional hospital and clinic environment.
• Able to quickly assimilate scientific knowledge and ascertain its relevance for the promotion of the projects products.
• Able to discuss the scientific issues of the projects therapy areas with top national and international opinion leaders.
• Licensed to drive appropriate company vehicle.
• Can demonstrate the structured approach used to facilitate formulary status change, indicating how each part of the process works and who forms the target audience.