Professional Medical Sales Representative wanted: APPLY HERE
Johannesburg, Gauteng 2021
Job Description
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.
Level of Proficiency aligned to MSR Capability Framework (High Competent – Low Professional)
Competent
Medical sales representative can cope with standard problems/common situations, are competent at the day-to-day application of the capabilities and are able to apply and explain concepts, information, and solutions.
Contribute value in many of their role activities
Takes a proactive approach to learning and skill development to help achieve success in role activities
May need consistent guidance and direction on more complex or challenging role tasks
Demonstrate broad competence in all areas of the capability framework May need incremental coaching and development support to make progress in some capability areas to reach a full professional level of role proficiency
Professional
Medical sales representative can cope with unusual/non-standard problems and issues, are aware of alternative options and approaches to situations, can guide or advise others in this skill and are able to look ahead and anticipate requirements. The medical sales representative takes responsibility for providing feedback to improve methodology etc.
Contribute full business value in most of their role activities
Takes a proactive approach to learning and skill development to meet and exceed role activities
Perform their role with little or no guidance needed, other than in exceptional circumstances
Can focus on broad role issues and identify opportunities to improve, create alternative options and approaches to situations
Might be recognized as a resource or benchmark for others in some role capability areas
Copes easily with unusual non-standard problems and challenges
Role model some capabilities
Core competencies
SELF
Self-Motivation, Development & Awareness
Shows clear understanding of his / her own strength and areas for development.
Sets goals for own personal development.
Proactively seeks and implements feedback and advice from others.
Makes observable efforts to bring a positive energy to the team and colleagues.
Demonstrates an open mind and embraces change.
Individual & Interpersonal Effectiveness
Recognizes and modifies own communication approach when working with colleagues and customers.
Demonstrates versatility when working with a variety of contacts within the customer organisation.
Works cross-functionally, sharing information that will help address the needs of individual accounts and decision-makers.
Is innovative in the generation of new ideas and solutions to problems.
Can influence complex decision-making processes.
SELLING SKILLS
Develop a deep understanding of the customer/account
Derives insights from understanding how both the wider and local healthcare environment influences decision making.
Demonstrates an understanding of the patient journey, disease progression and impact upon the patient of different treatment choices.
Understands and gathers insights regarding the customer’s role in the decision-making unit, their personal style, preferences and situation.
Can articulate how the call fits within a series of calls to achieve a commercial objective, and captures this in a pre-call plan.
Establishes the Unmet Need
Opens the call with impact, articulating the insight for single brand or portfolio in alignment with customer agenda and brand strategy, linking back appropriately to previous calls.
Establishes and aligns with the customer on an unmet need relating to specific patients or groups of patients.
Creates positive tension by appropriately challenging customers’ current views based on high levels of insight.
Listens & Drill Down on All Feedback
Demonstrates active listening skills, to enable greater understanding of the customers values and viewpoints.
Uses a range of questioning techniques to elicit information relating to the unmet need and treatment options and to maintain positive tension.
Seeks and confirms partial agreements.
Personalizes the Message and Handles Objections
Delivers a compelling personalised message to highlight how the clinical benefits of the AZ brand or portfolio will address the unmet need.
Leverages a high level of brand and disease area knowledge relevant to brand or portfolio.
Acknowledges clarifies and handles objections and evaluates the customer’s response (ACHE)
Closes with Actions
Seeks commitment and actions in line with commercial objectives for single brand or portfolio and with needs of customer and patients.
Updates appropriate records and profile information and communicates relevant information to a cross-functional team.
RESULTS
Plans the Business
Effectively prioritises accounts using data and tools available.
Sets SMART customer objectives.
Effectively determines the key stakeholders in the account.
Sets SMART account objectives.
Identifies opportunities and strategies to improve positioning of AZ’s specialist portfolio.
Drives cross-functional and cross-regional collaboration to fully leverage AZ’s account management capabilities.
Shares information, insight, and expertise with sales team members.
Drives the Business
Builds and adapts sales plans to ensure business impact and goal achievement in a timely manner.
Takes decisions and actions to adapt current approach in response to market changes.
Seeks to identify opportunities and actions that will help to achieve more strategic objectives.
Drives sales performance by ensuring sales targets are met or exceeded and budgets are managed.
Drives successful implementation of key account strategies and business plans.
Drives a process that pulls on cross-functional resources to deliver the targeted account insight and outcome.
Business Acumen
Understands the wider business environment and incorporates this into their territory action plans.
Applies knowledge of business principles e.g. SWOT analysis, to support sales efforts.
Analyses appropriate internal/external data to develop their sales strategy.
Positions relevant market access solutions in the context of AZ’s value proposition (including where appropriate cost of diagnostic testing).
Demonstrates detailed knowledge of the issues stakeholders & accounts face with reimbursement and budgeting, in the interconnected specialist ecosystem.
KNOWLEDGE
Healthcare Environment
Shows detailed knowledge of their healthcare ecosystem for their therapeutic area.
Understand how broader healthcare issues/trends will affect their customer decision making.
Keeps abreast of the latest developments in the industry and new regulations.
If appropriate, understands the Diagnostic environment, i.e., companion diagnostics, and potential barriers to effective treatment.
Customer
Understands the local healthcare environment, patient pathway and individual HCPs role and situation.
Understands individuals within the decision-making unit and their key drivers and objections.
Understands customer’s personal profile, style and attitude.
Develops and manages long-term external relationships, focusing on relevant senior stakeholders within high-value accounts.
Credibly engages influential stakeholders across the broader specialist ecosystem to collaboratively develop win-win-win solutions.
At private sector may be required to handle basic managed healthcare (medical aid scheme) discussions at the doctor’s practice
At state sector may be required to call on Academic State Institutions for certain product lines like Oncology, Diabetes, Respiratory, respiratory to detail Head of departs on the products that are on state buy-out.
Compliance
Follows correct procedures and SOPs for all activities and planned meetings.
Behaves in an ethical manner in response to requests or challenging situations.
Ensures AZ’s products meet with national and local guidelines and the product license.
Ensures compliance with the AZ Code of Conduct, Global External Interactions Policy and Standards, and Privacy Policy and Standards.
Disease, Science, Therapy, Product, Competitors
Demonstrates solid scientific and disease area knowledge in their therapeutic area.
Continually builds their scientific and disease area knowledge.
Possesses detailed knowledge of relevant clinical trials and data.
Demonstrates extensive understanding of their product portfolio and relevant competitor products.
Demonstrates granular knowledge about patient demographics, patient populations, the patient journey, and treatment choices.
Uses their specialist expertise, including clinical data and Real-World Evidence, to engage with the specialist ecosystem in a highly credible, scientific & value-orientated way.
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Source: Indeed
