AstraZeneca is a global, science-led biopharmaceutical company that spans the discovery, development, manufacturing, distribution and worldwide commercialisation of primary care and speciality care medicines. We believe the best way we can help patients is to focus on breakthrough science in order to uncover disease mechanisms and develop novel, targeted therapies that interact with them. This is at the heart of our purpose as a company: to push the boundaries of science to deliver life-changing medicines.
Job ID R-089534
Winning in the Retail Strategy (Availability, Substitution and Adherence). Deliver on key objective of increasing recommendation, reducing switching at pharmacy and improving patient compliance through education and engagement at the pharmacy. Develop territory and build strong customer relationships with the objective of ensuring product availability, maximising sales volume and market share of designated products on a given territory.
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 synchronisation
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 in Human Sciences or similar
2-4 years’ experience as a Sales Representative within the Pharmaceutical environment
Existing Relationships with KOL’s in the therapeutic area (Pharmacy)
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
