To positively influence Oncology 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.
Perform initiatives to strengthen sales force effectiveness. Deep Oncology account insights
Degree / diploma in the Life Sciences
8yrs as a Sales Representative within the Pharmaceutical environment. 3 years minimum Oncology experience
Value story discussions for innovative drugs
4 yrs meeting CLIENT MSR capabilities level for Executive MSRs.
Knowledge of patient journey touch points
Plans the Business
Effectively prioritises accounts using data and tools available.
Sets SMART per customer objectives.
Effectively determines the key stakeholders in the account.
Sets SMART account objectives.
Identifies opportunities and strategies to improve positioning of CLIENT's specialist portfolio.
Drives cross-functional and cross-regional collaboration to fully leverage CLIENT'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.
KAM deep dive into Account and Strategic Planning with all stakeholders
Drives a process that pulls on cross-functional resources to deliver the targeted account insight and outcome.
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 CLIENT'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.
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.
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.
Follows correct procedures and SOPs for all activities and planned meetings.
Behaves in an ethical manner in response to requests or challenging situations.
Ensures CLIENT's products meet with national and local guidelines and the product license.
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.