Haematology Medical Sales Representative at AstraZeneca

What you’ll do?

• As part of a high performing team, you will manage multiple facets of the Haematology sales strategy through executional excellence. You will leverage your solid scientific & sales expertise to ensure that you drive sales performance by ensuring sales targets are met or exceeded and budgets are managed. You will work closely with the Haematology Franchise Head and Cross Functional team members (Medical, Market Access etc.) to ensure strategies are implemented & executed in an integrated way.

Typical accountabilities will include:

Role model some capabilities core competencies

•  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 organization.
•  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.

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 cross- functional team.

Results Driven

•  Effectively prioritizes 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 cross functional 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, specifically Haematology/Oncology 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

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 product

Essential

• Degree/diploma in the Life Sciences.
• >3 yrs as a Sales Representative within the Pharmaceutical environment. Calling on Hematologists/Oncologists will be an advantage.
• Territory experience – Johannesburg will be an advantage. 
• Previous experience and knowledge of Oncology therapeutic area in a multinational organization.
• Proven sales and customer success record.
• Territory knowledge & trustful relationships with key HCPs.
• Strong analytical and presentation skills.
• Excellent communication skills: clear and concise messaging
• High learnability (incl. complex theory/science).
• Ability to work closely in collaboration with cross functional business areas.
• Valid driver’s license.
• Computer Knowledge (at least Intermediate)
• Team Player.
• Integrity and assertiveness.