Sales Representative - Vaccines (KZN Mainline and Coastal, Infield) at Aspen Medical

Company Description

We are a global specialty and branded pharmaceutical company, improving the health of patients across the world through our high quality and affordable medicines. Active at every stage of the value chain, we are uniquely diversified by geography, product and manufacturing capability.

Aspen is a dynamic organisation built on entrepreneurial strength and forward-thinking minds. We attract high performing individuals who are passionate about their career and have a desire to exceed expectations. At aspen, not only do we source for the best talent but we also provide a host of opportunities for continuous development.

The Group’s key business segments are Manufacturing and Commercial Pharmaceuticals comprising Regional Brands and Sterile Focus Brands. We have approximately 9 100 employees at 69 established offices in over 50 countries and we improve the health of patients in more than 150 countries through our high quality, affordable medicines.

Objective:

The Sales Representative is responsible for the promotion of products within a certain geographical area to Pharmacies, Nursing and Private Health Care Practitioners.

Key Responsibilities

Commercial Excellence

• Track Sales performance to achieve or exceed set area Financial budgets (Monthly, Quarterly and Full year)
• Implement Marketing and Sales execution strategies to drive Focus and Total basket products
• Manage stock at corporate/ hospital pharmacies, clinics and collaborate with KAMs/ Brand Manager/ Sales Manager for wholesalers replenishments
• Develop a comprehensive graded (A, B, C, E, F &D) Customer list, and update quarterly in order to reach potential customers to position and sell Aspen vaccines
• Map the area and segment Customers to ensure effective customer appointments planning, cost effective travel and acceptable customer frequency visits
• Communicate Business approved Product’s key messages to customers and build positive trust-relationships to influence their choice for Aspen vaccines
• Use available business customer engagement platforms i.e. Face-to-face, CME/ CPD Meetings, Webinars, Virtual, etc to create demand
• Plan and spend within the allocated A&P budget to drive RoI customer engagement activities
• Drive cross functional efficiencies and collaboration with key stakeholders across the business
• Follow up with targeted customers, gather feedback on their experience with Aspen products and provide them with an ongoing customer support to ensure effective choice and use of the products
• Resolve customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management,
• Report on adverse reaction (ADR) and product complaints (PQC) within 24 hours through correct channels available, and ensure that all product complaints are resolved within the respective timelines
• Develop area specific strategies and implement Tactical Action Plans (TAPs) that would positively impact the business and share best practices within the team
• Maintain adherence business rules i.e., call rates standards, call logging adherence and ensure submission of monthly and weekly planners
• Manage business expenses to improve of profitability of the vaccines division

Value creation

• Manage business risks by collecting and reporting timeously Field intelligence to Sales & Marketing managers i.e. NPL, OOS, Product discontinuations, etc
• Identify non-existing business collaborations opportunities and initiate to improve total Aspen business
• Monitor, analyze data and market conditions to identify competitive advantage and product usage to improve sales performance Pursue continuous learning and professional development and stay up to date with the latest industry trends

Compliance

• Complete training on all Business SoPs relevant and implement daily in business conduct or in all customer interaction and activities

Skills and Attributes:

• Selling skills
• Analytical, data analysis and basic financial calculation skills from different data sources (Aspen or external) i.e. growth%, contribution%, etc
• Execution and understanding of set budgets
• Very strong communication and negotiation skills
• Product knowledge on Aspen and competitor products within Vaccine’s arena
• Effective territory management
• Administration skills
• Ability to work under pressure
• Excellent Presentation skills
• Problem solving and decision making
• Teamwork skills

Knowledge:

• Knowledge of the Vaccines business/industry would be advantageous.
• Have a complete and thorough understanding of the scope of the pharmaceutical market
• Understanding of the budgeting and forecasting processes,
• A good grasp of Marketing and Sales Execution strategies processes,
• Excellent communication and presentation skills
• MS office – with Excel Competency
• Qliksense, SSD Models, IMS TPM, SWIFT, Rep-wise

Education & Experience

• Matric/ Grade 12
• Suitable tertiary qualification would be an advantage i.e. B Cur, B Pharm, BCom or any related Health Sciences qualification
• Minimum 1 year working experience in Private vaccination clinic (s) or Minimum 3 years pharmaceutical experience, in the Private market.
• Must have a valid driver’s license
• Existing relationships with key customers would be an advantage.
• Proficiency in Excel, PowerPoint, Outlook, Word, Qlik view, Repwise