Senior Biopharmaceutical Sales Representative (Kwazulu Natal) at Aspen Pharma Group

OBJECTIVE OF ROLE

• The Specialty Senior Biopharmaceutical Representative acts as the primary customer contact and is responsible for implementing marketing strategy and promoting Aspen/Amgen products as led by the District Manager.

KEY RESPONSIBILITIES

Commercial Excellence   

• Managing all associated expenses ensuring ROI on all activities.
• Provide current and comprehensive knowledge of Aspen's products and effectively communicate the clinical benefits to medical professionals while building trust relationships to drive appropriate utilization of the products.
• Perform as a sales leader to achieve territory sales by delivering branded sales messages, conducting planned programs, scheduling and following-up with medical educational programs, and achieving or exceeding sales targets through both in-person and virtual engagement.
• Drive cross functional efficiencies and collaboration with key stakeholders across the business.
• Provide feedback on marketing strategy, analyse business effectiveness of sales activities and territory analysis, and develop territory plans with the District Manager 
• Partner with other colleagues to share best practices and seek to learn and grow as a Specialty Representative/Senior Specialty Representative.
• Demonstrate passion for our products and sustain that passion through the entire sales cycle while always building our brand and never losing sight of how we serve patients. 
• To support the retention and development of Key External expert relationships through the detailing of a therapeutic portfolio.
• Understanding of research and development trends, building product awareness and aiding decisions surrounding product acceptance and adoption.
• Follow up with targeted HCPs, gather feedback on their experience with Aspen/ Amgen products and provide them with an ongoing customer support to ensure effective choice and use of the products.
• Manage, coordinate, and administer portfolio within regional territory including planning, territory analysis, implementing customer targeting and call coverage of customer base.
• Drive Focus brands
• Achieve and exceed set targets and market share objectives and track sales data to achieve or exceed sales budgets.
• Provide ongoing customer support to create additional value in the business relationship including product training, external meetings, and webinars.
• Resolve customer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management.
• Communicate and report on adverse reaction within 24 hours and ensure that all product complaints are resolved within the respective timelines.
• Plan, organise and arrange training to Pharmacist/ Pharmacists assistants if required.
• Implement area specific strategies 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 and reports.
• There will be a requirement to travel overnight to some of the regions as part of the territory.
• Work with Dialysis units to drive Aranesp sales.
• Work with PSP nurses in territory. 

Value creation

• Monitor and analyse 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,
• Plan and organise and arrange training to HCPs.
• Promote products ethically and within compliance based on company’s sales process and approved marketing strategy. 

Compliance

• Adherence to all CCCO expectations in customer interaction and activities

Requirements
EDUCATIONAL REQUIREMENTS

• Matric qualification.
• A tertiary qualification in Bio Science, Chemistry or related field

KNOWLEDGE & EXPERIENCE REQUIREMENTS

• Minimum 6 years proven successful track record in pharmaceutical industry will be required, in hospital / specialist arena.
• Minimum 6 years detailing experience to specialist doctors is essential.
• Knowledge of detailing and pharmaceutical industry
• Experience in nephrology and cardiology.
• Excellent interpersonal communication, presentation, and negotiation skills
• Product knowledge on both Amgen/Aspen and/or nephrology market and competitor products
• Strong clinical ability to enable in-depth clinical discussions.
• Effective territory management and optimization.
• Knowledge of basic financial calculation i.e. % targets, growth, margins
• Analytical and Interpretation skills – Being able to analyse Aspen in house data and external data sources.
• Knowledge of the Hospital business/industry
• 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 strategies and processes
• Existing relationships with key customers would be an advantage.

 SOFT SKILLS REQUIREMENTS

• Very strong communication and negotiation skills
• Driven individual who is a self-starter and able to solve problems and gathers insights to feed back to the business.
• Active listening skills
• Time management skills
• Organizational skills
• Administration skills
• Ability to work under pressure.
• Excellent Presentation skills
• Problem solving and decision-making skills.
• Numerate, analytical, high attention to detail, able to prioritize.
• Execution and understanding of set budgets