Professional Sales Representative Oncology Western Cape (Contract position) at Pfizer

Responsible to sustain and grow the sales for the Oncology portfolio of products through the different sales & promotion activities within the Western Cape & Garden Route.

Key Accountabilities
Product Promotion & Sales:

• Promote products to designated customers in order to achieve territory plan objectives
• Effective selling skills.
• Achievement of territory Sales Targets.
• Market Share growth
• Achievement of activity objectives.
• Effective promotional meetings.
• Distributing product marketing literature to HCP.
• Providing approved information to HCP on Pfizer products, e.g. proper medical usage, dosage amounts and side effects.
• Reporting visits and other activities using Veeva.

Customer Relations:

• Utilize existing relationships with target customers to enhance territory knowledge to gain product endorsement to generate sales.
• Ensure that accurate, timely and relevant customer knowledge is captured and shared with colleagues using agreed processes e.g. electronic customer management systems
• Customer rapport.
• Coverage and frequency (on high potential customers)
• Maintain a list of up to date target customers
• Up to date customer records.
• Up to date customer database
• High level of customer service e.g. timely response to telephone calls, letters and general requests from customers.
• Access with ‘hard to see’ customers
• Customer plans for KOLs on territory
• Providing feedback to sales management on customer requests, responses to promotions and product access and competitive activities.

Territory Planning & Management:

• Diagnosis of situation of territory e.g. local market drivers and initiatives leading to subsequent design and implementation of territory action plan to achieve business objectives.
• Develop and execute territory business plan.
• Production of workable territory action plan with objectives.
• Territory plan implemented/updated as necessary.
• Achievement of objectives outlined in plan.
• Demonstration that territory knowledge has been acted on.
• Territory team plans effectively link to geographical team plan for relevant promoted products.
• Preparing Plan for his/ her territory and products.
• Presenting reports according to Sales Manager recommendations and market needs.
• Planning and organizing regular value-added programs.

Market Intelligence:

• Feedback to Team, Head Office and Manager of relevant competitor activity or local issues to ensure appropriate action can be taken.
• Competitor knowledge/activities and products, campaigns – key issues identified and fed back.
• Local situations are known e.g. formularies, budgets, funding, and new development.
• Territory sales analysis
• Attending regular sales meetings with SM, general meetings and cycle meetings.
• Capture and feedback on market intelligence

Teamwork:

• Liaise with team members to share information, motivate and support team members and therefore contribute to the generation and delivery of the territory plan.
• Team rapport.
• Achievement of shared territory plan objectives.
• Feedback - team members and manager (giving & receiving).
• Effective communication.
• Sharing of appropriate information.
• Good territory management e.g. sharing/exchanging meetings and appointments.
• Attend team meetings
• Share customer / territory information with colleagues

Administrative Systems:

• Ensure territory and administrative systems/processes are maintained and updated to ensure an accurate record of territory is available at all times.
• Knowledgeable and able to work to the Pfizer compliance standards
• Accurate, timely reports.
• Expenses submitted on time.
• Diary planned.
• Up to date territory records.
• Computer literacy e.g. MI
• Adherence to MAPP and Pfizer SOPs
• Timely update of records and systems
• Produce reports - as requested by SM
• Pfizer policies - 100% compliance
• Understand and work to SOPs

Self-Development:

• Development of skills, knowledge and competency.
• Receive and act on feedback from team members, trainer, and managers.
• Learning clinical papers, new sales materials and keeping up to date with relevant disease knowledge
• Actively seek feedback
• Skills, Knowledge, Qualifications and Experience:
• Medical or Pharmaceutical education background.
• Promoted product knowledge
• Company information systems.
• Effective presentation skills
• Basic Computer ability – e.g. Excel / PowerPoint /WORD/ FF SFA Tool usage
• Working knowledge of healthcare environment and customer types.
• Oncology Sales experience required

Qualifications:

• Relevant Bachelor’s degree
• Valid driver’s license
• A minimum of 3-5 years’ experience in the pharmaceutical/healthcare industry