Senior Product Specialist - V&I
Responsible for generating clinical demand for vaccine and immune products, developing stakeholder relationships, and achieving sales targets through strategic account management.
Skills
About This Role
Role Summary
- Is responsible for generating clinical demand for Vaccine and Immune portfolio with key accounts, pro-actively identifying business opportunities, presenting value propositions aligned to stakeholder needs and objectives, and recommending solutions to drive and develop business. Develop strategic and mutually beneficial relationships with the Multi-Disciplinary Team (MDT), Decision Making Unit (DMU), and potentially other stakeholders, based on a deep scientific understanding of the issues to identify the best opportunities for any part of AZ's Specialty portfolio to deliver life-changing medicines to patients.
- In this role, you will positively influence customers prescribing behavior to achieve sales targets, develop territory and build strong customer relationships with the objective of maximizing sales volume and market share of designated products on a given territory.
- What you ll do
- Develop account strategy and plans:
- Identify opportunities and strategies to improve positioning of AZ's vaccine and immune products at a local level.
- Work with Sales and CFT to execute a local strategy and business plan to meet targets and further improve positioning of AZ's vaccine and immune products at a local level.
- Conduct analysis of market & competitors to identify territory business opportunities.
- Develop Account plan and allocate resources (e.g., call activities, budget), for optimal sales impact.
- Monitor Account business plan to ensure resources are directed to customers of the greatest potential.
- Participate in promotional activity programs to increase product awareness in the market and establish AstraZeneca as a strategic partner with top institutes / accounts.
- Create deep stakeholder relationships:
- Engage vaccine and immune users in dialogue about approved indications, product efficacy / safety profiles and prophylactic protocols to support on-label prescribing for appropriate patients.
- Establish and maintain ongoing, long term collaborative relationships with stakeholders.
- Share stakeholder insight and information within AZ to strengthen relevant activities, e.g., product development, marketing, sales efforts.
- Update territory customer segmentation, database, and call records continuously in Veeva.
- Deliver key promotional messages according to approved plan and marketing strategy.
- Build a trust and credibility with customers by demonstrating integrity and acting within the AstraZeneca Code of Conduct.
- Explore and expand new customers.
Reporting / Administration
- Submit monthly reports commenting on deviations from Business Plan and intended actions to align performance with objectives.
- Ensure punctual delivery of reports and daily synchronization of ETMS Veeva.
- Monitor and assess sales transactions to identify potential irregular sales patterns.
- Build capability and knowledge in healthcare eco-system:
- Build knowledge and understanding about AZ's overall vaccine and immune value proposition, product's labelled indications and efficacy data among all relevant stakeholders in the MDT and DMU.
- Utilize different communication approaches, techniques, and channels to help build knowledge in the MDT and DMU.
- Conduct science-based discussions with the HCP as per the approved indications of AZ's vaccine and immune.
- Arrange multidisciplinary workshops for physicians and other healthcare professionals.
- Arrange and coordinate effective speaker programmes with physician advocates and KOLs.
- Actively support Central pharmacists and nurses on relevant trainings.
- Deliver on plans and achieve sales goals on budget.
- Drive sales performance and ensure sales forecasts meet or exceed expectations while managing assigned budgets.
- Successfully promote the benefits of AZ's vaccine and immune brands, using fair balance messages and the appropriate mix of promotional tools.
- Ensure AZ's products are optimally utilised in line with national / local guidelines and the product license.
- Effectively implement sales strategy, tactics, and TAP (Account action plan) aligned with CF in accordance with company policies.
- Facilitate enlistment of newly launched and key products in accounts within the agreed timelines.
- Corporate responsibility:
- Comply with all external regulations and internal policies.
- Maintains highest ethical standards and work in a spirit of AstraZeneca Code of Ethics, following rules & norms set by corporate policies.
- Ensures that all conducted activities are done in accordance with local legislation and corporate standards.
- Timely reports (as per respective procedures): health/environment/wellbeing related accidents; adverse events that you became aware about; change in status of your Conflict of Interest.
Personal Development
- Develop behaviors leading to enhanced effectiveness as outlined in the Associate Key Account Competency framework.
- Identify areas for self-development and discuss developmental needs with the line manager to agree on solid IDP.
- Attend & actively participate in sales meetings, product, and training sessions.
- Only applications in KSA will be considered.
- Essential for the role
- Saudi national.
- Minimum 2 years of Sales experience with a sound knowledge of account management, including relevant pharmaceutical sales experience.
- Track record of engaging key stakeholders in complex clinical environments, e.g., mid, and senior level healthcare professionals, key accounts, and the medical community
- Proven track record in influencing the stakeholder decision-making process in an ecosystem with multiple influential players / decision makers, with proven track record of creating value in complex DMU.
- Proven successful working in complex cross functional teams.
- Customer value proposition and patient centric.
- Business Acumen with high medical knowledge.
- Impactful and Influencer.
- Decision making and problem solving.
- Desirable for the role
- Key Account management expertise.
- Sales experience in vaccine.
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