Product Specialist

Job Description

Overall Job Purpose

• Detail, promote and sell our company’s products to the private or government healthcare professionals. The primary focus of activities is to drive business for products through building relationship with key stakeholders within the account.
• Achieve maximal sales and market share through personal promotion that is targeted and tailored for customers that benefits patients and adheres to ethical standards. Build and execute account management plans for top accounts. Ensure timely execution of planned activities.
• 100% compliant with internal medical, legal & compliance processes.

Key Responsibilities

Strategic Sales Objectives & Sales Expertise

• To achieve strategic objectives as required by the franchise (e.g. market growth, sales growth, number of new accounts, formulary listings, new product market priming).
• Demonstrate high level of sales expertise and relationship management (through product & TA knowledge; selling skills, product presentation skills & managing customers).
• Be accountable for sales, activities and compliance within the assigned territory.

Territory & Account Management

• Proactively plan and optimize overall sales results performance through effective territory management.
• Demonstrate ability to resolve problems in timely manner, escalate issues early.
• Effective planning & execution of marketing/promotional activities according to plan (e.g. FGM, L&L, SL engagement program, digital programs execution, public forums).
• Ensure timely submission and approval of documentations & reports for activities.
• Build and execute account plans for key accounts, through in-depth understanding of customers (profile/behavior/relationship network/needs etc.).

Education Level

A good Degree in Pharmacy/ Science.

Experience

• Sales experience in Pharmaceutical industry is an added advantage.
• Experience in Oncology is an added advantage.
• Strong presentation skills, positive attitude and strong sales achievement.
• Strong customer focus and proven relationship building skills.
• Good track record in sales, with a history of achieving results.
• Experience in handling projects from end to end.

Leadership Competencies

• Focus on customer & patients.
• Drive results, rapid & disciplined decision making.
• Demonstrates ethics & integrity.
• Displays courage & candor.
• Fosters collaboration.

Functional Competencies

• Self-driven and proactive to manage the dynamics of the cross functional team, including planning & problem solving.
• Uses relationship building skills (e.g. opening, need-based selling, intimate customer understanding) to effectively influence the target audiences.
• Develops clear call objectives based to obtain the desired behavioral outcome.
• Identifies drivers and barriers (opportunities and objections / obstacles) and applies objection handling techniques to lead the discussion process to a positive outcome.
• Identifies buying signals and makes a direct and compelling request / recommendation based on the desired behavioral outcome (close the sale).
• Effectively executes promotional programs and brand / franchise messages to the targeted segment.
• Utilizes effective time management (e.g. route planning) to maximize reach and access to customers.
• Routinely seeks customer feedback and provides timely and useful communication to internal and external customers.
• Captures and utilizes ongoing customer information and competitor intelligence using available technology.
• Tracks, verifies and optimizes reach, frequency and tactical promotion objectives for identified customer groups over the short and long term.
• Routinely follows up and finds solutions to address objections / issues.
• Develops an integrated sales/account plan based on marketing strategy, competitor assessment, customer understanding, business opportunity and key tracking metrics.
• Generates target list from agreed customer segments with prioritization based on individual potential and influence.
• Applies internal data and competitor/ market information (e.g. IMS data) into plan development.
• Refines plan when appropriate (e.g. selling activities) based on customer feedback and optimal return.
• Achieves synergy with the planning of other functional groups (e.g. medical, public affairs) in interacting with customers.
• Utilizes available technologies in planning activities.
• Allocates agreed resources to achieve business objective and desired ROI.