• Tumor-based sales specialist with deep disease-area acumen who engages customers through a variety of mediums (in-person/virtual) 

• Leading interactions with appropriate HCPs 

• On-label tumor-based clinical selling with providers who support patient care as part of a multidisciplinary care team 

• Identifies specific customer needs for education and appropriately shares insights 

• Identifies tumor-focused business priorities at the account and territory-level; works with Oncology Business Manager to ensure appropriate account plans are created and managed 

• Utilizes full understanding of the tumor patient journey and engages with key multi-disciplinary care stakeholders across all relevant journey elements 

• Appropriately employs omnichannel engagement to complement personal promotion 

• Is a role model for living AZ values who diligently and consistently upholds our ethical standards and compliance expectations 

Responsibilities 

Account Planning 

• Identifies account dynamics including drivers of decision-making 
  Learns account priorities for the specific tumor type and local trends and ecosystem relevant to clinical practice 

• Conducts opportunity assessment across patient journey (including diagnosis, treatment, patient management), to inform business priorities, encompassing HCP & account perspectives 

• Informs account plans using knowledge of treatment decision making, prior experience from interactions in the account, and analytics in coordination with brand and analytics teams 

• Develops tumor-focused business plan encompassing account and territory-level priorities based on key insights 

Engagement and Facilitation 

• Identifies multi-disciplinary stakeholders within account across the patient journey, in line with priorities defined in business plan 

• Develops engagement plans focused on key account stakeholders; shares plans with cross-functional peers and manager to ensure collective AZ approach is aligned, well-coordinated, and maximizes appropriate engagement 

• Works with peer field team members to identify cross-brand engagement opportunities, where appropriate 

• Engages with relevant stakeholders within an account, as appropriate, in order to address tumor priorities 

• Provides critical input into geography-level priorities and plans based on deep knowledge of opportunities and barriers in accounts across the territory 

• Shares insights with functional experts across the internal team regarding the customer needs requiring in-depth expertise 

Clinical Education 

• Educate and engage HCPs in dialogue about efficacy, safety and dosing profiles for FDA-approved indications to support on-label prescribing for appropriate patients 

• Respond to customer objections using approved messaging and/or tools to connect customer to supporting resources/personnel 

• Educate and engage HCPs about unmet needs within a given disease state and the relevance of specific biomarkers to defined patient populations aligned to approved AZ medicines 

• Educate on approved companion diagnostic tests and importance of appropriate patient identification to inform targeted treatment 

• Deliver upstream compliant education regarding diagnosis, treatment, and/or patient management (beyond product) utilizing approved materials 

Education, Qualifications, Skills and Experience 

Education 

• Bachelor’s degree  

Qualifications & Skills 

• A valid driver’s license and safe driving record 

• Demonstrated clinical selling skills and business acumen in complex selling environment 

• Demonstrated collaboration, entrepreneurialism, flexibility and tenacity 

• Ability to learn, analyze, understand and convey complex information 

Desirable 

• Pharmaceutical sales experience preferred  

• Oncology sales experience, specifically lung cancer  

• Experience with successful launches and balancing a complex portfolio  

• Track record of building customer relationships through various mediums (in-person and virtual) and strong sales goal achievements  

Experience 

• 3+ years of demonstrated Sales or Commercial experience or a combination of: pharmaceutical, healthcare, scientific, clinical, institutional, or related industry / settings within the healthcare ecosystem  

• 5+ years of pharmaceutical sales experience 

• 2+ years of Oncology sales experience in lung cancer 

Key Relationships to reach solutions 

Internal (to AZ or team) 

• Cross TA Oncology Account Specialists 

• Oncology Business Managers 

• Field Reimbursement Managers 

External (to AZ) 

• Treating Physicians 

• Multidisciplinary Team 

• Pathologists / Genetic Counselors 

• Pharmacy 

• Nursing Staff 

• Admin Staff