Product Specialist, R&I

Job Description

Responsible for generating clinical demand for AZ's Respiratory & Immunology (R&I) 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 in order to identify the best opportunities for any part of AZ's Specialty portfolio to deliver life-changing medicines to patients.

Positively influence customers’ prescribing behaviour 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.

Typical Accountabilities

Develop account strategy and plans:

• Identify opportunities and strategies to improve positioning of AZ's R&I products at a local level.

• Work with Sales Manager and CFT to develop a local strategy and business plan to meet targets and further improve positioning of AZ's Biologics products at a local level.

• Conduct analysis of market & competitors to identify territory business opportunities.

• Develop territory plans and allocate resources (e.g. call activities, budget), for optimal sales impact.

• Monitor territory business plan to ensure resources are directed at customers of 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 prescribers of AZ's R&I products in dialogue about approved indications, product efficacy/safety profiles and treatment 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 trust and credibility with customers by demonstrating integrity and acting within the AstraZeneca Code of Conduct.

• Explore and expand new customers, developing more bio-users.

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 Biologics 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 Biologics.

• 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 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 (Territory action plan) aligned with CFT in accordance with company policies.

• Facilitate enlistment of newly launched and key products in accounts within the agreed timelines.

Education, Qualifications, Skills and Experience

Essential

• Minimum 5 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 demonstration of successful working in complex cross functional teams

• Patient centricity

• Customer value proposition

• Cross functional engagement

• Business Acumen

• Impact and Influence

• Decision making and problem solving

Desirable

• Experience in Biologics Therapy Area

Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.