Aspen Pharma Group
OBJECTIVE OF ROLE
The Specialty Sales Representative acts as the primary customer contact and is responsible for implementing marketing strategy and promoting Aspen products as led by the Regional Sales manager, in order to meet specified sales targets through a customer centric approach
KEY RESPONSIBILITIES
Achieve sales targets (Sales vs budget)
Constant monitoring and driving sales from customers, scripting from doctors and sales from pharmacies in order to meet set targets. Sales to be driven at customer level by affective scientific detailing and use of marketing material
Plan – Pre-call planning on Veeva on weekly basis
To be done weekly on Veeva and daily prior to the customer call. This will ensure that you are prepared for the call. If you have a manager working with you for the day, your pre-call planner must be emailed to the relevant manager, the evening before. Review the available data (Impact Rx, Shortfall reports, SSD, Swift, Power BI, etc.).
Achieve Call Rate and CPA objectives
See the required number of customers on a daily basis to achieve call rate and at the correct frequency to achieve call plan adherence.
Capture daily calls and activities on Veeva
Synch to be done twice a day, or as specified by the business. Final Synch to be done after the last call for each day.
Conduct Doctor or pharmacy activities in line with compliance and regulatory standards
Complete the required number of pharmacy trainings and Doctor/pharmacy Meetings as required per business and territory requirements
Effective scheduling and attending appointments and activities with healthcare practitioners (Doctors, Nurses & Pharmacies etc.) in order to influence sales and meet sales targets.
Implementing strategies to drive sales and growth in territory
Maintain a solid working relationship with customers and colleagues.
Territory and customer analysis in order to identify gaps and opportunities to be acted upon.
Requirements
EDUCATIONAL REQUIREMENTS
Matric
A valid driver’s license
Tertiary qualification in Bio Science, Chemistry or related fields.
KNOWLEDGE & EXPERIENCE REQUIREMENTS
Minimum 3 to 5 years’ experience in the Immunology Specialty sales environment
Current relationships with HCP’s in territory are an advantage
Product knowledge on competitor products within the therapeutic market (Biologics an advantage)
Comprehensive understanding of business procedures.
Strong clinical ability to enable in-depth clinical discussions
Effective territory management and optimization.
SOFT SKILLS AND COMPETENCY REQUIREMENTS
Analytical and Interpretation skills – Being able to analyse Aspen in house data and external data sources
Clear communication skills both verbally and written.
Strong capabilities in logical reasoning in order to address and resolve queries, issues and objection handling
Influencing and negotiation skills.
Forward thinker with the ability to work independently as well as to work as a team player.
Good administrative skills in order to ensure that tasks are completed accurately and timeously.
Driven individual who is a self-starter and able to solve problems and gathers insights to feed back to the business.
Active listening skills
Ability to work under pressure.
Excellent interpersonal communication, presentation, and negotiation skills
Numerate, analytical, high attention to detail, able to prioritize.
Execution and understanding of set budgets
COMPUTER SKILLS REQUIRED
The applicant must be proficient in the various applications (Word, Excel and PowerPoint) within the Microsoft Office bundle.
DRIVERS LICENCE
The successful candidate must have a valid driver’s license and be able to travel as per the expectations of the role
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