Senior Product Specialist - R&I (Abha)
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Key skills for this role
About the Role
AstraZeneca seeks a Senior Product Specialist for R&I in Abha to generate clinical demand for Biologics portfolio, develop account strategies, and build stakeholder relationships. Requires pharmaceutical sales experience, especially in Biologics/Specialty, and strong account management skills.
Key Skills for This Role
Responsibilities
- Identify opportunities and strategies to improve positioning of AZ's Biologics products at a local level
- Work with Sales, Franchise Manager and CFT to develop a local strategy and business plan
- Conduct analysis of market & competitors to identify territory business opportunities
- Develop Account plan and allocate resources for optimal sales impact
- Engage Biologics users in dialogue about approved indications, product efficacy/safety profiles and treatment protocols
- Establish and maintain ongoing, long term collaborative relationships with stakeholders
- Share stakeholder insight and information within AZ to strengthen relevant activities
- Update territory customer segmentation, database and call records continuously in Veeva
- Deliver key promotional messages according to approved plan and marketing strategy
- Drive sales performance and ensure sales forecasts meet or exceed expectations while managing assigned budgets
- Facilitate enlistment of newly launched and key products in accounts within agreed timelines
- Comply with all external regulations and internal policies
Requirements
- Saudi national
- Minimum 2 years of Sales experience with sound knowledge of account management, including relevant pharmaceutical sales experience
- Minimum 1 year of Sales experience in Biologics/Specialty
- Track record of engaging key stakeholders in complex clinical environments
- Proven track record in influencing stakeholder decision making process in an ecosystem with multiple influential players
- Proven successful working in complex cross functional teams
- Customer value proposition and patient centric
- Business Acumen with high medical knowledge
- Decision making and problem solving
- Key Account management expertise preferred
- Experience with ENT specialty Doctors preferred
Full Job Posting
Role Summary
- Responsible for generating clinical demand for Biologics 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.
- Positively influence customers’ prescribing behavior to achieve sales targets, develop territory and build strong customer relationships.
Develop Account Strategy and Plans
- Identify opportunities and strategies to improve positioning of AZ's Biologics products at a local level.
- Work with Sales, Franchise Manager and CFT to develop a local strategy and business plan to meet targets.
- 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.
- Gathering insights from target specialties and supporting the launch of new indication.
Create Deep Stakeholder Relationships
- Engage Biologics users in dialogue about approved indications, product efficacy/safety profiles and treatment protocols.
- Establish and maintain ongoing, long term collaborative relationships with stakeholders.
- Share stakeholder insight and information within AZ to strengthen relevant activities.
- 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.
- Explore and expand new customers developing more Bio users.
Reporting / Administration
- Submit monthly reports commenting on deviations from Business Plan and intended actions.
- 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 among stakeholders.
- Utilize different communication approaches, techniques and channels to help build knowledge.
- Conduct science based discussions with the HCP as per the approved indications.
- 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
- Drive sales performance and ensure sales forecasts meet or exceed expectations while managing assigned budgets.
- Successfully promote the benefits of AZ's Biologics brands, using fair balance messages.
- Ensure AZ's products are optimally utilised in line with national/local guidelines and product license.
- Effectively implement sales strategy, tactics and TAP aligned with CF.
- Facilitate enlistment of newly launched and key products in accounts within agreed timelines.
Corporate Responsibility
- Comply with all external regulations and internal policies.
- Maintain highest ethical standards and work in spirit of AstraZeneca Code of Ethics.
- Ensure all conducted activities are done in accordance with local legislation and corporate standards.
- Timely report health/environment/wellbeing related accidents, adverse events, change in 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 line manager.
- Attend & actively participate in sales meetings, product, and training sessions.
Essential Capabilities
- Saudi national.
- Minimum 2 years of Sales experience with sound knowledge of account management, including relevant pharmaceutical sales experience.
- Minimum 1 year of Sales experience in Biologics/Specialty.
- Track record of engaging key stakeholders in complex clinical environments.
- Proven track record in influencing stakeholder decision making process in an ecosystem with multiple influential players.
- Proven successful working in complex cross functional teams.
- Customer value proposition and patient centric.
- Business Acumen with high medical knowledge.
- Decision making and problem solving.
- Key Account management expertise is preferred.
- Experience with ENT specialty Doctors is preferred.
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