Oncology Sales Specialist

3 days ago

India Astellas Pharma Full time

Astellas Pharma Oncology team is looking for a Sales Specialist. This position is based in Delhi.

Purpose and Scope:

  • Actively identify Oncologists unmet needs according to the disease-specific treatment flow and be a solution provider to the treater by:

  1. Exemplary disease area and product knowledge
  2. Superior understanding of the market, stakeholders, customers, competition
  3. Segment customers based on their clinical priorities and position our brand effectively
  4. Confidently communicate product benefits/features and the outcome benefits to patients
  5. Engage in scientific disseminate science/data through educational sessions
  6. Establish value of the product and solve clinical questions of treaters
  7. Cross-collaborate with marketing/medical/PV to bring in the best outcome to the treater/patients

  • Achieve business objectives by establishing leverage points of Astellas Oncology product
  • Ensure close collaboration with the team, within and above the territory
  • Elevate Astellas image in the market/HCP communities

Responsibilities and Accountabilities:

Collecting and analyzing data/information

  • Collaborate with established and innovative sources on collating information on market/key accounts/Institutions/customers and competitors for the purpose of establishing sales plan
  • Analyzing and assimilating information
  • Customer segmentation based on analyzed data, utilizing customer segmentation
  • Preparing an in-depth customer mapping based on the all the data and align with manager

Developing knowledge

  • Enhancing self and team competency through self-learning to acquiring overall domain knowledge on oncology and specific related diseases
  • Understand patient journey, patient funnel for respective disease area
  • Identifying treatment flow and unmet needs specific to each customer's patients
  • Engage in active learning with the help of L&D, Medical and Marketing about our product and competitors
  • Enhance self-confidence by investing by continuously improving communication/presentation skills etc.
  • Be innovative to facilitate deeper penetration of brand messages
  • Proficiency in MS Office, digital platforms etc.

Territory Management

  • Ensure good hygiene matrices for the overall health of the territory
  • Adhere to SFE parameters; coverage and right frequency, as prescribed
  • Healthy balance of secondary sales and stock inventory etc
  • Plan, organize and hold HCP group meetings on a regular basis
  • Increase product acceptance of HCPs by effectively implementing strategies and activities including but not limited to promotional educational activities, promotional interactions with HCPs
  • Provide prompt follow-ups on HCP requests
  • Together with Line Manager, build strong relationships with all key stakeholders (KOLs, KDMs) to influence application and approval process for hospital listing/hospital tender
  • Ensure relevant rate quotes are provided to institutions and ensure smooth facilitation of product supply
  • Collaborate with distribution network, HCP/purchase teams and ensure regular supply of products to the hospitals/patients

Performance Management

  • Align with Line Manager to set performance objectives and tasks; quarterly, half yearly and annually
  • Collect and analyze Astellas/competitor’s data on timely manner
  • Ensure achieving SFE and Digital KPIs in line with objectives, provide regular and accurate reports to Line Manager on territory matters, report according to procedures of the call reporting system
  • Allocation of time within calendar year to achieve Key Performance Indicators as assigned by Line Manager

Compliance

  • Ensure that all in-field activities are in line with relevant India regulations, local pharma code and Company business principles and values; is accountable for individual’s compliance to business ethics and regulations

Adverse Event Report

  • Be responsible for reporting all available information of an adverse event within one business day of awareness

Any other tasks requested by the company

Required Qualifications:

  • Bachelor’s degree in Science/Pharmacy
  • 4-5 years experience in sales function in Oncology/Solid tumour segment
  • Proven track record of successfully and consistently meeting business objectives
  • Domain knowledge proficiency (cancer/relevant disease area)
  • Experience in MNCs with innovative product promotion will be desirable

  1. Business Skills
  2. Behaviours
  3. Knowledge
  • Understanding of pharmaceutical industry at basic level
  • Strong customer relations skills and continual awareness of changing medical developments
  • Good at planning and time management
  • Teamwork skills
  • Persuasive skills
  • Positive working attitude and willing to learn and take up challenges
  • Independent, and sales & result driven
  • Good communication skill, negotiation and presentation skills
  • Able to multi-tasks, able to work with high work pressure

Competence English

  • Written-Spoken

Preferred Qualifications

  • Cross-functional Collaboration, To do attitude, Good inter-personal skills

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