Astellas Pharma | Oncology Sales Specialist

1 month ago

delhi, 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:


  • Exemplary disease area and product knowledge
  • Superior understanding of the market, stakeholders, customers, competition
  • Segment customers based on their clinical priorities and position our brand effectively
  • Confidently communicate product benefits/features and the outcome benefits to patients
  • Engage in scientific disseminate science/data through educational sessions
  • Establish value of the product and solve clinical questions of treaters
  • 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


  • Business Skills
  • Behaviours
  • 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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