A Medical sales representative is recognized as expert and visionary in the Oncology field, setting direction and strategy. The medical representative provides a visible example to others and is a ‘though leader’ in the field (e.g. You show advance thinking, develop innovative approaches). He/she stretches others’ thinking and challenges them to excel.

• Are seen by others as an expert and/or thought leader in their role
• Develop pioneering insights about how the role might evolve in future
• Takes a proactive approach to learning and skill development and applies to their own and others’ projects
• Demonstrate the depth of their knowledge of trends in the field
• Stretches others’ thinking and challenges them to excel
• Starts to push the organization forward
• Seen as role model in the broader organization

Authority

Medical sales representative is externally recognized as expert and visionary in the field and influence industry methodology.  Sets organizational strategy for whole of AstraZeneca.

• External recognition
• Influences externally
• Though originator (unique insights)
• Sets strategy for whole of AstraZeneca

Self-Motivation, Development & Awareness

• Shows clear understanding of his / her own strength and areas for development.
• Sets goals for own personal development.
• Proactively seeks and implements feedback and advice from others.
• Makes observable efforts to bring a positive energy to the team and colleagues.
• Demonstrates an open mind and embraces change.

Individual & Interpersonal Effectiveness

• Recognizes and modifies own communication approach when working with colleagues and customers.
• Demonstrates versatility when working with a variety of contacts within the customer organisation.
• Works cross-functionally, sharing information that will help address the needs of individual accounts and decision makers.
• Is innovative in the generation of new ideas and solutions to problems.
• Can influence complex decision-making processes.

Plans the Business

• Effectively prioritizes accounts using data and tools available.
• Sets SMART per  customer objectives.
• Effectively determines the key stakeholders in the account.
• Sets SMART account objectives.
• Identifies opportunities and strategies to improve positioning of AZ's specialist portfolio.
• Drives cross-functional and cross-regional collaboration to fully leverage AZ's account management capabilities.
• Shares information, insight and expertise with sales team members.

Drives the Business

• Builds and adapts sales plans to ensure business impact and goal achievement in a timely manner.
• Takes decisions and actions to adapt current approach in response to market changes.
• Seeks to identify opportunities and actions that will help to achieve more strategic objectives.
• Drives sales performance by ensuring sales targets are met or exceeded and budgets are managed.
• Drives successful implementation of key account strategies and business plans.

• KAM – deep dive into Account and Strategic Planning with all stakeholders

• Drives a process that pulls on cross-functional resources to deliver the targeted account insight and outcome.

Business Acumen

• Understands the wider business environment and incorporates this into their territory action plans.
• Applies knowledge of business principles e.g. SWOT analysis, to support sales efforts.
• Analyses appropriate internal/external data to develop their sales strategy.
• Positions relevant market access solutions in the context of AZ's value proposition (including where appropriate cost of diagnostic testing).
• Demonstrates detailed knowledge of the issues stakeholders & accounts face with reimbursement and budgeting, in the interconnected specialist ecosystem.

Healthcare Environment

• Shows detailed knowledge of their healthcare ecosystem for their therapeutic area.
• Understand how broader healthcare issues / trends will affect their customer decision making.
• Keeps abreast of the latest developments in the industry and new regulations.
• If appropriate, understands the Diagnostic environment, i.e., companion diagnostics, and potential barriers to effective treatment.

Customer

• Understands the local healthcare environment, patient pathway and individual HCPs role and situation.
• Understands individuals within the decision-making unit and their key drivers and objections.
• Understands customer's personal profile, style and attitude.
• Develops and manages long-term external relationships, focusing on relevant senior stakeholders within high-value accounts.
• Credibly engages influential stakeholders across the broader specialist ecosystem to collaboratively develop win-win-win solutions.
• At private sector may be required to handle basic managed healthcare (medical aid scheme) discussions at the doctor’s practice
• At state sector may be required to call on Academic State Institutions for certain product lines like Oncology, Diabetes, Respiratory, respiratory to detail Head of departs on the products that are on state buy-out.

Compliance

• Follows correct procedures and SOPs for all activities and planned meetings.
• Behaves in an ethical manner in response to requests or challenging situations.
• Ensures AZ's products meet with national and local guidelines and the product license.
• Ensures compliance with the AZ Code of Conduct, Global External Interactions Policy and Standards, and Privacy Policy and Standards.

Disease, Science, Therapy, Product, Competitors

• Demonstrates solid scientific and disease area knowledge in their therapeutic area.
• Continually builds their scientific and disease area knowledge.
• Possesses detailed knowledge of relevant clinical trials and data.
• Demonstrates extensive understanding of their product portfolio and relevant competitor products.
• Demonstrates granular knowledge about patient demographics, patient populations, the patient journey and treatment choices.
• Uses their specialist expertise, including clinical data and Real-World Evidence, to engage with the specialist ecosystem in a highly credible, scientific & value-orientated way.

Requirements for the role:

• Degree/diploma in the Life Sciences
• 8 years as a Sales Representative within the Pharmaceutical environment.
• 4 years meeting AZ MSR capabilities level for Executive MSRs
• 3 years Oncology experience

Essential for the role:

• Knowledge & Understanding of the patient journey touch points
• Value story discussions for innovative drugs
• Proven sales and Oncology customer success record
• Territory knowledge & trustful relationships with key HCPs
• Strong analytical ability
• Excellent communication skills: clear and concise messaging
• High learn-ability (incl. complex theory/science),
• Ability to work closely in collaboration with cross functional business areas.
• Valid driver’s license
• Computer Knowledge (at least Intermediate)
• Integrity and assertiveness
• Results orientated
• Negotiation skills
• Coaching & people development basic skills
• System thinking and acting in a consistent way
• Decision making
• Project management
• Strategic thinking

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.