Specialty Care Representative – Paediatric

Do you have expertise in, and passion for science working in Paediatric field? If so, AstraZeneca might be the one for you!

ABOUT ASTRAZENECA

AstraZeneca is a global, innovation-driven BioPharmaceutical business that focuses on the discovery, development and commercialisation of prescription medicines for some of the world’s most serious disease. But we’re more than one of the world’s leading pharmaceutical companies.

At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration. Always committed to lifelong learning, growth and development.

ABOUT OUR MARKETING TEAM

Our Marketing team plays a crucial role in making sure the hard work across AstraZeneca is realised.

We’re connectors, bringing together the healthcare ecosystem through our negotiating and storytelling as we articulate the strong and innovative value story of our science-led medicines. By bringing our innovative products to market, we’re helping to build a world-class reputation and, most importantly, serve our patients sustainably.

Ours is a place of trust and empowerment, that both supports and frees us to apply creative and imaginative thinking in a dynamic and fast-paced environment.

Here our work has a direct impact on patients – transforming our ability to develop life-changing medicines. Our team focuses on Respiratory and Immunology Therapeutic area within the marketing division at AstraZeneca South Africa

What you’ll do?

The successful applicant will be responsible for selling paediatric portfolio. Technical expert of paediatric company products, therapeutic classes or patient needs, calling on paediatricians and related health care practitioners. Typically establish long-term relationships with key customers.

Positively influence customers’ prescribing behaviour to achieve sales targets. Develop territory and build strong customer relationships with the objective of maximizing sales volume and market share of designated products on a given territory.

Typical accountabilities will include:

Role model some capabilities Core competencies

• 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.

Selling Skills

• Develop a deep understanding of the customer/account
• Derives insights from understanding how both the wider and local healthcare environment influences decision making.
• Demonstrates an understanding of the patient journey, disease progression and impact upon the patient of different treatment choices.
• Understands and gathers insights regarding the customer’s role in the decision-making unit, their personal style, preferences and situation.
• Can articulate how the call fits within a series of calls to achieve a commercial objective, and captures this in a pre-call plan. Establishes the Unmet Need
• Opens the call with impact, articulating the insight for single brand or portfolio in alignment with customer agenda and brand strategy, linking back appropriately to previous calls.
• Establishes and aligns with the customer on an unmet need relating to specific patients or groups of patients.
• Creates positive tension by appropriately challenging customers’ current views based on high levels of insight. Listens & Drill Down on All Feedback
• Demonstrates active listening skills, to enable greater understanding of the customers values and viewpoints.
• Uses a range of questioning techniques to elicit information relating to the unmet need and treatment options and to maintain positive tension.
• Seeks and confirms partial agreements. Personalizes the Message and Handles Objections
• Delivers a compelling personalized message to highlight how the clinical benefits of the AZ brand or portfolio will address the unmet need.
• Leverages a high level of brand and disease area knowledge relevant to brand or portfolio.
• Acknowledges, clarifies and handles objections and evaluates the customer’s response (ACHE)Closes with Actions
• Seeks commitment and actions in line with commercial objectives for single brand or portfolio and with needs of customer and patients.
• Updates appropriate records and profile information and communicates relevant information to cross-functional team.

Results Driven:

• Effectively prioritizes accounts using data and tools available.
• Sets SMART 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.
• 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.

Knowledge: Healthcare Environment

• Shows detailed knowledge of their healthcare ecosystem for their therapeutic area, specifically paediatric 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 product

If this sounds appealing, please read on to understand the experience and skills we’re looking for…

ESSENTIAL SKILLS & EXPERIENCE REQUIRED?

• Degree/diploma in the Life Sciences
• >3 yrs as a Sales Representative within the Pharmaceutical environment.
• Previous experience and knowledge of therapeutic area in a multinational organisation
• Proven sales and customer success record
• Territory knowledge & trustful relationships with key HCPs
• Strong analytical ability
• Strong presentation skills
• Excellent communication skills: clear and concise messaging
• High learnability (incl. complex theory/science),
• Ability to work closely in collaboration with cross functional business areas.
• Valid driver’s license
• Computer Knowledge (at least Intermediate)
• Team Player
• Integrity and assertiveness
• Organised
• Results orientated
• Negotiation skills
• System thinking and acting in a consistent way

Desirable for the role

• Experience in neonatal wards and with paediatricians

Why AstraZeneca?

At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth and development. We’re on an exciting journey to pioneer the future of healthcare.

Join the fastest growing pharmaceutical in our markets, set up to fuel further growth. Be part of our shared ambition and pride: our strong heritage, our turnaround story, and early investment and commitment in International markets. There’s no better place to feel inspired and energised.

SO, WHAT’S NEXT?

Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you!

Click the link to apply no later than 4 June 2021 and we’ll be in touch as soon as we can.

WHERE CAN I FIND OUT MORE?

Our Social Media, Follow AstraZeneca on LinkedIn https://www.linkedin.com/company/1603/

Follow AstraZeneca on Facebook https://www.facebook.com/astrazenecacareers/

Follow AstraZeneca on Instagram https://www.instagram.com/astrazeneca_careers/?hl=en

Close Date: 04/06/2021

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.