نظرة عامة

Purpose of the Role

Reporting to the Team Lead/Sales Manager, the Product Specialist is responsible for the achievement of sales targets and implementation of sales strategies of the assigned NewBridge Products, within the respective geographical area/market in order to attain sales volume, customer growth and customer satisfaction, in line with agreed commercial/account plans.

Required Competencies, Qualifications and Experience

  • Graduate, with a Medical Professional Degree (e.g. Pharmacy, Medicine, Veterinary, etc.)
  • Minimum of three years competent and consistent performance as a Medical Representative in an MNC Pharmaceutical/healthcare company
  • Past experience of the proposed product line/therapeutic area

Responsibilities & Accountabilities

Sales Targets:

  • Under the supervision of sales management, responsible for implementation of a key sales plan for customers in the allocated area
  • Achieve business results and sales quotas for the respective products as per the sales plans
  • Work with Team Lead/Sales manager in implementation of product sales and marketing strategies
  • Monitor sales against forecast and participate in determination of market potential for assigned geographical area
  • Ensure the product mix of sales is aligned to the cycle plan, as agreed by Team Lead/Sales Manager and defined annual objectives for individual, sales team and the Franchise

 

Customer Relationships:

  • Prepare Customer lists on MI Reporting System with line manager  and agree frequency of visits, daily call rates and coverage
  • Obtain research and full background information on each customer prior to visit
  • Conduct customer visits as per MI Reporting Guidelines and set KPIs
  • Deliver effective sales presentations using E Detailing Module (in the MI Reporting System), provide technical and administrative product information and/or demonstrations, and provide appropriate pricing information, in line with the relevant product promotional program and as per SFE guidelines
  • Achieve MI Reporting KPIs and complete synchronization as per KPIs and review MI reporting results with line manager on a monthly basis
  • Regularly evaluate each customer, according to sales (actual and potential) for respective product(s) and advise line manager if changes are required in the classification in MI Reporting
  • Review and revise call cycle in line with customer evaluation, and with agreement of line manager
  • Develop and manage strategic customer alliances and development of long term customer relationship, to achieve key customer satisfaction goals
  • Maintain, develop and consolidate relationship with all relevant and important functions in the healthcare system and at hospital level (where applicable)
  • Analyze account attractiveness in cooperation with Team Lead/Sales Manager
  • Make field visits and establish strong relationships with key decision makers and committees within the sales area and buying organizations for hospitals, etc.
  • Ensure all activities are compliant with NewBridge’s Code of Business Conduct, and embody NewBridge Core Values and Leadership Expectations

Formulary Enlisting:

  • Work closely with line manager to enlist product(s) in key centers and tenders in the market

 

Marketing Activities & Opportunity:

  • Conduct brand activities, in line with local market strategy, budget and business needs
  • Take necessary action(s) to identify new opportunities for product(s)

 

Feedback:

  • Provide market feedback to Team Lead/Sales Manager for the development of the marketing policy, recommended product and product line revisions, as well as any pricing changes
  • Provide feedback regarding product to Team Lead/Sales Manager
  • Closely monitor and report competitive activities of sales line/therapeutic area
  • Maintain a watching brief on developments within the therapeutic area and customer organizations which may affect future business and provide feedback to supervisor and marketing
  • Proactively provide improvement action(s) to enhance performance in sales and sales delivery

Knowledge Levels:

  • Demonstrate a high level of medical and marketing knowledge – for the respective product/disease area
  • Develop and enhance local marketing knowledge
  • Ensure that all information regarding respective therapeutic area and related NewBridge product(s) is fully understood
  • Regularly review clinical updates, materials and training manuals on respective therapeutic area and related NewBridge product(s) 

Other:

  • Manage expense budget
  • Collaborate with other key functions, e.g. Regulatory Affairs, Supply Chain and Medical Affairs on key accounts/products
  • Store all NewBridge Property, including samples, product information, etc. in a safe and secure manner, to prevent damage, deterioration or loss, in line with procedures and guidelines