About Astrazeneca
AstraZeneca is a global, innovation-driven Biopharmaceutical business that focuses on the discovery, development and commercialization of prescription medicines for some of the worlds most serious disease. But were more than one of the worlds leading pharmaceutical companies.
At AstraZeneca were dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. Theres 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 Oncology Sales Team
The team is strong, agile and enthusiastic. Always looking for opportunities to add value to the lives of Oncology patients. Cross functional teamwork is practiced both internally and externally to ensure successful implementation of strategy. The growth mindset enables innovation and personal development. With the Innovative Oncology basket, the team focuses on market development and growth through access for patients.
Our commitment is to shape the market with our successful first to market launches and leveraging on digital platforms to understand better the needs of our customers. The team is resilient and pushes boundaries in this changing environment. Our key success factor is delivering seamless execution.
What youll do?
As part of the high performing team, you will be applying your skills and knowledge to build your business and creating value to your customers through multi-engagement channels (face to face and virtually) by driving new molecular entities in Oncology. Our sales strategies are emergent and addresses the currents needs in the market.
Youll be part of the brainstorming and co-creating solutions for our customers and patients. As a successful candidate you will be engaging with Oncologists in a multi-account approach where multi-discipline treatment of Oncology patients is practiced with the exciting new innovative brands.
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.
- Recognizes and modifies own communication approach when working with colleagues and customers.
- Demonstrates versatility when working with a variety of contacts within the customer organization.
- 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.
- 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 customers 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 and 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 customers 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.
- 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.
- 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.
- 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.
- 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.
- 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 doctors practice
- 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.
- 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
- Degree/diploma in the Life Sciences.
- >3 yrs as a Sales Representative within the Pharmaceutical environment.
- Previous experience and knowledge of Oncology therapeutic area with a focus on lung portfolio in a multinational organization.
- Proven sales and customer success record.
- Territory knowledge & trustful relationships with Oncology HCPs in Western Cape.
- 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 drivers license.
At AstraZeneca were dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. Theres 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. Were 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. Theres no better place to feel inspired and energized.
SO, WHATS NEXT?
Are you already imagining yourself joining our team? Good, because we cant wait to hear from you!
Click the link to apply no later than 04 September 2023 and well 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/
Close Date: 04/09/2023
