Medical Representative at GlaxoSmithKline Plc (GSK)

 

Bachelor’s Degree preferably within life sciences

 

 

Bachelor’s Degree preferably within life sciences - Pharmacy/ Chemistry/Biochemistry

• Scientific knowledge
• Patient focused
• Business planning & execution
• Influence, impact and convincing others
• Personal resilience
• Results focused
• Adaptability to change
• Team player/worker
• Analytical thinker
• Shows Initiative
• Financial awareness 

Demonstrate understanding of and compliance with laws, codes of conduct, policies and frameworks in which GSK operates and live our vision, values and expectations.

 

 

Job Purpose: To drive performance of your territory through face-to-face and multi-channel selling and to establish GSK as the customer’s key partner and advisor by making relevant recommendations supported by scientific knowledge which are aligned to the customer’s patient types and needs.

 

 

Scientific Knowledge

• Continuously builds knowledge of GSK multi-channel brand strategies and leverages that knowledge with customers in informing on prescribing behaviours
• Understands GSK and competitor’s brands features and benefits and applies knowledge effectively in their PFSS and multi-channel selling approach
• Builds a comprehensive disease and pathology knowledge and leverages it with customers to support decision making
• Has strong understanding of treatment guidelines and patient profiles and leverages them to build credibility with customers

Business Planning

• Uses multiple data sources to analyse and review territory performance dynamics (including competitor performance) identifying territory trends and opportunities for GSK
• Builds territory insights that capture opportunities and drive decision making, including the selection and prioritization of customer targets and the development of robust territory coverage call plans
• Develop, based on customer insights, multi-channel business plans with strategically aligned ASMART objectives, strategies and tactical activities that deliver business objectives
• Implements multi-channel business plans, uses KPIs to track performance and adjust plans where required

Selling Skills

• Effectively engages with customers through a Patient Focused Scientific Selling approach or multi-channel selling approach and is proficient in using appropriate multi-channel selling platforms aligned to customer preferences
• Actively prepares for, and executes the Patient Focused Scientific Selling approach uncovering opportunities, making recommendations aligned to patient and customer needs, addressing objections and effectively closing
• Regularly measures sales call performance and seeks First Line Sales Leader feedback to continuously improve
• Builds collaborative internal and external relationships that enhance the customer journey, channels customer feedback into the wider organization and proactively delivers efficient and effective sales administration
• Engages pharmacies effectively through the Pharmacy Sales Call Model.