Pharmacy Sales Representative at AstraZeneca

ABOUT OUR KENYA RETAIL SALES TEAM

Our Retail team ensures that patients prescribed for our products are serviced with not just the correct product but also appropriate information that ensures they achieve the most benefits and outcomes. They also work with the supply chain partners to ensure product availability and affordability. Further to this, they collaborate and advise teams working on demand generation with up to date market insights.

What you’ll do?

You will drive a winning retail strategy that ensures increased availability of our must stock products, minimizes substitution while increasing acceptability and adherence ultimately improving patients’ outcomes.

Some areas of focus for this role will include:

Sales Achievement

Be able to demonstrate extensive understanding of AZ promotional products, competitor products and therapy areas.

• Effectively implement sales strategy and tactics, plan of action (POA) in accordance with company policies.
• Ensure availability in targeted pharmacies of all must stock sku’s.
• Regularly monitor territory’s sales performance versus budget and initiate appropriate actions to ensure performance is in line with objectives.
• Facilitate enlistment of newly launched and key products in targeted pharmacies by planned date.
• Facilitate order booking/ placement by targeted pharmacies.
• Identify points of leakage and carrying out stock vs. demand checks.
• Demonstrates high level of knowledge that can help the wider sales team to solve customer’s questions/challenges.

Territory Business Planning

• Conduct analysis of market/ competitors to identify territory business opportunities identify and actions that will help to achieve more strategic objectives.
• Develop territory Business Plan based on POA and allocate resources (e.g. call activities, budget), for optimal sales impact.
• Identify process that pulls on cross-functional resources to deliver the targeted pharmacies insight and outcome.
• Monitor territory business plan to ensure resources are directed to customer of greatest potential.
• Participate in promotional activity programmes to increase product awareness in the market.

Customer Focus and Service

• Understand and show how wider issues/care trends affect customer decision making.
• Update territory customer segmentation classification, database and call records continuously.
• Deliver key promotional messages within approved detail aids and in line with POA.
• Ensure necessary approved patient relevant information is disseminated at pharmacy.
• Ensure appropriate feedback gathered through market intelligence activities is relayed and acted upon.
• Explore and expand new customer base in line with SFE guidelines.

Reporting/ Administration

• Submit monthly reports commenting on deviations from Business Plan and intended actions to align performance with objectives.
• Ensure proper planning, implementation and punctual delivery of reports / daily synchronization.

Personal Development

• Develop behaviors leading to enhancement effectiveness as outlined in Pharmacy Sales Representative competency definitions.
• Identify areas for self-development and discuss developmental needs with Pharmacy Retail Supervisor.
• Attend and actively participate in sales meetings, product and sales training.

Minimum Requirements

• BSc. Biological Sciences/ Health Sciences.
• 2-4 years’ experience as a Sales Representative within the Pharmaceutical environment.
• Existing Relationships with KOL’s in the therapeutic area.
• Strong Negotiation skills.
• Previous experience with facilitating and organizing meetings.
• Proven sales and customer success record.
• Previous experience and knowledge of the therapeutic area especially in pharmacy Sales roles.
• A Valid driver’s license.