The Professional Sales Representative represents MSD on an assigned territory in a complex and dynamic professional business environment. The primary responsibility of the PSR is to communicate effectively, either individually or in groups, with customers in a manner which encourages the use of MSD products where indicated. These communications require the effective selection and use of a variety of support systems to accurately convey technical and economic information so MSD products will be prescribed when indicated. The incumbent works under the supervision of his / her immediate supervisor.
1. Territory Management
A. The PSR develops a territory work plan in conjunction with his / her immediate supervisor. This plan identifies objectives for work on territory such as sales and market share, call contact rates, meetings, targeted pharmacy, strategies, tactics and follow up.
B. The jobholder stays constantly aware of sales developments, pharmacy reactions to promotional campaigns, trends in competition, new competitor product entries, and effectiveness of campaign materials through appropriate frequency and efficiency in visits. The Representative also communicates back pharmacy information inquiries, pharmacy literature, etc. to the company from customer contacts. Changes in the market which pose a potential threat or opportunity should be discussed with management.
C. Under the direction of their supervisor or in cooperation with a Senior Representative or designated manager, the jobholder plans and organizes activities within the territory. This is based on an analysis of opportunities and objectives and then implements action plans in such a manner that ensures time and effort are properly utilized to maximize effectiveness on territory.
The incumbent optimizes territory planning through the effective use of PRISM (i.e. maintaining a competitive database, planning & reporting of calls, targeting of customers) & is required to achieve at least 80% of the territory plan for each promotional period
2. Sales & Market Share
A. The PSR contributes to achieving maximal sales and market share for each product included in the sales tracking system, which is measured on availability to patients as well as on the achievement of sales objectives included in third party market share data.
B. The jobholder is required to meet or exceed the objectives set for promoted products and meet or exceed projected market share.
3. Product Discussions
A. The jobholder recognizes, acknowledges and answers customer concerns, presents fact based, balanced perspective of benefits and limitations tailored to the patient profile and that support increased prescribing within approved indications.
B. All product discussion introductions, statements or questions are planned by the Representative to generate customer interest towards achieving the discussion objective which are concluded with an agreement for customer and representative action which sustains the customers movement along the adoption / prescribing continuum.
4. Special Events Management
A. The Professional Sales Representative plans, organizes and implements special events in supporting the promotional strategies and territory plan goals (e.g.meetings of customer groups for educational or promotional purposes).
B. The incumbent tests new promotional material, and follows up activities with invited customers to strengthen their commitment for action.
5. Personal / Team Development & Conduct
A. The Professional Representative constantly updates his / her product knowledge and communication skills in order to maintain the high level of professional competence required for the successful execution of assigned responsibilities.
B. The PSR writes his Performance Development Plan with guidance and agreement of the first line sales manager, who assesses it quarterly for progress.
The jobholder actively participates in team meetings / cycle meetings, contributes effectively to teamwork and acts as well as a mentor for other team members when requested by the first line sales manager.
You may be a fresh graduate or an experienced Professional Sales Representative we have opportunities that would suit you depending on experience.
Excellent communication skills - Arabic & English
Relevant bachelor degree