Promotion of defined products to target customers within both primary and secondary care, generating prescriptions, referrals and recommendations.
Achieve sales and activity targets across the defined geography
Responsible for identifying influencers and prescribers in a local Area – contributing to the development of business plans and developing / owning / managing relationships to contribute to the achievement of agreed business goals.
Develop KOL and brand advocacy within both primary and secondary care.
Provide input and local intelligence to inform the development of the Area Business Plan (ABP).
Provide accurate, up to date local intelligence and feedback to the Area Team to inform the management of the ABP utilising the Customer Relationship Management system (CRM).
Work with Area Team to identify key (target) customers and influencers.
Develop tactical plans that are aligned to the ABP
Build and manage productive relationships with commissioners, prescribers, providers and influencers in the defined locality in line with tactical plan.
Achieve activity and sales metrics in line with agreed tactical plan.
Collaborate with other members of the Area Team, support sales initiatives and leverage experience to ensure integrated planning, share customer knowledge & intelligence as required to support Area Team and ABP.
Develop and maintain comprehensive understanding of disease area, current product portfolio, campaigns, markets, brand strategy, competitors and environment to develop credibility with key influencers.
Product and Market Focus
Understand the full product portfolio relevant to the general medicine business and stay abreast of current product marketing strategy
Understand the MSD service offerings relevant to sales representative role
Develop and maintain market intelligence of business environment and customers through their designated customers and feedback from Area team
Demonstrate understanding of the political environment nationally, and at a local health economy level
Ensure company policies, business practices and compliance guidelines are adhered to at all times.
Good understanding of the NHS and the broader healthcare landscape.
Demonstration of success within a business to person selling role.
Evidence of personal accountability within their current role.
Skills and Role Competencies
Business Acumen – Demonstrates an understanding of the economic and financial model for the local Area; has analytical skills, identifies opportunities and capitalises on them through collaboration with Area Access Lead and Area Lead.
Impact and Implementation - Ability to plan and deliver appropriate levels of coverage and frequency of target customers. Has the attitude, mind set and desire to win. Shows professionalism through conduct and appearance, can connect with a range of different costumers.
Influencing – Demonstrable customer focused approach; builds long term trusted customer relationships. Utilises CCI to generate win:win situations with target customers.
Decision Making - Looks for solutions to agree with Area Lead to solve customer issues and increase access to accounts. Proven planning and prioritization skills
Adoptability - Demonstrates a “can do” attitude to improve customer engagement and overall performance. Adapts willingly and quickly to different challenges and situations. Flexible approach to situations and challenges, seeing them through to completion
Selling - Deliver against the ABP. Promotes defined products and develops sales and opportunity plans. Concludes sales within a session.
Teamwork and Collaboration - The ability to work cross-functionally with Area Leads, Area Access Leads, Performance Coaches and any relevant head office functions.