Job Openings at AstraZeneca

Key Performance Areas:

• 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 behaviours 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 organising 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

Competencies

• Computer Knowledge
• Team Player
• Action orientated/ Sense of urgency
• Excellence and Integrity
• Organised
• Strong initiative
• Results orientated
• Strong analytical ability

AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorisation and employment eligibility verification requirements.

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Position Purpose

Sales representative with the principal function of calling upon primary care physicians and retail pharmacies.

To positively influence customers’ prescribing behaviour to achieve sales targets.  Develop territory and build strong customer relationships with the objective of maximising sales volume and market share of designated products on a given territory.

Key Performance Areas:

Sales Achievement

• Effectively implement sales strategy and tactics, plan of action (POA) in accordance with company policies
• Regularly monitor territory’s sales performance versus budget
• Facilitate enlistment of newly launched and key products in hospitals and clinics by planned date
• Initiate appropriate actions to ensure performance is in line with objectives
• Engage primary care healthcare professionals in dialogue about approved indications and product efficacy/safety profiles to support on-label prescribing for appropriate patients.

Territory Business Planning

• Work with Sales Manager to develop a local strategy and business plan to meet or exceed sales and call execution goals in territory
• Drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations.
• Develop and maintain in-depth knowledge of market, demographic, and managed markets information relative to assigned sales territory.
• Conduct analysis of market/ competitors to identify territory business opportunities
• Develop territory Business Plan based on POA and allocate resources (e.g. call activities, budget), for optimal sales impact
• 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

• Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc.
• Update territory customer segmentation classification, database and call records continuously
• Deliver key promotional messages within approved detail aids and in line with POA
• Build trust and credibility with customers by demonstrating professionalism acting within the AZ Code of Conduct
• 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 punctual delivery of reports / daily synchronisation on veeva

Personal Development

• Develop behaviours leading to enhancement effectiveness as outlined in MR competency definitions
• Identify areas for self-development and discuss developmental needs with FLSM
• 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 organising meetings
• Proven sales and customer success record
• Previous experience and knowledge of the therapeutic area
• A Valid driver’s license

Competencies

• Computer Knowledge
• Team Player
• Action orientated/ Sense of urgency
• Excellence and Integrity
• Organised
• Strong initiative
• Results orientated
• Strong analytical ability

go to method of application »

Position Purpose

Sales representative with the principal function of calling upon primary care physicians and retail pharmacies.

To positively influence customers’ prescribing behaviour to achieve sales targets.  Develop territory and build strong customer relationships with the objective of maximising sales volume and market share of designated products on a given territory.

Key Performance Areas:

Sales Achievement

• Effectively implement sales strategy and tactics, plan of action (POA) in accordance with company policies
• Regularly monitor territory’s sales performance versus budget
• Facilitate enlistment of newly launched and key products in hospitals and clinics by planned date
• Initiate appropriate actions to ensure performance is in line with objectives
• Engage primary care healthcare professionals in dialogue about approved indications and product efficacy/safety profiles to support on-label prescribing for appropriate patients.

Territory Business Planning

• Work with Sales Manager to develop a local strategy and business plan to meet or exceed sales and call execution goals in territory
• Drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations.
• Develop and maintain in-depth knowledge of market, demographic, and managed markets information relative to assigned sales territory.
• Conduct analysis of market/ competitors to identify territory business opportunities
• Develop territory Business Plan based on POA and allocate resources (e.g. call activities, budget), for optimal sales impact
• 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

• Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc.
• Update territory customer segmentation classification, database and call records continuously
• Deliver key promotional messages within approved detail aids and in line with POA
• Build trust and credibility with customers by demonstrating professionalism acting within the AZ Code of Conduct
• 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 punctual delivery of reports / daily synchronisation on veeva

Personal Development

• Develop behaviours leading to enhancement effectiveness as outlined in MR competency definitions
• Identify areas for self-development and discuss developmental needs with FLSM
• 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 organising meetings
• Proven sales and customer success record
• Previous experience and knowledge of the therapeutic area
• A Valid driver’s license

Competencies

• Computer Knowledge
• Team Player
• Action orientated/ Sense of urgency
• Excellence and Integrity
• Organised
• Strong initiative
• Results orientated
• Strong analytical ability

go to method of application »

Ensure distributor efficiencies (KEMSA/ MEDS) are achieved to all public/FBO health facilities, Owning & driving distributor management frameworks, Key account identification, prioritization & accelerating business volumes through cross-functional collaboration between commercial sales teams & other relevant actors. Driving scientific leadership through cross functional collaboration with the commercial sales teams & medical. Government Affairs tasks across National & County government level. These are included but not limited to implementation of signed Memorandum of Understanding (MoUs) & Co-chairing Partnership Advisory Committees (PACs) with county leads & keeping abreast with National & County level health strategies & legislation to effectively align AZ strategy to the same

Accountabilities

• Ensure day to day supply efficiencies of AZ medicines are achieved in all select public/ FBO health facilities through select distributors (KEMSA/ MEDS)
• Lead in account identification, sizing, resource prioritization & accelerating business volumes through cross-functional collaboration between commercial sales team & other relevant internal actors
• Supports communication with Brand Team and Managed Markets sales force leadership and representatives regarding account-specific programs, activities, and pull-through messages
• Drive scientific leadership in select accounts/ counties in collaboration with medical
• Own & drive government affairs tasks in select counties including but not limited to those with MoUs with AZ, co-chair PACs with county leads ensuring MoU implementation frameworks are in place, fast turn-around of agreed actions & amicable conflict resolution is achieved between parties to ensure optimized implementation of MoUs.
• Keeping abreast with National & County level health strategies & legislation to effectively advise & align AZ to the same. These includes potential and impactful changes in county health DMUs, legislation, financing & supply chain changes
• Provides accurately and timely communication on timelines, bid processes and bid requirements.  Proactive in identifying issues and challenges with accounts

Education, Qualifications, Skills and Experience

Essential:

• Bachelor’s degree
• Demonstrated project management and team development ability
• Demonstrated ability to work collaboratively with and influence peers
• Understanding public & FBO health sector structure in Kenya
• Strong customer facing skills
• Strong negotiation skills
• Basic understanding of DMF
• Demonstrated communication and platform skills
• Understanding of financial concepts and contracting issues including legal and best price implications

Desirable:

• Prior exposure to public/ FBO health sector
• Prior experience in sales management or general management
• Prior experience in a commercial function