Senior Product Specialist

Senior Product Specialist

Job Description

Senior Product Specialist

• Opportunity to be a part of Direct Sales GHH organization in Malaysia!
• Based in Malaysia the regional hub for Asia Pacific (AP) and top-ranked biopharmaceutical company
• Join the premier biopharmaceutical company that has been in Malaysia for more than 25 years and in AP for over 60 years.

Our Sales team support our customers by providing clinical information about products, educational information, clinical training programs and resources.

We support healthcare providers and healthcare systems meet the goals of the patients in their communities.

WHAT YOU WILL DO

Overall Job Purpose

Please ensure you read the below overview and requirements for this employment opportunity completely.

• Detail, promote and sell our company’s products to the private or government healthcare professionals. The primary focus of activities is to drive business for products through building relationships with key stakeholders within the account.
• Achieve maximal sales and market share through personal promotion that is targeted and tailored for customers that benefit patients and adheres to ethical standards.

Build and execute account management plans for top accounts. Ensure timely execution of planned activities.

100% compliant with internal medical, legal & compliance processes.

Key Responsibilities (include % of time breakdown)

Strategic Sales Objectives & Sales Expertise (50%)

• To achieve strategic objectives as required by the franchise (e.g. market growth, sales growth, growth of accounts, formulary listings, new product market priming).
• Demonstrate high level of sales expertise and relationship management (through product & TA knowledge; selling skills, product presentation skills & managing customers).
• Be accountable for sales, activities and compliance within the assigned territory.

Territory & Account Management (50%)

• Proactively plan and optimize overall sales results performance through effective territory management.
• Demonstrate ability to resolve problems in timely manner, escalate issues early.
• Effective planning & execution of marketing / promotional activities according to plan (e.g. Focus Group Meeting, Lunch & Learn, Scientific leader engagement program & digital programs execution).
• Ensure timely submission and approval of documentations & reports for activities.
• Build and execute account plans for key accounts, through in-depth understanding of customers (profile / behavior / influence network / needs etc.).

Education Level

Degree in Pharmacy / Biomedical Science / Microbiology / Science.

Experience

• Minimum 3-5 years pharmaceutical sales experience in Pharmaceutical industry- Multisector.
• Experience in Vaccines is an added advantage.
• Strong presentation skills, positive attitude and strong sales achievement.
• Strong customer focus and proven relationship building skills.
• Good track record in sales, with a history of achieving results.
• No experience but with a good business acumen can be considered.

Leadership competencies

• Focus on customer & patients.
• Drive results, rapid & disciplined decision making.
• Demonstrates Ethics and Integrity.
• Displays courage & candor.
• Fosters collaboration.

Functional Competencies

• Self-driven and proactive to manage the dynamics of the cross functional team, including planning & problem solving.
• Uses relationship building skills (e.g. opening, need-based selling, intimate customer understanding) to effectively influence the target audiences.
• Develops clear call objectives based to obtain the desired behavioral outcome.
• Identifies drivers and barriers (opportunities and objections / obstacles) and applies objection handling techniques to lead the discussion process to a positive outcome.
• Identifies buying signals and makes a direct and compelling request / recommendation based on the desired behavioral outcome (close the sale).
• Presents self professionally and delivers messages confidently.
• Effectively executes promotional programs and brand / franchise messages to the targeted segment.
• Utilizes effective time management (e.g. route planning) to maximize reach and access to customers.
• Routinely seeks customer feedback and provides timely and useful communication to internal and external customers.
• Captures and utilizes ongoing customer information and competitor intelligence using available technology.
• Tracks, verifies and optimizes reach, frequency and tactical promotion objectives for identified customer groups over the short and long term.
• Routinely follows up and finds solutions to address objections / issues.
• Develops an integrated sales / account plan based on marketing strategy, competitor assessment, customer understanding, business opportunity and key tracking metrics.
• Generates target list from agreed customer segments with prioritization based on individual potential and influence.
• Applies internal data and competitor / market information (e.g. IMS data) into plan development.
• Refines plan when appropriate (e.g. selling activities) based on customer feedback and optimal return.
• Achieves synergy with the planning of other functional groups (e.g. medical, public affairs) in interacting with customers.
• Utilizes available technologies in planning activities.
• Allocates agreed resources to achieve business objective and desired ROI.

We are proud to be a company that embraces the value of bringing diverse, talented, and committed people together. The fastest way to breakthrough innovation is when diverse ideas come together in an inclusive environment.

We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively. We are an equal opportunity employer, committed to fostering an inclusive and diverse workplace.

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