NewBridge Pharmaceuticals
Reporting to the Key Account Manager, the Product Specialist is responsible for the achievement of sales targets and implementation of sales strategies of the assigned NewBridge Products, within the Oman area in order to attain sales volume, customer growth and customer satisfaction, in line with agreed commercial/account plans.
Required Competencies, Qualifications and Experience
· Graduate, with a Degree in Life Sciences (e.g., Pharmacy, Medicine, etc.)
· Minimum of two years competent and consistent performance as a Medical Representative in an MNC Pharmaceutical/healthcare company
· Previous experience working in a specialty therapeutic area
Responsibilities & Accountabilities
Sales Targets:
Under the supervision of sales management, responsible for implementation of a key sales plan for customers in the allocated area
Achieve business results and sales quotas for the respective products as per the sales plans
Work with Line Manager in implementation of product sales and marketing strategies
Monitor sales against forecast and participate in determination of market potential for assigned geographical area
Ensure the product mix of sales is aligned to the cycle plan, as agreed by Line Manager, and defined annual objectives for individual, sales team and the Franchise
Customer Relationships:
Prepare Customer lists on MI Reporting System with line manager and agree frequency of visits, daily call rates and coverage
Obtain research and full background information on each customer prior to visit
Conduct customer visits as per MI Reporting Guidelines and set KPIs
Deliver effective sales presentations using E Detailing Module (in the MI Reporting System), provide technical and administrative product information and/or demonstrations, and provide appropriate pricing information, in line with the relevant product promotional program and as per SFE guidelines
Achieve MI Reporting KPIs and complete synchronization as per KPIs and review MI reporting results with line manager on a monthly basis
Regularly evaluate each customer, according to sales (actual and potential) for respective product(s) and advise line manager if changes are required in the classification in MI Reporting
Review and revise call cycle in line with customer evaluation, and with agreement of line manager
Develop and manage strategic customer alliances and development of long-term customer relationship, to achieve key customer satisfaction goals
Maintain, develop, and consolidate relationship with all relevant and important functions in the healthcare system and at hospital level (where applicable)
Analyze account attractiveness in cooperation with Line Manager
Make field visits and establish strong relationships with key decision makers and committees within the sales area and buying organizations for hospitals, etc.
Ensure all activities are compliant with NewBridge’s Code of Business Conduct, and embody NewBridge Core Values and Leadership Expectations
Formulary Enlisting:
Work closely with line manager to enlist product(s) in key centers and tenders in the market
Marketing Activities & Opportunity:
Conduct brand activities, in line with Oman market strategy, budget and business needs
Take necessary action(s) to identify new opportunities for product(s)
Feedback:
Provide market feedback to Line Manager for the development of the marketing policy, recommended product and product line revisions, as well as any pricing changes
Provide feedback regarding product to Line Manager
Closely monitor and report competitive activities of sales line/therapeutic area
Maintain a watching brief on developments within the therapeutic area and customer organizations which may affect future business and provide feedback to supervisor and marketing
Proactively provide improvement action(s) to enhance performance in sales and sales delivery
Knowledge Levels:
Demonstrate a high level of medical and marketing knowledge – for the respective product/disease area
Develop and enhance local marketing knowledge
Ensure that all information regarding respective therapeutic area and related NewBridge product(s) is fully understood
Regularly review clinical updates, materials and training manuals on respective therapeutic area and related NewBridge product(s)
Other:
Manage expense budget
Collaborate with other key functions, e.g. Regulatory Affairs, Supply Chain and Medical Affairs on key accounts/products
Store all NewBridge Property, including samples, product information, etc. in a safe and secure manner, to prevent damage, deterioration or loss, in line with procedures and guidelines