Professional Msr Lung Gauteng

2 weeks ago

Johannesburg, Gauteng, South Africa AstraZeneca Full time
Do you have expertise in, and passion for science working in Oncology Sales field? If so, AstraZeneca might be the one for you_

ABOUT ASTRAZENECA


AstraZeneca is a global, innovation-driven Biopharmaceutical business that focuses on the discovery, development and commercialization of prescription medicines for some of the world's most serious disease.

But we're more than one of the world's leading pharmaceutical companies.

At AstraZeneca we're dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There's no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration. Always committed to lifelong learning, growth and development.

ABOUT OUR ONCOLOGY SALES TEAM
The team is strong, agile and enthusiastic. Always looking for opportunities to add value to the lives of Oncology patients. Cross functional teamwork is practiced both internally and externally to ensure successful implementation of strategy. The growth mindset enables innovation and personal development. With the Innovative Oncology basket, the team focuses on market development and growth through access for patients.


Our commitment is to shape the market with our successful first to market launches and leveraging on digital platforms to understand better the needs of our customers.

The team is resilient and pushes boundaries in this changing environment. Our key success factor is delivering seamless execution.

What you'll do?

Typical accountabilities will include:

Role model some capabilities core competencies

  • Selfmotivation, development & awareness
  • Shows clear understanding of his / her own strength and areas for development.
  • Sets goals for own personal development.
  • Proactively seeks and implements feedback and advice from others.
  • Makes observable efforts to bring a positive energy to the team and colleagues.
  • Demonstrates an open mind and embraces change.

Individual& interpersonal effectiveness

  • Recognizes and modifies own communication approach when working with colleagues and customers.
  • Demonstrates versatility when working with a variety of contacts within the customer organization.
  • Works crossfunctionally, sharing information that will help address the needs of individual accounts and decision makers.
  • Is innovative in the generation of new ideas and solutions to problems.
  • Can influence complex decisionmaking processes.

Selling skills

  • Develop a deep understanding of the customer/account.
  • Derives insights from understanding how both the wider and local healthcare environment influences decision making.
  • Demonstrates an understanding of the patient journey, disease progression and impact upon the patient of different treatment choices.
  • Understands and gathers insights regarding the customer's role in the decisionmaking unit, their personal style, preferences and situation.
  • Can articulate how the call fits within a series of calls to achieve a commercial objective, and captures this in a precall plan.
  • Establishes the unmet need.
  • Opens the call with impact, articulating the insight for single brand or portfolio in alignment with customer agenda and brand strategy, linking back appropriately to previous calls.
  • Establishes and aligns with the customer on an unmet need relating to specific patients or groups of patients.
  • Creates positive tension by appropriately challenging customers' current views based on high levels of insight. Listens and drill down on all feedback.
  • Demonstrates active listening skills, to enable greater understanding of the customers values and viewpoints.
  • Uses a range of questioning techniques to elicit information relating to the unmet need and treatment options and to maintain positive tension.
  • Seeks and confirms partial agreements. Personalizes the message and handles objections.
  • Delivers a compelling personalized message to highlight how the clinical benefits of the AZ brand or portfolio will address the unmet need.
  • Leverages a high level of brand and disease area knowledge relevant to brand or portfolio.
  • Acknowledges, clarifies and handles objections and evaluates the customer's response (ACHE) closes with actions
  • Seeks commitment and actions in line with commercial objectives for single brand or portfolio and with needs of customer and patients.
  • Updates appropriate records and profile information and communicates relevant information to crossfunctional team.

Results Driven

  • Effectively prioritizes accounts using data and tools available.
  • Sets SMART customer objectives.
  • Effectively determines the key stakeholders in the account.
  • Sets SMART account objectives.
  • Identifies opportunities and strategies to improve positioning of AZ's specialist portfolio.
  • Drives crossfunctional and crossregional collaboration to fully leverage AZ's account ma

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