Hospital Sales Representative

2 months ago

Johannesburg, South Africa Ultra Personnel Full time
A Commercial or Science qualification
1-3 years Pharmaceutical Sales experience calling on hospitals
Key Accounts experience will be an advantage
This is a contract role

Duties:
This is a commercial role, focused on providing educational
scientific engagements and services to HCPs in pre-selected Public Provincial and Tertiary Hospitals within South Africa
Create awareness of Hospital, and Inflammation and Immunology portfolios, improve advocacy at all relevant specialist levels, service formulary listing and mobilize resources at lightspeed to address customer needs.
The purpose of the role is to provide holistic support to unlock access to Hospital, and Inflammation and Immunology innovative medicines that will improve the experience of the KOLs, prescribers, pharmacists, nurses within the hospital setting thereby improving patient outcomes.
Furthermore, the role will also act as main point of contact for customers within the tier selected hospitals.
You will also convene team introductory calls and create both reactive and proactive subject matter expert connections
You will act as the company ambassador covering mainly Hospital, and Inflammation and Immunology portfolios and to a lesser extent support on other related products
Drive Hospital, and Inflammation and Immunology portfolios for commercial business & build advocacy for the company's with all relevant customers (HCPs) within the pre-selected Hospitals within the respective location.

Customer Relationship Building

Identify the key customers, including key decision makers / stakeholders or influencers within the identified hospitals and understand the decision-making unit network within the hospitals to enable coordination, cooperation, and navigation across the organization
Disseminate information via omnichannel communication in the customer target group via the customer preferred channel
Develop and manage relationships by engaging with customers through both in-person and virtual interactions
Onboard customers to new operating model platforms
Respond to customer requests by connecting with cross functional teams to provide responses and input
Explore customer insights, drivers and needs; assess their fit with commercial objectives to identify collaborative programmes that meet shared goals
Ensure an open, transparent & high integrity business environment with customers which will strengthen the company's reputation
Be a local expert on Hospital, and Inflammation and Immunology portfolios, Innovative Medicines to enable credible and useful relationships with customers and to identify relevant business opportunities for the company
Core customers include:
Pharmacy - Clinical Pharmacist, Head Pharmacist, Pharmacists (front and back pharmacy) and procurement / stock control
Theatres - all applicable specialists and HCPs (from Anaesthetists, surgeons
to scrub nurse)
HCPs-Microbiologist, Infectious Disease Specialists, Physicians, Pulmonologists, Intensivists
ICU - All applicable specialists and HCPs (from Physicians to Charge Nurse)

Customer Capacity Building:

Achieve Sales objectives for the designated Hospitals
Ensure innovative medicines are appropriately utilized and dispensed.
Develop favorable dispensing conditions by ensuring the clinical effectiveness, outcomes evidence and commercial value is presented in a compelling and relevant way to key decision makers.
Work with customers and leverage resources to facilitate the implementation of
treatment guidelines (where applicable)

Managing identified Hospital:

Develop, Implement, Monitor & Evolve the individual Hospital Business Plans
The Hospital Plan should reflect business objectives and be a living document.
Lead development of the plan, collaborating with the CBLs, HRMs, HRs & Public KAMs team.
Ensure the Hospital plan is aligned to Country Brand and Customer strategies
Lead the execution of the account market expansion activities.
Identify any other resource required to execute the plan or address customer needs
Conduct monthly performance reviews against the account plan and make necessary adjustments. Key areas for review will be investments, sales v target, sales forecast, and progress of collaborative programmes and execution of commercial Hospital and Inflammation and Immunology portfolio activities

Cross Functional Support:

Involve local cross-functional communication and collaboration
Conduct Monthly/Quarterly reviews with Account Lead on key hospital performance and customer needs
Develop internal relationships with other functions, such as HRMs, CBLs, Medical colleagues, KAMs
Follow the compliance process to develop collaborative programme for Hospitals
Provide input to country brand and customer strategies based on your understanding of account and customer needs
Record all interactions and initiatives in the appropriate Performance plan.
Identify and collate Customer insight and share with the wider Cross-Functional teams
Work with customers and leverage resources to facilitate the implementation of treatment guidelines (where applicable)

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