Specialty Medical Sales Representative

_Do you have expertise in, and passion for science working in Diabetes 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 DIABETES SALES TEAM**

The team is diverse, resilient, enthusiastic, engaged, and focused. Always looking for opportunities within the current structures to impact lives through collaboration, both internally and externally. The main objective of the team is market development to ensure access for more diabetic patients. Our commitment is to shape the OAID market through implementing our robust marketing/sales strategies, leveraging on digital platforms to better understand the needs of our customers. Seamless execution is the cornerstone of our success

**What you’ll do?**

**Typical accountabilities will include**:
**Role model some capabilities core competencies**
- Self-motivation, 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 cross-functionally, 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 decision-making 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 decision-making 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 pre-call 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 cross-functional 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 cross-functional and cross-regional collaboration to fully leverage AZ's account management capabilities.
- Shares information, insight and expertise with sales team members.

**Drives the Business**
- Builds and adapts sales plans to ensure business impact and goal achievem