Job Detail

• To design and implement local account plans by effectively promoting the Oncology portfolio within a defined territory to clinicians, influencers and relevant office based physicians in order to deliver and exceed territory business objectives (sales and projects)


• To effectively represent and differentiate clinical products in oncology as well as represent Astellas to enhance performance and promote longer term partnership with customers e.g. prescribers, financial influencers, prescribing influencers, medical management influencers and others who affect the Oncology business.

·       Geographic areas: Western-, Central and Eastern-part of Switzerland

·       Maintain and build up partnerships with customers, e.g. prescribers, financial influencers, prescribing influencers, medical management influencers and other who accept the Oncology business, as a business partner and care about their needs

·       Enforce relations between Astellas and customers; is a relevant point of contact between marketing-, sales-,  medical department and customers

·       Ensure maximum leverage is achieved from available budget and that expenditure is kept within set limits.

·       Keep informed about products, therapeutic areas and market

·       Participate at regional, national and international congresses

·       Peers: KAM’s

·       Achieve personal objectives including sales targets and market growth in the allocated area

·       Segment local accounts according to potential and propensity

·       Develop a robust account plan for major accounts to achieve business objectives, including specifying how time and personal resources would be best deployed

·       Set sales target per account and customer

·       Ensure that account plans are aligned with national Oncology plan

·       Plan and organise the activities (e.g. visits, services, projects) independently according to the account plan

·       Ensure that all activities are compliant with company standards, the ABPI Code of Practice and the local Swiss Pharmakodex

·       Monitor and critically reviews implantation of the account plan against key performer indicators and take corrective action as required

·       Secure or gains hospital formulary status and protocols in accounts

·       Seek and identify opportunities for business growth e.g. key accounts, new projects or added value services that would grow market or secure commitment to Astellas products.

·       Develope/propose commercial strategies within area (e.g. hospital pricing) to optimise sales growth and profitability

·       Ensure maximum leverage is achieved from available budget and that expenditure is kept within set limits

·       Identify networks of influence within and outside the account, maintain stakeholder maps and use such intelligence to inform business planning

·       Map patient flows and include Primary Care follow up plans

·       Build up customer relationship in compliance with Astellas’ business procedures & policies and promotes longer-term partnership working

·       Liaise with both external and internal customers and peers in a professional manner

·       Maintain accurate customer records and completes administration in a timely manner in compliance with company standards

·       Facilitate customer education in relevant disease areas to increase awareness of best practice and clinical advantages of products

·       Give lectures on a local level (e.g. group presentations)

·       Remain up to date with changes in the healthcare system, both nationally and locally to ensure that account plans are developed in line with customer needs.

·       Develop therapeutic and market expertise within designated therapy areas by attending continuing education in hospitals and by self studying

·       Represent Astellas at local and international congresses

·       Maintain a level of IT competence which enables use of company communication and reporting systems and utilisation of relevant Microsoft Office programs

·       Provide monthly report about status and actions of accounts and in general from the market and use the insight to further develop the market

Qualifications

Paramedical background

Skills and Knowledge

·    Independent way of working, good representative skills and high
sense of business

·    Customer oriented, energetic, enthusiastic and self-motivated

·    Duration and goal orientation

·    Team player with high social competence

·    Highly adaptable and adjusts quickly to change

·    Sound understanding of the local pharmaceutical industry, distribution channels and health care system

·    Sound understanding of clinical and market information pertinent to designated therapy area is desirable

·    Analytical thinker; demonstrates evidence of both numerical and verbal critical reasoning

·    Solutions focused and effective problem solving skills

·    Capable of creativity & innovation

·    Excellent planning, time and project management skills, and evidence of competence in job related areas

·    Excellent selling, negotiation and networking skills

·    High standard of oral and written communication, including well developed presentation skills

·    Flair for scientific data

·    IT Competent in the use of MS Word, Excel, Powerpoint and CRM systems and internet application is desirable

·    Languages:

• English: fluent in writing and speaking


• German or French (depending on region tongue):
  fluent in speaking

·    Car driver, with clean licence

Experience

·    5 years pharmaceutical industry sales experience; and at least 2 years experience selling into hospitals (specialist pharmaceutical products or medical devices/equipment)

·    Sound understanding of hospital buying/procurement processes is essential

·    Successful sales record over career, especially within hospital environment

·    Previous experience of selling products in Oncology

·    Previous KAM/AM experience is essential

·    Experience of product launch is desirable, but not essential

·    Experience in managing budgets is desirable, but not essential

Other

Willingness to travel