Specialist Sales Representative

About this role

The Specialist Sales Representative’s responsibility is to actively manage the sales territory, key customer relationships and activities, support marketing activities, identify customer trends and opportunities, to achieve/ exceed territory sales targets. The role will focus primarily on designated specialties (ie: Rheumatology) in the sales territory, with a corresponding secondary aligned pharmacy channel focus to support the sales of the product. There will also be a split focus later for Paediatrics to support another product at launch, on the specific territory.

Key Responsibilities
Strategic Territory Planning and Management

• Engage with HCP’S, Clinical Nurses, and Nurse practitioners in Key Hospitals through face-to-face appointments, Department and MDT meetings, to provide disease and product education / awareness

• Develop annual strategic territory action plan and strategy for assigned products, revised quarterly

• Identify and engage with KOL’s to achieve advocacy

• Secondary focus on pharmacy channel and support to ensure sales success

• Follow through on customer commitments and requests promptly

• Meet or exceed agreed reach and frequency targets with key HCPs

• Monitor key financial areas including the recording of monthly sales and expenditure

• Maintain knowledge and understanding of therapy area to transfer into reasonable strategies and support future activities

• Use strong technical knowledge and sales skills to build confidence in brand and Link

• Attend relevant trade events nationally and on territory

• Attend local and international congress to support Link business where applicable

Data Analytics, Budget Control, Forecasting and Reporting

• Meet/ exceed sales and growth targets and deliver budgeted revenue

• Forecast sales with management and track against target by sales territory and report as required

• Operate within the allocated expense budget for the assigned territory, actively track spend and report actual expenditure vs budget

• Analyse and interpret key data to identify market trends, exceptions and correlations in collaboration with management

Customer Relationship Management (CRM)

• Establish rapport and professional relationships with relevant customers on territory

• Maintain field activity for reach and frequency targets

• Report customer activity in the Veeva CRM system in a timely manner and maintain accurate customer profiling as required

• Profiling and segmentation via CRM

• Create pre-call plans and post call objectives in CRM system

Team Collaboration

• Work in a cross functional team to achieve shared goals

• Collaborate with commercial team to for events, meetings, communications, presentations and reports

• Engage with colleagues and manager to share knowledge, market intelligence and best practises

• Collaborate effectively with Link staff to facilitate open and honest communication

• Contribute to strong cross functional relationships, specifically; Finance, Customer Service, Regulatory, Quality, Medical and Distribution to support the execution of set objectives.

Knowledge and Compliance

• Maintain a current and comprehensive knowledge of relevant Link, Medicines Australia Code of Conduct, competitors and general products

• Attend industry conferences of relevant therapeutic areas to expand knowledge and communicate key findings to greater team

• Understand the issues affecting HCPs prescribing Link products and patients who use them, to improve HCP interactions

• Promptly notify all adverse reactions for Link’s products as per mandatory pharmaco-vigilance procedures

• Maintain up-to-date knowledge of industry trends, regulations, current publications and clinical data through formal and self-directed learning to remain knowledgeable on disease state and market

• Maintain up-to-date knowledge of Link’s standard operating procedures and policies and ensure compliance at all times

• Contribute to a Quality-focused mindset; Quality is everyone’s responsibility.

• Ensure every team member has the opportunity to work in a safe and health work environment.

• Carry out your duties in adherence to GXP regulations

• Ensure your Company related activities comply with relevant Acts, legal demands and ethical standards

Administration

• Complete required admin within designated timeframes (e.g. monthly reports, expenses, call reporting)

• Ensure filing and documentation is up-to-date and compliant with standard processes and formats

• Participate in internal meetings as needed

• Communicate with staff and management effectively and professionally using proper channels

Requirements

• Sales Experience in Rheumatology / Dermatology or Paediatrics highly favorable

• Tertiary qualification in science, health or business fields

• Completion of Medicines Australia Continuing Education Program

• Demonstrated stakeholder engagement and relationship building skills

• A proven record in business planning with demonstratable sales success

• Demonstrated local experience as a Hospital Specialist Representative/Key Account Manager with specialty medicines focus.

• Highly organised with an ability to self-motivate and work autonomously

• Current driver’s license and reliable vehicle