What you'll do
As a Sales Representative with us, you’ll sell life-changing medicines within one of four therapeutic areas: Oncology, Respiratory, Cardiovascular, Renal and Metabolic, and other diseases. Using your exceptional selling skills and personable attitude, you’ll build strong and strategic partnerships with healthcare providers across your territory – from clinicians and pharmacists to nurses and consultants.
The part you play in our business will be challenging, yet rewarding, requiring you to use your resilient, collaborative and diplomatic skillsets to make connections. The majority of your work will be field based, and will require you to be highly-organised, planning your monthly schedule, attending meetings and calls, as well as writing up reports.
Why AstraZeneca?
As one of the world’s leading BioPharmaceutical companies, we work to impact lives across R&D through to commercialisation. As a member of our team, you’ll enjoy the freedom to embrace your entrepreneurial spirit, sharing our medicines with customers in your territory and beyond.
Offering a clear development programme, we’ll train you to better understand and sell your product portfolio. And, we’ll enable you to meet your own development goals too. As well as structured support, you’ll benefit from the support of those around you – leaders and peers alike. Whether that’s receiving help from the marketing team or gaining compliance advice, we’ll be there to guide you. This is about doing the right thing, making an impact in the right way. Together.
Success Profile
No matter your experience or background, if you’ve got the passion and drive to progress, we’ll help you to succeed. These are some of the skills and capabilities we look for to ensure that success:
Independent
As this is a mobile role, you’ll be doing a lot of your work on your own. Being independent will be an important skill when delivering on targets. This means staying resilient and motivated in order to work successfully and meet your territory objectives.
Communicative
You’ll be connecting with a range of healthcare professionals with different product needs. Interpersonal and relationship-building skills are vital to your collaborative role. And, where possible, you’ll use those skills to proactively identify new business opportunities.
Flexible
Being on the road, you’ll be able to manage your own time, working around your various tasks. For this, you’ll need to be flexible in the way you work with the ability to adapt to and take advantage of opportunities as they arise.
Responsible
This is a heavily-regulated industry, so working within it means taking responsibility and being particularly observant when selling our products. This means managing your work and territory with diplomacy and in a way that is compliant.
Responsibilities
About us
At AstraZeneca we are guided in our work by a strong set of values, and we’re resetting expectations of what a biopharmaceutical company can be. By truly following the science, we pioneer new methods, new thinking and bring unexpected teams together. From scientists to sales, lab techs to legal, we’re on a mission to turn ideas into life changing medicines that transform lives. We need great people who share our passion for science and have the drive and determination to meet the unmet needs of patients around the world. If you’re swift to action, confident to lead, willing to collaborate, and curious about what science can do, then you’re our kind of person.
At AstraZeneca, we put patients first and strive to meet their unmet needs worldwide. Working here means being entrepreneurial, thinking big and working together to make the impossible a reality. If you are swift to action, confident to lead, willing to collaborate, and curious about what science can do, then you’re our kind of person.
Job Description / Capsule
As a Key Accounts Manager, you will be responsible to develop and implement market positioning strategies for the oncology products of AZ along with contributing to build the knowledge and capabilities of HCPs at a local level. You will work closely with the sales team to deliver timely sales targets and ensure to create robust stakeholder relationships.
Typical Accountabilities
- Drive AZ - Institutional Business Strategy for Area / Account
- Identify opportunities and strategies to improve positioning of AZ's Oncology products at a local level.
- Work with Sales Manager & Cross Functional teams to develop a local strategy and business plan to meet targets and further improve positioning of AZ's Oncology products at a local level.
- Explore account opportunities, challenges, and priorities with internal/external stakeholders, to gain their commitment & deliver business goals
- Facilitate Tender Process for the accounts / areas by working closely with Central Teams
- Deliver on plans and achieve sales goals on budget
- Drive sales performance and ensure sales forecasts meet or exceed expectations while managing assigned budgets.
- Successfully promote the benefits of AZ's Oncology brands, using fair balance messages and the appropriate mix of promotional tools.
- Account Planning & Management -Maximize Account Potential
- Drive account objectives by forecasting requirements; preparing an annual budget; analyzing variances; initiating corrective actions.
- Leads the account and project decision making process with cross-functional team to deliver IB Targets
- Ensures the right account team members visit the right customer stakeholders with the right inputs to maximize Account Potential
- Effectively prioritizes account objectives using data and tools available
- Regularly reviews progress of account actions to ensure that expected outcomes are on target
- Leads regular internal AstraZeneca project meetings to drive account objectives
- Work with Region trade teams to drive TA sales & track liquidation of stocks
- Expand AZ Footprint - New Account Acquisition
- Identify further opportunities within/outside the top key reimbursement federal, state & autonomous institutions to expand opportunities for AZ to expand footprints.
- Work closely with COE to enhance and expand access in Oncology
- Bring up proposals and mobilize resources from CFT for driving the initiative for gaining listing in these institutions / accounts
- Drive Market & Business Intelligence around IB Initiatives and Priorities
- Provide regular feedback /Insights on the need gaps, competitive intelligence in the accounts handled / IB space to trade teams
- Roll-out and execute Market access and other projects in the accounts
- Organize and coordinate Medico-Marketing activities with the CFT
- Be compliant
- Successfully complete all training requirements, including product examinations.
- Comply with all external regulations and internal policies.
- Ensure compliance with the AZ Code of Ethics, Global External Interactions Policy and Standards, and Privacy Policy and Standards, especially when interacting with Patient Groups.
Education, Qualifications, Skills and Experience
Essential
- University Science graduate.
- 3+ years of sales experience in required Reimbursed Institutions and Oncology is preferable (1-2 in CARE accounts).
- Thorough Product Knowledge
- Aptitude for establishing and nurturing strategic relationships.
- Comprehensive understanding of the Pharmaceutical Industry.
- Effective Influencing and Communication Skills.
- Proficiency in Customer Management.
- Strong Commercial Acumen.
- Proven Selling Skills.
- Organizational skills, good analytical skills / mind set, ability to manage complexity with a high degree of maturity.
Desirable
- Proficient in oral and written communication (English).
- Able to identify potential customers and add to the customer base.
- Should have been a high performer in sales, Cross functional engagement, strong business acumen.
Key Relationships to reach solutions
Internal (to AZ or team)
- Business Leadership Team
- Commercial Excellence Team
- Business Marketing
- Business / Trade Team
- Medical & Diagnostic Team
External (to AZ)
- Health Care Professionals
- Heath Care organisations
- Trade Channel Partners
Why AstraZeneca?
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, and always committed to lifelong learning, growth and development. We’re on an exciting journey to pioneer the future of healthcare.
You can find alternative messaging to use in the ‘Global Talent Attraction Story messaging’ section of the Global Playbook on the Employer Brand Portal - try to use other examples in order to make it different for candidates!
So, what’s next?
- Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you.
- Are you ready to bring new ideas and fresh thinking to the table? Brilliant! We have one seat available and we hope it’s yours.
- If you’re curious to know more then please reach out to (contact person) We welcome with your application, no later than (Month) (XX)
Where can I find out more?
Our Social Media, Follow AstraZeneca on LinkedIn https://www.linkedin.com/company/1603/
Follow AstraZeneca on Facebook https://www.facebook.com/astrazenecacareers/
Follow AstraZeneca on Instagram https://www.instagram.com/astrazeneca_careers/?hl=en
If you have site, country or departmental social media then feel free to switch any of the above links.
AstraZeneca embraces diversity and equality of opportunity. We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills. We believe that the more inclusive we are, the better our work will be. We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics. We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.
Reasons to Join
Thomas Mathisen
There are many things I enjoy when working at AstraZeneca, mainly the Speak up culture, the great colleagues that are in my teams, the great products that AstraZeneca provides to our patients and the challenging conversations I have around our medicines.
Christine Recchio
Working at AstraZeneca has impacted my life in such a positive way. I now have an improved work-life balance through creating my own schedule and time management, I feel a balance that I didn’t have before.
Stephanie Ling
There are a lot of reasons why I enjoy working in AstraZeneca, my colleagues being one of them. My team members and the managers have provided a great deal of guidance in helping me to be more confident in my daily work.
Benefits
There’s a whole spectrum of perks that come with being a Sales Representative. From taking on the responsibility to enjoying opportunities to progress vertically and laterally. Discover some of our benefits:
Progression
We set you up to progress at every stage with structured goals and targets. There are also many routes you can take, from sales team management to product management, and beyond.
Autonomy
The work you do will allow you to take on a lot of responsibility, getting to know your product and owning the way you work – from your schedule and territory, to your strategy and the development of goals.
Performance based
We reward based on your performance. So, by creating a big impact – both on our commercial growth and your personal development – you’ll be rewarded well.
Training
Our training is of a high quality. From onboarding to on the job training, from learning from peers to product training, discover multiple opportunities to develop.
We’ll keep you up to date
