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Pharmaceutical Sales Representative Job

Date: Nov 7, 2017

Location: Korea, Republic of, KR

Company: MSD

Requisition ID: DIR020818

Position Overview



Specialty
PSRs will identify customer needs, support pull-through activities relative to
the customer strategy, and ensure that Merck is viewed as demonstrating value
and better health outcomes to healthcare professionals and their patients.



Specialty PSRs
additionally are responsible for identifying and partnering with key
stakeholders to ensure successful product listing, negotiation and contracting
for MSD products (either within one or across several therapeutic areas) in
hospital accounts across their defined territory.



 



Primary Responsibilities (but not limited to)



Account
Understanding and Analysis (20%)



•              
Understanding the logistical, contracting and decision-making processes within
the account



•              
Understand the product listing process in the account



•              
Identifying Account Stakeholders and understanding their perspectives on MSD,
our competitors and the healthcare environment related to product listing and
purchasing



•              
Ability to complete a competitor analysis for the account



•              
Assess and map an in-depth understanding of the account’s unmet and evolving
needs



•              
Understanding the internal Brand situation and needs relative to this account



Account
Plan Development (20%)



•              
Identifying short and long-term business opportunities.



•              
Defining objectives for the account



•              
Developing a plan for the Account that contains the account needs and
perspectives as well as considers competitive and business challenges



•              
Determining how to appropriately leverage cross-functional internal resources
to achieve listing or purchase decisions in the account



•              
Provides input into resource allocation decisions across customers



•              
Identifies and selects programs/services available in the library of Merck
"resources" to address customer needs



•              
Works closely with solutions group (Headquarters - HQ) and/or Medical Affairs
to develop and deliver relevant offerings that address desired customer needs



•              
Maintain current understanding of practice structure, business model, key
influencers/ network structure and make information available to relevant
stakeholders



•              
Defining account metrics and a tracking plan



Account
Plan Implementation and Tracking (60%)



•              
Developing and maintaining long-term engagements with customers/stakeholders
within the accounts that are responsible for the “business”  (e.g.
Directors of Pharmacy, Senior Procurement Managers,



Tender
Managers and Hospital Management)



•              
Serving as primary MSD interface and expert for the designated
products/therapeutic area



•              
Coordinating the efforts of other functions/divisions towards the account when
negotiating contracts/tenders or working to achieve product listings &
adoption



•              
Communicates about products in a way that's meaningful and relevant to each
individual customer; customizes discussions and client interactions based on
understanding of customer's needs & compelling value-propositions of our
brands



•              
Accountable for monitoring metrics according to the tracking plan and
re-shaping operational activities based on learnings.

Qualifications

Desired Experience:



·        
       Related
TA experience preferred



·        
       New
product launch experience preferred (especially for HCP)



·        
       Growth
driving experience preferred



·        
       Hospital
sales experience preferred



·        
       Min.
3 years in pharma sales experience required (internal and/or external)



Competencies:



Professional
Competencies-Required:



·          
     Business
& Financial Acumen:  Understands and intelligently applies economic,
financial, and industry information to inform business decisions



·          
     Working
Across Boundaries: Thinks and acts beyond one’s silo –  bridges team,
functional, divisional and/or geographical boundaries



·          
     Strategic
Thinking: Visualizes the way forward, identifying opportunities that add value
to the work and to the business



·          
     Project
Management: Organizes work efforts by prioritizing tasks, using resources
optimally, establishing appropriate deadlines and ensuring on-time delivery



·          
     Productive
Communication: Plans and delivers ideas and information to others in an
impactful manner



·          
     Problem
solving: Gathers and analyzes data and effectively responds to new, complex or
problematic situations; Creates solutions that drive value for Merck and our
customers, incorporating innovative approaches where relevant.



·          
     Influencing/Negotiation
skills: Ability to understand both internal and customer perspectives so as to
be able to build a strategy for financial and value-based negotiation.



Commercial
Competencies-Required:



·          
    Customer & Market
Insights: Ability to develop a deep understanding of customer needs, behaviors
and goals, as well as market dynamics, competitor analysis and trends to
improve overall business outcomes.



·          
    Customer
Engagement: Ability to identify and appropriately build and maintain long-term,
sustainable relationships with customers, networks, external stakeholders and
key influencers through a variety of relationship-building approaches.



Sales
& Account Management Competencies-Required:



·          
    Sales Acumen:
Ability to build trust with customers (pharmacist, purchase managers, etc…) and
demonstrate value in selling situations to deliver high-quality engagements or
interactions that deliver  products/solutions with the common goal of
improving health outcomes.



·          
    Customer
segmentation and targeting: Ability to divide customer population into groups
of individuals who share similar characteristics and buying behaviors (based in
the current MSD portfolio sales) and apply this information to target groups
effectively, allocate promotional resources and drive execution of commercial
plans.



Job: Direct Sales Generic
Other Locations:
Employee Status: Regular
Travel:
Number of Openings:
Shift (if applicable):
Hazardous Materials:
Company Trade Name: MSD


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