Specialist Sales Representative, Rare Disease (National)

Main Responsibilities

Knowledge and expertise across products and the external healthcare environment

Demonstrate clinical expertise in your specialty area with a clear understanding of the factors that impact, shape and influence the healthcare ecosystem. This includes:

• Maintaining expert scientific knowledge in your specialty area

• Develop and maintain a deep understanding of the patient pathways from diagnosis to treatment in the hospital and/or community.

• Demonstrate a deep level of understanding of the clinical data, guidelines, and clinical practices to provide value to customers using Ipsen therapies.

• Achieve the minimum standard for all disease state, product, and competitor knowledge quizzes, and proactively identify (and rectify) gaps in knowledge and expertise.

• Demonstrate knowledge and expertise by

  • Implementing and facilitating tailored, valuable, on-label, in-field clinical dialogue for key clinical personnel that optimises patient outcomes.

  • Conducting product and/or disease state and/or company presentations to customer groups to positively position Ipsen products.

Account management expertise in planning, collaborative ways of working and achievement of account goals

For prioritized accounts utilize Ipsen’s account management ways of working. This includes:              

• Establish strong cross functional ways of working with your account team members across marketing, medical and other core team members.

• Working with the account team, develop and maintain strong external strategic relationships within the account including decision makers, healthcare professionals, heads of pharmacy, policy / protocol influencers, multi-disciplinary teams

• Identify departmental and stakeholder drivers and barriers in the account and capture key information in our customer relationship management system (Veeva)

• Develop an account plan with your cross functional team that is grounded in deep customer insights and an understanding of the healthcare ecosystem.

• With your cross functional account team, collaboratively align on an account goal and critical success factors to deliver triple win solutions.

• Develop a visible action plan for the account and measure and monitor execution and impact. Escalate issues and risks that are preventing progress with senior stakeholders.

• Track and monitor account progress against critical success factors and evolve the plan with new insights, progress and/or new stakeholders.

• Foster team effectiveness and accomplishments of shared goals by proactively sharing knowledge, experience, progress and improving team ways of working.

• Maintain regular and timely communication with cross functional colleagues to inform them of important/urgent account developments and to further the achievement of account objectives.

Achieve territory sales targets objectives

Implement sales & marketing initiatives to achieve optimal sales performance for your territory. This includes:

• Flawlessly execute the marketing strategy, call plan and deliver key selling messages utilising approved marketing materials.

• Utilise territory sales data and deep customer insights to evaluate and analyze performance and uncover opportunities for growth and risks to address eg. Power BI dashboards

• Build, share and deliver on territory action plans that deliver on territory sales objectives.

• Achieve target coverage and frequency goals set on target customers utilizing multiple channel options.

• Adapt selling style and approach to match the sales environment and/or customer needs, such as;

  • An account management approach in hospitals

  • A patient centric sales approach

  • Hybrid model of working to respond to customers communication preferences.

  • Utilization of omni-channel to expand touch point and customer engagement opportunities.

• Effective management of territory resources and budget

• Undertake accurate and timely reporting of activities including call records, customer profiles, customer adoption ladders, customer insight sharing, sales and account analyses, monthly reporting and Medicines Australia requirements.

Setting and delivering outcomes

• Set and achieve ambitious account level goals and objectives by identifying, informing, influencing, and leveraging the appropriate internal resources.

• Deliver value for Health Care Professionals using the latest and most validated selling and key account management principals.

• Create an appropriate level of positive tension in your discussions with clinicians that positions Ipsen products accurately and delivers on positive outcomes.

Knowledge, Abilities & Experience

Education / Certifications

• Tertiary qualification in science, nursing, business or similar disciplines

Experience

• At least 3 years demonstrated success in the specialty area (preferred) or other similar therapeutic area.

• Launch experience highly regarded.

• Working in field of hepatology / gastroenterology highly regarded

• Proven track record of working with pharmaceutical specialised products (Section 100)

• Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals in in a specialist/hospital or similarly complex environment.

• Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network.

• Demonstrated ability to work effectively in cross functional teams.

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