Pharmaceutical Sales

7 days left

Marketplace Group
02 Feb 2017
02 Mar 2017
Contract Type
Full Time

Pharmaceutical Manufacturer requires a person stepping up into a Key Account Manager role to cover the East UK region.

Summary of Role

Reporting to the Head of Sales, Speciality Products the role holder is accountable for driving sales growth, market share, and exceeding turnover level targets across their territory for critical care range in the secondary care market

The jobholder will be field based on territory and responsible for identifying business opportunities, developing and exceeding sales targets through effective execution of territory business plans

A key part of the role will include the job holder being responsible for accurate recording and monitoring of territory business plans, monthly reports, calls on all target customer groups and coverage and frequency on named targets

Essential Duties and Responsibilities


Responsible for delivering territory sales targets
Increase sales and market share for key products
Monitor and review territory budget for return on investment
Manage territory like their "own business"
Develop, execute and monitor territory growth plans
Analyse, report and develop plans for territory growth opportunities

Represent the company in a professional manner
Initiate, develop and support relationships with key accounts
Identify, initiate, develop and support key opinion leaders in all focus product areas
Develop good relationships with key customers including Specialist Clinician`s, Pharmacists, Specialist Pharmacists , Procurement Managers, Medicines Management, Clinicians and Specialist Nurses
Create, maintain and develop relationships with all key customer groups
Convert key customer groups to company`s range of critical care products
Deliver formulary gains quickly for new products in Hospitals territory wide
Anticipate, understand and communicate customers’ needs internally
Provide expertise and trouble shoot in accounts where required
Ensure customer complaints or positive feedback are channelled appropriately

Understand the company strategy and be able to communicate externally as required
Report all sales contacts on territory CRM system including coverage and frequency on named targets
Analyse, understand and report in detail on sales data including any variance from targets set
To promote and sell targeted products to the defined customer base to achieve/ exceed agreed sales target
Actively seek and develop business opportunities to drive growth across the portfolio within the territory
Formulate, write, implement and regularly update territory business plan for maximum return
Develop and maintain excellent product knowledge of all focus products, competitor and substitute products
Gather and communicate customer, competitor and market information to the organization
Maintaining up-to-date knowledge of evolving NHS structure particularly in secondary care
Understand territory formulary processes and work to gain inclusion quickly
Responsible for communicating changes in market dynamics including clinical trends that may affect our products
Ensure all administrative tasks are carried out to ensure compliance with policies and procedures
Comply with ABPI and Company Health and Safety procedures including safe driving
Report on performance v target on monthly basis with reasons and corrective actions for any variance
Complete all agreed territory objectives including setting and completing personal territory business objectives
Person Specification

Highly motivated, enthusiastic individual who takes responsibility for their actions on territory
Proven successful sales experience ideally in the pharmaceutical market
Degree or equivalent education (e.g. qualified nurse)
Embraces change and adaptable to selling new products in different therapy areas
Be able to utilise any negative feedback on work processes to improve performance
Good commercial acumen and an exemplary track record of selling to healthcare professionals in secondary care
Be able to enjoy being part of a successful team but will thrive on competitive ability to be the best and use initiative to solve problems and grow the business
Understand how the NHS works in detail ,particularly in secondary care and have an in depth knowledge of the formulary process and how to get products listed
The experience and the ability to communicate at all levels effectively and be comfortable presenting to small and large groups of people
Excellent communication, negotiation and presentation skills
Excellent planning and organizational skills, be analytical and computer literate
ABPI qualified
Full, clean driving license