What you will do
Customer Engagement
- Assess customers’ needs and present suitable promoted products to meet healthcare needs of patients
- Ensure development and management of relationships with targeted institutions and key opinion leaders to help in insight and feedback gathering regarding company’s products
- Effectively communicate product information and positively influence HCPs’ prescribing habits utilizing patient centric selling skills.
- Conduct marketing-related activities such as round table discussions, product presentations, etc. to HCPs to drive brand adoption.
- Coordinate with HCPs regarding matters related to promotions.
- Act as company representative to hospitals, clinics, eye centers, and training institutions and ensure good business relationships with their HCPs.
- Resolve customer complaints by investigating such concerns, developing solutions, preparing reports, and making recommendations to line managers and subject matter experts.
- Support SFE on rollout of customer engagement systems by championing them to their team.
- Support line manager on coaching new hires by best practice sharing on customer engagement.
Territory Management
- Drive sales performance of assigned territory
- Properly manage company resources (i.e., revolving funds, activity budgets, credit cards, fuel allocations, company car, mobile plans) while driving sales performance to achieve optimal profitability
- Ensure that the monthly target number of calls is achieved, whether face-to-face or virtually
- Keep detailed records of all HCPs within their assigned territories.
- Ensure that all relevant data is captured and updated in the customer management system (CRM)
- Expand new business and optimize current sales channels. Focus sales efforts by analyzing existing and potential customers
- Negotiate product inclusion with hospitals, pharmacies, and eye centers
- Plan work schedules and weekly and monthly timetables. Discuss future targets with the sales manager
- Ensure good inventory of product supplies by maintaining an accurate sales forecast
- Conduct risk assessment of territory to ensure safety of itinerary
Analytical and Data-Driven Decision Making
- Maintain data integrity and consistently provide accurate reports
- Analyze and track data regularly pertaining to sales KPIs and send weekly/monthly/quarterly report to District Sales Manager and SFE
- Ensure proper and timely maintenance of all relevant data into reporting platforms, e.g., sample distribution, post-call analysis, etc.
- Ensure proper targeting and segmentation by analyzing HCP profiles.
- Analyze data provided by SFE to see trends and implement possible sales tactics to achieve sales target and drive high market share.
- Participate in business reviews to present territory data and tactics to local sales leadership team.
- Assist District Sales Manager on data collection, organization, and analysis for the team. Provide relevant insights through analysis of trends and data
- Collaborate with their managers to design and implement action plans, track the impact of commercial activities, and refine tactics based on measurable outcomes
Strategic marketing and Stakeholder influence
- Drive brand performance in territories to ensure high market share
- Maintain up-to-date Product Knowledge and have mastery of product and disease knowledge to uncover the needs of patients through HCPs.
- Support in team learning with regards to product and disease knowledge.
- Work with team members and Marketing to develop strategies and implement brand strategies to ensure a consistent marketing message
- Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques
- Providing relevant feedback on marketing strategies and recommending changes through evaluation of strategies’ results and competitive developments.
- Actively participates in product launches and other marketing events by supporting implementation plans.
- Leads scientific discussions with KOLs and other HCPs on priority products.
- Support Sales Managers and Marketing Manager in developing education programs for use of company’s products.
- Develop and execute targeted marketing strategies aimed at increasing awareness and uptake of their therapies among ophthalmology professionals and allied healthcare providers
Relationship building and educational leadership
- Establishing trust-based relationships with key opinion leaders (KOLs) and potential young speakers
- Supporting the educational narrative around Santen’s products
- Organizing and facilitating scientific events, workshops, and roundtable discussions, serving as a bridge between clinical experts and the wider medical community