Career Category

Job Description

Accountabilities  Reporting to the District Sales Manager

• Maximizes sales of Amgen’s products in territory
• Achieves sales targets
• Delivers key messages
• Collaborates with manager to implement agreed POA in line with marketing strategy
• Identifies and establishes high quality customer relationships  and internal collaboration
• Knows in-depth knowledge of the product(s), market , stakeholders and competitors
• Works within agreed budgets
• Lives the Amgen Values

Responsibilities

• Collaborates with manager to develop  and implement territory POA and key account plans . Achieve POA
• Evaluates progress vs. plan monthly and agrees to course corrections with manager
• Contributes to Cluster/Territory Teams Collaborates (Medical Affairs/Key Account Manager, etc.) to agree on key account plan objectives/responsibilities
• Engages with peers and District Manager to learn best practices
• Demonstrates an understanding of industry and healthcare trends, of how retail practices, clinics and hospitals operate.
• Identify and gather competitive information
• Follows through on customer commitments and requests in a timely fashion
• Reports customer activity in the CRM system and ensures customer profiles are kept up-to-date
• Demonstrates an understanding of Amgen Performance 4 selling platform to satisfy customer and Amgen needs
• Operates within the agreed expense budget  aligned with POA priorities
• Seeks advise and assistance to organize activities
• Continuously develops and improves product knowledge, communication and selling skills through self-learning and active participation in agreed training programs. Drives own development

Qualifications

Minimum Requirements

• Minimum 3 to 5 years of experience in the pharmaceutical industry in a sales-related job
• Basic knowledge of and experience in a hospital environment (not for specialist Sales Reps)
• Some experience with computer systems (CRM databases and MS Office)
• Fluency in local  language, both in oral and written communication
• Relevant local  legal qualification

Preferred Requirements

• Bachelor’s degree in life science  or (bio) medical sciences
• Knowledge of Customer Relation  Management principles
• Exposure to interactions with various disciplines and organizational levels
• Exposure to project management principles

Required Training

• Product and market/PMC
• Amgen Performance 4 selling course
• Traineeship in therapeutic area
• Amgen IT applications and CRM system
• Amgen Values, culture, policies and business processes
• Presentation  skills
• POA/key account planning
• Amgen Sales On-boarding program

Competencies

Core Knowledge

• Demonstrates an understanding of the  sales cycles, hospital environment & industry environment and applies this knowledge in day to day practice. Knows Amgen/competitor products and services.

Problem-Solving

• Breaks issues down into major components that reflect basis understanding of the relevant issues.

Goal Setting & Tracking

• Holds  self accountable for achieving established goals.

Tailored messages &  Influencing skills

• Interactions with others (customers, peer, manager, etc.) is open, honest and cooperative.

Compelling Messages

• Able to deliver the selling message in a clear and assertive way .
• Appropriately uses Amgen’s Marketing and Sales tools  to support the sales process.

Call Planning and Execution

• Develops pre-call plans and uses plans in customer interactions
• Demonstrates basic time management skills in terms of prioritizing activities and completing work in a timely manner; meets deadlines.

Rigorous Planning & Execution

• Able to seek out information, both on specific issues and on a more general, or territory level, and to use this information to analyse, identify implications and set priorities