Title:  Specialist, Xospata Sales, India

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We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. People who act with unwavering integrity and are deeply committed to making a tangible impact.

Working Environment and Location

This position is based in Kolkata/Hyderabad/Lucknow/Ahmedabad/Chandigarh and will require on-site work

Working Hours

42.5 hours per week 

Purpose and Scope

• Actively identify Oncologists unmet needs according to the disease-specific treatment flow and be a solution provider to the treater by;
  • Exemplary disease area and product knowledge
  • Superior understanding of the market, stakeholders, customers, competition
  • Segment customers based on their clinical priorities and position our brand effectively
  • Confidently communicate product benefits/features and the outcome benefits to patients
  • Engage in scientific disseminate science/data through educational sessions
  • Establish value of the product and solve clinical questions of treaters
  • Cross-collaborate with marketing/medical/PV to bring in the best outcome to the treater/patients

• Achieve business objectives by establishing leverage points of Astellas Oncology products
• Ensure close collaboration with the team, within and above the territory
• Elevate Astellas image in the market/HCP communities

Role and Responsibilities

• Collecting and analyzing data/information

• Collaborate with established and innovative sources on collating information on market/key accounts/Institutions/customers and competitors for the purpose of establishing sales plan
• Analyzing and assimilating information
• Customer segmentation based on analyzed data, utilizing customer segmentation
• Preparing an in-depth customer mapping based on the all the data and align with manager

• Developing knowledge

• Enhancing self and team competency through self-learning to acquiring overall domain knowledge on oncology and specific related diseases
• Understand patient journey, patient funnel for respective disease area
• Identifying treatment flow and unmet needs specific to each customer's patients
• Engage in active learning with the help of L&D, Medical and Marketing about our product and competitors
• Enhance self-confidence by investing by continuously improving communication/presentation skills etc
• Be innovative to facilitate deeper penetration of brand messages
• Proficiency in MS Office, digital platforms etc

• Territory Management

• • Ensure good hygiene matrices for the overall health of the territory
    • Adhere to SFE parameters; coverage and right frequency, as prescribed
    • Healthy balance of secondary sales and stock inventory etc
    • Plan, organize and hold HCP group meetings on a regular basis

• • Increase product acceptance of HCPs by effectively implementing strategies and activities including but not limited to promotional educational activities, promotional interactions with HCPs
  • Provide prompt follow-ups on HCP requests
  • Together with Line Manager, build strong relationships with all key stakeholders (KOLs, KDMs) to influence application and approval process for hospital listing/hospital tender

Continue:Role and Responsibilities

• • Ensure relevant rate quotes are provided to institutions and ensure smooth facilitation of product supply
  • Collaborate with distribution network, HCP/purchase teams and ensure regular supply of products to the hospitals/patients

• Performance Management

• Align with Line Manager to set performance objectives and tasks; quarterly, half yearly and annually
• Collect and analyze Astellas/competitor’s data on timely manner
• Ensure achieving SFE and Digital KPIs in line with objectives, provide regular and accurate reports to Line Manager on territory matters, report according to procedures of the call reporting system
• Allocation of time within calendar year to achieve Key Performance Indicators as assigned by Line Manager

• Compliance

• Ensure that all in-field activities are in line with relevant India regulations, local pharma code and Company business principles and values; is accountable for individual’s compliance to business ethics and regulations

• Adverse Event Report

• Be responsible for reporting all available information of an adverse event within one business day of awareness

• Any other tasks requested by the company

Essential Qualifications

• Bachelor’s degree in Science/Pharmacy
• 4-5 years experience in sales function in Oncology/Solid tumour segment
• Proven track record of successfully and consistently meeting business objectives
• Domain knowledge proficiency (cancer/relevant disease area)
• Experience in MNCs with innovative product promotion will be desirable

1. Business Skills
2. Behaviours
3. Knowledge

• Understanding of pharmaceutical industry at basic level
• Strong customer relations skills and continual awareness of changing medical developments
• Good at planning and time management
• Teamwork skills
• Persuasive skills
• Positive working attitude and willing to learn and take up challenges
• Independent, and sales & result driven
• Good communication skill, negotiation and presentation skills
• Able to multi-tasks, able to work with high work pressure

Competence English

Written-Spoken

Preferred Qualifications

Cross-functional Collaboration, To do attitude, Good inter-personal skills

Benefits

Careers | Astellas

Salary Range

As per agreement

Why Astellas

• We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas and aren't afraid to take intelligent risks. 
• People who act with unwavering integrity and are deeply committed to making a tangible impact. 

Learn more at Astellas.com

Our Organisational Values and Behaviours

Skills and Capabilities