Career Category
Sales & Marketing Operations
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
.