Medical Sales Representative Mt Kenya Region

Date Posted: March 25, 2021, 3:36 a.m.


Job Description

Position Purpose

Sales representative with the principal function of calling upon primary care physicians and retail pharmacies.

To positively influence customers’ prescribing behaviour to achieve sales targets.  Develop territory and build strong customer relationships with the objective of maximising sales volume and market share of designated products on a given territory.

Key Performance Areas:

Sales Achievement

Effectively implement sales strategy and tactics, plan of action (POA) in accordance with company policies

Regularly monitor territory’s sales performance versus budget

Facilitate enlistment of newly launched and key products in hospitals and clinics by planned date

Initiate appropriate actions to ensure performance is in line with objectives

Engage primary care healthcare professionals in dialogue about approved indications and product efficacy/safety profiles to support on-label prescribing for appropriate patients.


Territory Business Planning

Work with Sales Manager to develop a local strategy and business plan to meet or exceed sales and call execution goals in territory

Drive sales performance and ensure sales forecasts and assigned budgets meet or exceed therapeutic and territory expectations.

Develop and maintain in-depth knowledge of market, demographic, and managed markets information relative to assigned sales territory.

Conduct analysis of market/ competitors to identify territory business opportunities

Develop territory Business Plan based on POA and allocate resources (e.g. call activities, budget), for optimal sales impact

Monitor territory business plan to ensure resources are directed to customer of greatest potential

Participate in promotional activity programmes to increase product awareness in the market


Customer Focus and Service

Comply with all regulations regarding interactions with healthcare professionals, distribution of samples, etc.

Update territory customer segmentation classification, database and call records continuously

Deliver key promotional messages within approved detail aids and in line with POA

Build trust and credibility with customers by demonstrating professionalism acting within the AZ Code of Conduct

Explore and expand new customer base in line with SFE guidelines


Reporting/ Administration

Submit monthly reports commenting on deviations from Business Plan and intended actions to align performance with objectives

Ensure punctual delivery of reports / daily synchronisation on veeva


Personal Development

Develop behaviours leading to enhancement effectiveness as outlined in MR competency definitions

Identify areas for self-development and discuss developmental needs with FLSM

Attend and actively participate in sales meetings, product and sales training


Minimum Requirements

BSc. Biological Sciences/ Health Sciences

2-4 years’ experience as a Sales Representative within the Pharmaceutical environment

Existing Relationships with KOL’s in the therapeutic area

Strong Negotiation skills

Previous experience with facilitating and organising meetings

Proven sales and customer success record

Previous experience and knowledge of the therapeutic area

A Valid driver’s license



Computer Knowledge

Team Player

Action orientated/ Sense of urgency

Excellence and Integrity


Strong initiative

Results orientated

Strong analytical ability


How To Apply

Interested and qualified candidates shouldmake their applications througjh AstraZeneca's career portal via the link

Apply for this Job Now

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