Regional Qualification Expert

About the job

Ready to push the limits of what’s possible? Join Sanofi in one of our corporate functions and you can play a vital part in the performance of our entire business while helping to make an impact on millions around the world. As Medical Sales Executive within our Dupixent team, you’ll achieve the territory sales and milestones objectives within assigned territory and portfolio through increasing prescriptions of Sanofi products in accordance to sales and marketing activities and in compliance with company procedures and policies, HSE, Pharma Code/ SAPI requirements, Pharma code of conduct and ethical standards at all times..
We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.

Main responsibilities:

Sales/ Development Leadership

• Achieve set targets sales (monthly, quarterly and annually) assigned by SM through execution of territory action plan (TAP) aligned with product/channel strategies in the territory.
• Monitor sales performance regularly and recommend territory action plans to ensure achievement of sales timely.
• Provide accurate sales forecast monthly to assist SM in preparing accurate monthly sales forecasting (TM) from the team.
• Identify sales opportunities/ business risk within assigned territories and recommend action plan to SM/ marketing in a timely manner.
• Be accountable and initiate Individual Development Plan (IDP) discussion with Line Manager and follow through on development actions as agreed with the Line Manager.
• Able to synthesize all data sources, appropriately discusses and articulate with physician the clinical implications of the information to be patient centric.
• Able to analyse respective territories and customers to roll out action plans in order to achieve sales target.

Sales Call Quality

• Effectively utilise all sales support materials, SFE tools (e.g. Electronic Territory Management System (ETMS), clinical papers (on-label indications), visual aids and other resources to maximise sales call quality and implement sales strategy. 
• Disseminate product information to doctors, physicians, pharmacists and nurses in a convincing manner using the prescribed product positioning, promotional messages and set objectives in line with marketing strategy
• Adapt to individual customer styles and utilise appropriate selling skills to deliver effective call
• Use visual aids appropriately to support key messages and deliver of effective call.
• Apply knowledge of all promoted products, key competitor products, major clinical trials, and clinical disease states to maximise promotional effectiveness.
• Update product knowledge and disease knowledge so as to make effective calls to customers. Participate in product training or certification programs as per requirements. Make a predetermined number of effective calls to identified potential doctors’ to promote products in alignment with the patient centric selling.
• Conduct Pre-call planning for each day’s work in advance with clear objectives for each call; perform post-call analysis and review visited customers’ feedback for continuous improvement.
• Report details of daily call activities as per the guidelines provided.

Sales Activity

• Execute TAP and marketing activities to targeted customers in line with marketing strategies to optimise prescription
• Assist in/ organize meetings, seminars, group- selling activities (GSA) and CMEs to promote company image and / or product awareness with the objective of achieving sales target.
• Collect complete current and new customer data on territory, maintain and update as the prescribed format on customer database in ETMS. This includes assisting the SM to conduct quality customer surveys-potential mapping, non-prescriber survey for segmenting & targeting exercise to identify appropriate target customers. Monitor competitor activities including expansion plan, territory reorganization, products, pricing and provide regular feedback to SM/ BMNSM and product/channel management team.
• Be aware of hospital tender prices, formulary listings and existing tender duration of current products (if applicable) and provide timely feedback to SM and product/channel management team. For GP and pharmacy, be aware of competitor prices and activities feedback timely relevant stakeholders.
• Ensure all sales activities are operating within cost effective coverage with approved budget and judicious use of resources across the territories.
• Maintain high level of customer service quality directly and through distributor

Core Professional Requirements

• Meet core professional requirements as they relate to administration, communication, reporting, company assets and dress code standards.
• Be accredited/ certified in the sales process and achieve product knowledge assessment pass marks.
• Maintain a high standard of product, disease state, technical, and pharmaceutical knowledge through ongoing study, training, assessment and participation in all relevant product information seminars.
• Report adverse events to Pharmacovigilance from self, following the company ADR reporting requirement.

Marketing / Channel Collaboration

• Identify, in conjunction with Product/Channel /Marketing/Sales Manager, appropriate trade displays /exhibits to attend or conduct.
• Participate actively in business reviews with Sales Manager/Business Manager/ National Sales Manager.
•  Give post-program feedback to product / channel management team.
• Assist in customer surveys-potential mapping, non- prescriber survey for segmenting & targeting exercise.
• Update accurate competitors’ activities including expansion plan, territory reorganization, products, pricing and promotion direction.
• Participate in and add value to discussions at team/quarter meetings.
• High adherence to periodic marketing  tactical activities implementation and follow up timely with all the HCPs in accordance to Pharma Code and compliance requirement

Stakeholder Management

• Identify and support marketing in maintaining working relationship with KOLs, both existing and potential, to act as product advocates in line with the strategic marketing direction for the product/channel.
• Develop sustainable business relationships based on customer needs and preferences.

Health, Safety and Environment (HSE) Responsibilities

• Responsible in complying and meeting all HSE roles and responsibilities in accordance to the existing HSE Policy
• Identify and correct unsafe conditions or behaviours and immediately notify the Manager of any serious incidents; complete an Incident / Injury Report and forward to Human Resources within 48 hours where necessary.

About you 

• Preferably 2-3 years of sales experiences in pharmaceutical industry or relevant functions.
• Preferably Tertiary qualifications in Pharmacy/ Science. Alternatively, extensive pharmaceutical sales experience.