Senior Medical Representative
Salary undisclosed
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The Position
- Responsible for leading cross function account customer engagement for the assigned Hospital Accounts to drive growth and create mutual for customers, patients and Boehringer Ingelheim
- Lead the development of account plans based on deep understanding of customer and patient need and ensure seamless execution of resulting account strategies.
- Orchestrating for Exceptional Customer Experience – focused on implementing in-hospital and virtual execution of the Hybrid Customer Engagement Model. Implement Multi Channel Cycle Plans to target Customers, meet/exceed sales targets for assigned product(s) within the allocated territory and achieve related quantitative/ qualitative KPIs
- Adhering to Compliance, Code of Conduct and Policies – responsible for ensuring all company and industry compliance requirements (e.g. Pharmacovigilance) are understood, adhered to and established local compliance processes are followed
- Sales Achievement in the assigned territory
- Territory sales accountability (e.g. sales value, units etc.)
- Ensure formulary listing and availability of Actilyse in medical and emergency department
- Create demand/generate prescriptions for promotion of thrombolysis by utilizing the available resources/tools/channels and trained behaviours
- Identify opportunities to grow/ expand relevant customer universe for Boehringer Ingelheim products
- Customer Understanding & Relationship Management
- Builds and sustain strong and trusting strategic relationship with key stakeholders – Clinician and Administrators in Formulary Committee to build a deep understanding of customer needs and identify new business opportunities
- Serve as the primary points of contact for key account stakeholders and compliantly bring in cross function partners during customer conversation as needed, created seamless engagement experience for the account
- Strengthens the perception of Boehringer Ingelheim as an integrated collaborator, contributor and resource in improving patient outcome
- Plan logistics to ensure execution of MCCPs and that relevant stakeholders are seen with the required Reach and Frequency, F2F and S2S
- Locally mandated reports (eg. Competitor surveillance) are completed accurately, in full and submitted on time
- Orchestrate Exceptional Customer Experience
- Communicate with relevant Boehringer Ingelheim customer facing roles (marketing, MSLs etc.) and work interdependently to ensure customer experience is personalized and relevant to them
- Proficiency in utilizing Veeva resources; Engage (scheduling, launching meetings, group calls, sharing content), Event Management (recording events), survey function (conduct surveys), CfE function (engage with coaching) and OneMessage, FuE function (send emails).
- Capable of assisting customers to interact with Veeva Engage across common visual conferencing platforms
- Identify customers’ preferred communication channels, directing appropriate resources (face to face calls, Veeva Engage, phone calls, follow-up emails, BI one website, webinars, OneMessage, Adobe campaigns) to fulfil the Customers’ needs
- Management/development of assigned Key Opinion Leaders (KOLs) and coordination with relevant Medical Societies/ Institutions
- Superior Customer Engagement Capability (Knowledge & Skills)
- Effective Knowledge depth (Disease, Clinical Trials, Product, Marketing strategy, Competitor intelligence and Environment) to communicate confidently and competently with customers
- Effective Customer Engagement Skill proficiency (Hybrid CEM, CSM, CEM Situational, ECiP, Engaging Customers with FuE etc.)
- Knowledgeable across the 7 Hybrid CEM steps and 27 behaviors. Able to execute assigned Marketing strategies (e.g. messaging/ product presentations, overcoming objections etc.) within the customers’ preferred communication channel
- Digitally fluent/tech savvy, able to reliably utilize CRM/ Veeva, undertake pre-Call set-up of digital platforms (e.g. Veeva Engage)
- Capable and confident in presenting to Groups of customers, both face to face/screen to screen
- Comply with local regulations, industry, and our company Code of Conduct
- Comply with all regulations regarding interactions with healthcare professionals (HCPs), following our company Code of Conduct
- Take prompt and necessary actions on issues of compliance and Pharmacovigilance
- Be a role model in compliance with local regulations, industry, and our company Code of Conduct
- Regular Reporting
- Locally mandated reports (e.g. competitor surveillance) are completed accurately, in full and submitted on time
- Bachelor’s degree
- Direct selling experience in healthcare industry is advantageous
- Competencies required.
- Industry/ Product knowledge
- Selling skills applied across a diverse range of channels
- Multi-Channel Cycle Planning and execution
- Customer Relationship Management
- Self-development/learning
- Communication skills
- Planning and organizing skills to collaborate with other customer facing personnel
- IT literacy
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