Product Specialist Dermatology

Job purpose & objectives:

• To promote & launch dedicated product line and increase penetration to specialist in hospitals (and/or private practice)
• To achieve market share / volume growth as defined by management in plan
• To establish privileged relations with the specialists and key decision makers of his/her product line to champion AbbVie image as a strong scientific and innovative partner within the specialty

 
Accountability

Achieve goals of market share / volume growth for his product line for his territory, within allocated expense budget.

Key interfaces

Internal

• Sales Mgr
• Brand Mgr
• Other PS
• Medical Advisor
• MSL

External

• Medical Drs and Specialist (Dermatologists, Gastroenterologists, others specialists tbd) in Hospitals and/or private practice specialists, where appropriate)
• Hospital Pharmacists
• Hospital Directors/Administration, where appropriate
• Nursing and staff Nurse where appropriate

Tasks and responsibilities

• Calls on targeted (therapeutical) specialists and experts in his territory, to support and accelerate product penetration, based on marketing /sales strategies as defined by product/sales management.
• Organizes hospital staffs, workshops and regional meetings to increase noise level and support the product knowledge & acceptation and business expansion. 
• Analyses his territory potential and proposes action plans (priorities-targeting) that assures high return on investment (profitability focus); identifies growth opportunities, presents them to sales mgt, and implements sales strategies to support the development of his product/business.
• Keeps abreast of the hospital formulary situation, and follows up with specific actions in line with strategy and tactics as defined by marketing mgt. 
• Defines opportunities and develops customer specific approaches and services in accordance with marketing strategies (including promotion activities, customer support/service, use of specific promotional material and documents, congress and symposia participation…)
• Analyses results and performances (ratio results/investments) via tools provided by product management. Identifies business that is on risk and develops corrective actions where necessary.
• Collects information on competitors’ sales tactics and competitive advantages towards customers; updates himself on the customers’ expectations and keep abreast of specific local situations and issues.
• Represents AbbVie at congresses and symposia, builds trustful relationships with KOL’s, and is able to sustain a strong and integer company image.
• Supports PR activities among GPs by providing good speakers / advocates of AbbVie products
• Collects all relevant market info about customers, competitors, and market changes and communicates them through the market Intelligence forms
• Identifies customer needs and convert them into new sales opportunities / added value services which favours return on investment

Profile:

Education, background and experience

• Higher Degree, Scientific/healthCare orientation or background
• A first experience in a similar function would be an asset
• Entrepreneurial Mindset

Skills and competencies

• Fluent in French and Luxembourgish, good command of English
• Have an in depth view of current customers, potential customers, and competitors’ activity.
• Strong selling skills: shows extensive skills to identify and be responsive to customers’ needs and wishes, continually identifies ways of improving business performance and win-win solutions to customer needs.
• Project management skills: ability to initiate, plan, organize, motivate, and coordinate resources & procedures to achieve business goals
• Ability to interpret scientific data, translate scientific results in differentiation arguments
• Excellence in presentation & communication skills strong ability to communicate in an effective way whether in small or large groups
• Digital experience in leveraging new technologies like interactive tablets and new analytics (closed loop marketing) is an asset
• Energetic and motivated
• Flexible/Adaptable: switches quickly from one task to another without losing efficiency
  Flexibility for working on evenings and weekends where required, ready to travel occasionally
• Proactive: takes the initiative to meet customer needs before the competition
• Autonomous: Capacity to identify priorities based on potential, able to undertake effective actions, on his own, within his area of authority, and reach his objectives, based on his own judgment and conviction
• Innovative: explores and implement alternative successful ways of working and tools
• Integrity: emphasises the corporate values of integrity and trust, internally as well as externally
• Teamworker: offers to help colleagues achieve common goals; make sure all relevant information are shared within the team, capacity to leverage all the available resources (KAM, PRM, MSL,…)
• Open-minded: Positive attitude

Interested in this position? To apply or get more information please contact HR via jobs.lu.