Medical Representative, CRM (Fixed-Term) - Nairobi

Major accountabilities: 

• Drive Competitive Sales Growth
• Identify and prioritize high-potential customers through data analysis (HCPs and stakeholders) who influence prescription decisions.
• Drive sales performance through the skillful orchestration of positive customer experiences
• Engage and Build Relationships.
• Engage in value-based conversations (in-person and virtually) to understand critical customer challenges, decision-drivers, pain points and opportunities.
• Personalize and orchestrate customer engagement journeys for target HCPs by reflecting customer preferences, leveraging available content and multiple engagement channels.
• Build engagement by working in partnership with HCPs to develop a sustained collaboration over time for Novartis
• Deliver memorable, customer-centric experiences beyond clinical differentiation by listening to their needs and understanding their healthcare environment.
• Establish effective working relationships with opinion leaders and top medical influencers (at territory level) and challenge current behaviors in order to improve the patient journey (right patient, right time).
• Develop Deep Customer Insights and Understanding -Gather insights on the customer’s business to uncover what is important to them.
• Follow up on customer feedback and translate responses into actions that create additional value and exceed expectations.
• Leverage available data sources to create, dynamically prioritize and adjust relevant territory, account and customer interaction plans.
• Share customer insights with relevant internal stakeholders on an ongoing basis to support the development of product-and indication-related content, campaigns and interaction plans.
• Deliver Value to Customers and Patients.
• Collaborate compliantly with cross-functional teams to design and implement solutions that address unmet customer and patient needs.
• Act as a trusted partner to the customer for the purpose of helping them run their business; listen to learn; strive to deepen the relationship in a compliant and ethical manner; position themselves to create value-add solutions.
• Act with integrity and honesty by treating customers and colleagues in a transparent and respectful manner with clear intent. When facing ethical dilemmas, do the right thing and speak up when things don't seem right.
• Live by Novartis Code of Ethics and Values and Behaviors.
• Reporting of technical complaints / adverse events / special case scenarios related to Novartis products within 24 hours of receipt.

Key performance indicators:

• Assigned targets.
• Contact rate and coverage (daily contact rate vs. benchmark)
• Meetings spend vs. budget
• Therapy/product knowledge including tertiary evaluations of progress.
• Delivery of customer centric activities – dependent on individual and in agreement with District manager
• Territory administration – reports completed accurately and to timescales

Minimum Requirements:

Education:

• Bachelor’s degree in pharmacy, life science or a degree in any relevant discipline.

Work Experience:

• Minimum 3 years' experience in pharmaceutical/medical sales, or allied industry.
• Knowledge of Pharma industry and its changing environment.
• Prior experience within the cardiovascular therapeutic area would be beneficial.
• Professional accomplishments that reflect achievement orientation, self-motivation, initiative, independence, and strong customer service orientation.

Skills:

• KOL Engagement
• Account Management.
• Commercial Excellence.
• Communication Skills.
• Compliance.
• Cross-Functional Coordination.
• Customer Insights.
• Ethics.
• Influencing Skills.
• Negotiation Skills.
• Selling Skills.
• Technical Skills.