At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.
Job Purpose:
Enhancing customer experience by determining the most pressing demand and providing the best pharmaceutical-based healthcare solutions to meet corporate goals. Establishing a sales strategy after researching market trends. In order to achieve individual and pool sales targets using patient-focused selling principles while adhering to Lilly compliance guidelines, meeting and engaging designated doctors in the assigned territory, promoting company products to customers, and strengthening relationships with stakeholders like doctors, paramedics, retailers, and stockists are all necessary.
Sales and Territory Planning:
- Develop a detailed territory business plan for the portfolio by making strategic decisions about goals, resource investments, and monitor and measure the plan.
- Based on Retail Call Audit and market analysis refresh and update MCL from the universal list provided by sales operations and prepare a retail call list for important retailers.
- Prepare a patch plan as per customer availability and schedule, prioritize business opportunities.
- Plan for achieving targets set by the company, track and analyse weekly sales data in order to identify trends and make required modifications to the plan.
Product Promotion and Education:
- Effectively communicate the value proposition and therapeutic benefits of Lilly's biopharmaceutical products to healthcare professionals and customers.
- Conduct product presentations, educational seminars, and training sessions to enhance customers' understanding and usage of our products.
- Stay up to date with the latest scientific and clinical data, guidelines, and publications related to the assigned therapeutic area (biomedicines), and share relevant information with customers.
- Provide scientific support and respond to inquiries from healthcare professionals, addressing their concerns and providing accurate information.
Conducting Customer Calls:
- Meet the required number of customers as per SPP targets and call plan. Meet retailers as per SPP target and plan in order to gather information about product trends and competitor data.
- Meet compliance requirements on calls; Conduct effective pre-call planning by setting objectives tailored to customer segment, needs, attitudes, motivations, environment, and business priorities, then prepare potential solutions; Conduct post-call analysis and record next call objective in approved CRM tool.
- Use relevant sales materials to address customer questions, objections, and concerns.
- Promote company products to customers as per the Patient Focused Selling Principles and by using aids provided by Marketing.
- Strengthen relationships with all stakeholders. Achieving the assigned sales targets.
Customer Paramedic Staff and Retailer Engagement:
- Finalize doctors engagement plan for a quarter and conduct programs as per plan and steer all related logistics and coordination.
- Plan, develop, and implement effective communication (e.g. presentations) in a variety of settings.
- Identify speakers and audience for conducting programs, work with various departments to ensure timely documentation and certification of the speaker.
- Invite doctors for Marketing led programs, conduct Retailer Awareness Programs, conduct Nurses awareness programs to upgrade the knowledge of paramedic staff and conduct programs as per compliance guidelines.
Stockist Management:
- Engage with stockists regularly to strengthen relationship, gather information to analyze sales trends every week and conduct physical stock verification at the Stockist.
- Maintain a balance b/w first line and second line sales as per the company guidelines.
- Participate in ensuring availability at various retailers like placing and collecting orders.
- Coordinate b/w Stockiest and CFA at the time of closing and identify new stockists and propose to ASM.
Sales and SPP Reporting:
- Timely reporting of all the doctor and retailer calls.
- Report details of programs conducted, and any medical services request received from doctors through on-demand.
- Present sales trends in monthly reviews.
Compliance:
- Act in accordance with respecting privacy and other internal and external procedures. and respect the highest ethical standards of Lilly and of the communities where Lilly does business
Core Capabilities/Skills:
- Knowledge of therapeutic area and product segment.
- Willingness to travel within the assigned territory as required.
- Detail-oriented with strong analytical and problem-solving skills
- Strong interpersonal, collaboration and partnering skills
- Outstanding learning agility and proactiveness.
- Good understanding of compliance and ethical standards within the pharmaceutical industry.
- Proficient with written and spoken English.
- Uphold Lilly values (Integrity, Excellence, Respect for People).
- Demonstrable drive and enthusiasm.
- Excellent verbal, written and presentational skills.
- Ability to prioritise work to achieve desired outcomes.
- Well organised, numerate – uses analysis to guide actions & IT literate – Excel, Word, Office.
- Accepts challenges and change readily and positively.
- Excellent customer liaison skills.
- Sense of urgency, enthusiasm, drive and a desire “to make a difference”
Qualifications & Experience Required:
- Bachelor's degree in life sciences, pharmacy, or a related field. Advanced degree (MBA or equivalent) is preferred.
- Minimum of 1 year (in case of Territory Manager) or 3-5 years of experience in pharmaceutical sales, preferably with a focus on biopharmaceuticals or specialty therapeutics.
- Proven track record of achieving sales targets and driving business growth. (MNC experience preferred).
Prior on-field experience preferred.
Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.
Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.
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