About this role
Title: Senior Medical Representative Company: Ipsen Poland LLC About Ipsen: Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation. Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success. Join us on our journey towards sustainable growth, creating real impact on patients and society! For more information, visit us at https://www.ipsen.com/ and follow our latest news on LinkedIn and Instagram.
Job Description: Summary & Purpose of the Position
To … Build and maintain strong professional relationships within the assigned territory with oncologists, urologists, radiation oncologists, as well as healthcare professionals and administrative staff involved in the care of oncology patients. Provide approved disease and product information to healthcare professionals to meet or exceed assigned sales objectives while ensuring full compliance with Ipsen's Ethics & Compliance standards, local regulations, and applicable Codes of Practice.
Main Responsibilities & Technical Competencies
• Define and monitor Account Plans at territory level • Implement Ipsen’s Key Account business planning and Sales Force
Effectiveness program to achieve optimal sales performance. This includes: o Strong strategic thinking and planning skills to deliver business returns within the territory o Develop and implement robust key account and territory business plans centred on performance to meet or exceed territory productivity requirements o Identify and bring to completion Territory sales opportunities, through internal and external partnerships and territory management o Identify and communicate key territory opportunities and challenges to build organisational knowledge and meet identified customer needs o Adapt selling style & approach to match the sales environment, such as an account management approach in hospital departments/centres, or a transactional sales approach with respect to sole decision-makers o Identify and action opportunities to simultaneously improve patient outcomes, build sales and satisfy customer needs o Effective management of territory resources and budget o Knows treatment schemes at each centre/client, understands motivation of the clients o Regularly analyse available data and behavior of customers o Plan and prioritize activities based on knowledge of the situation at each centre o Undertake accurately and timely reporting activities including detailing call records, sales analysis; customer, promotion and competitor feedback and regulatory requirements
• Selling • Excellent communication, influencing and negotiation skills • Advanced selling/key account management skills, including delivering a tailored sales experience, based on needs-based selling • Understand the difference between scientific selling and simple relation management/cultivation • Secure hospital and regional formularies and referrals • Demonstrate knowledge and skills at practical training regularly • Always has goal at the canter (before each discussion but also long term) • Knows motivation of the client for his decisions and adjust communication sales talk accordingly • Adapt communication/selling to situation and behavior profile of the client • Listen carefully, ask questions and understand what is happening at each canter • Select relevant argument in discussions and transfer them into benefits for patients, client and/or department • Utilize all relevant promotional materials efficiently and is proficient in all tools • Is identified with product he/she sells and it is important for him/her • Is proactive, comes with new ideas, think about business and clients
Stakeholder Engagement and Influence • Build and leverage internal and external stakeholder networks and maintain regular contact with key decision-makers and influencers. • Develop strong and long-term relationships with customers and KOL in all assigned accounts and collaborate with cross functional stakeholders to deliver leverage organisational value and deliver a superior customer experience that meets organisation objectives. • Maintain regular and quality contact with key external decision-makers • Identify Departmental and stakeholder drivers and barriers in key hospitals • Work closely with the cross-functional Brand Team to develop account objectives, strategies and tactics • Fosters team effectiveness and accomplishments of shared goals by sharing knowledge, experience and information. • Maintain regular and timely communication with cross functional colleagues • Proactively and positively contribute to Sales Meetings and Sales Team initiatives • Is respected partner for KOLs, experts
Ethics & Compliance • Ensure that all activities within his territory are undertaken in accordance with the National Regulations and local sales and operations guidelines, as well as any local Codes of Practice. ▪ Technical skills Very good social/communication and selling skills combination ▪ Customer oriented ▪ Motivated ▪ Capacity to orient self in complex treatment schemes ▪ Good teamwork skill ▪ Demonstrates superior selling competencies with complex products ▪ Ability to effectively influence and communicate with customers, internal and external contacts at all levels and excellent organizational, written and verbal communication skills ▪ Proactive ▪ Expert key account management skills including strong selling, business analytics, planning and numerical skills and an ability to manage complex situations and make expedient decisions, execute plans and achieve outcomes ▪ Excellent organization, implementation, budgetary and project management abilities
▪ Must be proficient in the following applications: MS Word, MS Excel, MS PowerPoint, MS Outlook
• Specifics of the position: - Must be able to behave in a manner consistent with the Ipsen Code of Conduct and Action Principles - Must have a valid Drivers’ Licence - Must be willing to travel • Internal and external contacts (organization)
o Internal: All country staff - Sales & Marketing; SFE, Medical, Marketing Market Access, Product Manager o External: w/Key Oncologists, Hospitals
Knowledge & Experience (essential):
• Education • Minimum of BS/BA Degree in science or similar degree, or nursing registration (preferably highly specialized like emergency nurse, with BA degree) – could be overcome by extensive experience
▪ Experience ▪ Track of successful work with innovative “canter product” in the field of solid oncology ▪ Scientific selling experience /changing treatment pathways/ ▪ Unassisted experience with hospital tenders process in accounts (Cooperation with hospital pharmacies, Cooperation with Hospital Public Procurement Depts., knowledge and practical understanding of regulations describing tender processes in hospital environment.) ▪ Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals in a specialist/hospital or similarly complex environment. ▪ Demonstrated skills at building and maintaining professional relationships with key customers including KOLs and professors ▪ Demonstrated ability to work effectively in matrix teams
Language(s) (essential): • English communicative
#LI-LN1
We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”. The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities. When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions. Together we strive to better understand the communities we serve. This means we also want to help you perform at your best when applying for a role with us. If you require any adjustments or support during the application process, please let the recruitment team know. This information will be handled with care and will not affect the outcome of your application.