Specialty Product Specialist in HCMC 1 (Ho Chi Minh City, Vietnam)

The Position

 

Specialty Product Specialist

Orchestrating for Exceptional Customer Experience - focused on implementing in-clinic and virtual execution of the Customer Engagement Model. Implement Multi-Channel Cycle Plan to target Customers, meet / exceed performance targets for assigned product(s) within the allocated territory and achieve related quantitative/ qualitative field force KPIs. Additionally to:

Organise physician education programmes and support KOL development

Support implementing patient education, product access and treatment compliance programmes

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.

 

Tasks & responsibilities:

1. Promotion Achievement in the assigned territory

Territory promotion accountability (e.g. value, units, market share% etc.)

Ensure formulary listing and availability of BI products as required

Create demand/ generate prescriptions for promoted BI products by utilizing the available resources/tools/ trained behaviours

Build valued discussion around specialty HCP needs and opportunities

2. Data management, reporting, Multi Channel Cycle Plans (MCCPs)

Maintain an accurate & complete customer (email address,other contact info) database in Veeva

Record and track product promotion and customers in territory/hospital

Provide monthly forecasting sheet based on actual performance

Obtain and record feedback from customers on competitor product performance and monitors their activity

Prepare and provide ad hoc reports as requested by Management team/ Business Unit Director

Develop, validate and execute MCCPs for the allocated territory to maximize BI business and ensure achievement of sales targets / objectives

Comprehend, integrate and execute ICPs into MCCPs

Plan logistics to ensure execution of MCCPs and that high value customers (Gain, Build, Defend) are seen with the required Reach and Frequency, F2F and S2S

Execute effective MCCPs with the objective of maximizing BI business in assigned territory to ensure achievement of sales targets / objectives

3. Orchestrate Exceptional Customer Experience

Communicate with relevant BI customer facing roles (Marketing, MSLs, etc.) and work interdependently to ensure customer experience is personalised and relevant to them.

Understand customers' preferred communication channels, directing appropriate resources (face to face calls, Veeva Engage, phone calls, follow-up emails, BI one website, webinars, Adobe campaigns) to fulfil the preferred channels

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 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, OneMessage, follow-up emails, BI one website, webinars, Adobe campaigns) to fulfil the preferred channels

Management/development of assigned Key Opinion Leaders (KOLs) and coordination with relevant Medical Societies / Institutions

Develop / maintain effective relationships with target customers encouraging their assistance in perceiving/promoting BI products in a positive manner

4. Superior Customer Engagement Capability (Knowledge & Skills)

Exceptional 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.). Supports and encourages dialogue of scientific / clinical knowledge, providing enhanced value to HCPs through facilitation of individual patient management and therapy decision making process

Knowledgeable across the 7 CEM steps and 27 behaviours.  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 utilise 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

Provide expert understanding of the Payor landscape to internal and external customers

5. Comply with local regulations, industry and the BI Code of Conduct

Comply with all regulations regarding interactions with healthcare professionals (HCPs), following the BI Code of Conduct

Take prompt and necessary actions on issues of compliance

Be a role model in compliance with local regulations, industry and the BI Code of Conduct

Requirements:

Competencies required:

Analytical & decision making ability

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

Experience:

Direct selling experience in specialty healthcare is advantageous

Minimum Education / Degree Requirements: Bachelor’s degree with major in Pharmaceutical science.

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