Lilly is a top 10 global pharmaceutical company, dedicated to creating medicines that help improve peoples' quality of life for more than 135 years. At the heart of Lilly's operations are its core values excellence, integrity and respect for people and these are reflected in business practices that include strong governance principles, the ethical development of medicines, transparency and ethical product promotion.
To maximise growth of Lilly's Bone Drug by building awareness and confidence to initiate and/or to refer target patients to bone specialists amongst orthopaedic surgeons.
This role will report directly to the Commercial Manager and will have close interaction with the National Sales Director, Marketing and Medical teams.
It is an expectation of this role that there would be travel to service customers & to attend business meetings. The role will involve some evening & weekend work attending company and industry meetings.
Key Responsibilities: Serve as the Sales resource in the assigned territory:
Develop and successfully execute the Business plan for the territory
Plan and implement programs within the territory to create awareness for the product
Ensure KOL and TL action plan for the territory is supported in field
Ensure HCP relationships are managed and successfully maintained to build trust
Ensure financial and commercial analysis of the territory is effective and appropriate; manage the territory to maintain profitability
Manage key partners involved in the successful performance of territories
Operate with high integrity with customers at all times, including adherence to internal processes like HCPcom (Integrity in Business), Concur (expense), and other Standard Operating Procedures.
Ensure clinical expertise remains current and in line with company requirements
Understand customer needs through proficient use of Value Based Selling (Lilly s selling approach focusing on customers needs in the center) and institutional selling
Understand & clearly communicate product & clinical material with credibility & confidence
KEY COMPETENCIES AND SELECTION CRITERIA
Qualifications: Tertiary Qualifications in Science, Business, Nursing or related discipline is essential. Most Critical Skills & Attributes:
Selling capability (strategic customer focus)
Account & Stakeholder Management An ability to manage key accounts within a geographic area and to enhance relationships, to build and increase collaboration, to develop valued relationships with key influencers and teams
Scientific knowledge and application A demonstrated ability to understand and disseminate scientific information and related disease states at a depth required to credibly communicate with a specialist
Strong Professional Communication - Strong interpersonal skills and the ability to share relevant and high quality information
Business Acumen - To have an understanding of business drivers for both customer and organisation, cuts through the complexity to solve business problems that creates a mutually beneficial outcome
Planning and execution - An ability to review data; strategically plan actions that are implemented with the desired outcomes and accountability for these actions.
High level organizational skills The ability to prioritize and deliver on customer requirements and complete all administration tasks within the required timeframes
Learning agility - To be able to effectively deal with a wide variety of people and challenging situations and is comfortable with complexity, can examine problems carefully and deliver in first time situations.
Emotional Intelligence To be able to evaluate emotions of self and others in order to understand drivers of behaviour and build valued relationships, to remain optimistic and positive even in ambiguity or during a setback.
Resilience The demonstrated ability to be determined to achieve a goal, the ability to persevere during times of trial, ability to adapt to change and move forward after disappointments and setbacks
Compliance the ability to understand operating principles, procedures and practices and to operate within them at all times
Skills/Attributes which would make the successful candidate more effective:
Resourceful and uses Initiative to drive positive outcomes
Sense of urgency to execute with ability to deliver results
Influence and Negotiation skills; strong interpersonal and communication skills
Collaboration: ability to work across team and cross-functionally
Work style: Professional approach, leaning in with optimism and enthusiasm
Learning Approach: Openness to learning and feedback with a continual focus on increasing competency & skill set
Prior Knowledge or Experience:
Demonstrated experience and strong success in an Orthopaedic Specialty Sales role with similar complexity in Pharmaceutical industry is essential
Previous selling experience in a clinical/hospital setting is essential
Sound knowledge of the Orthopaedic Surgeon environment & customer base is essential.