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Orthopaedic Specialty Sales Consultant Australia,  

Lilly (company)

Posted on : 04 July 2017

Project Description

Orthopaedic Specialty Sales Consultant
New South Wales

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.

At Lilly Australia and New Zealand, Serving our Customers Brilliantly  will be the foundation for our success and the Specialty Sales team will be central to the ability of our affiliate to reach this goal.

Success in the role will have a direct contribution to affiliate goals related to customer loyalty, employee engagement, successful product launches and revenue generation.

This role will report directly to the Specialty 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 and to attend business meetings. The role will involve some evening and weekend work attending company and industry meetings.

Key Responsibilities:
  • Understand customer needs through proficient use of institutional selling
  • Understand and clearly communicate product and clinical material with credibility and confidence
  • Develop and successfully execute the Business plan for the territory
  • Ensure HCP relationships are managed and successfully maintained to build trust
  • Plan and implement programs within the territory to create awareness for the product
  • Ensure clinical expertise remains current and in line with company requirements
  • Operate with high integrity with customers at all times, including adherence to internal processes and other SOP s
  • Manage key partners involved in the successful performance of territories
  • Ensure financial and commercial analysis of the territory is effective and appropriate; manage the territory to maintain profitability
  • Ensure Key Opinion Leader and Thought Leader action plan for the territory is supported in field
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 ownership
    • 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
  • Leadership
    • 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
  • 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 a Specialty Sales role with similar complexity in Pharmaceutical industry is essential
  • Previous selling experience in a clinical/hospital setting is essential
  • Sound knowledge of Osteoporosis market and customer base

This role covers Sydney city and south including St George, Sutherland, Campbelltown, with country area being Canberra.


New South Wales, Australia

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