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Sales & Marketing Executive Job - Singapore  

MSD (company)

Posted on : 10 April 2017

Project Description

Sales & Marketing Executive-DIR018051


Detail, promote and sell MSD s products to the private clinics and restructured sectors. The primary focus of activities is to drive business for MSD products through building relationship with key stakeholders within the account. To achieve maximal sales and market share through personal promotion that is targeted and tailored for customers that benefits patients and adheres to MSD ethical standards. Build and execute account management plans for top accounts. Ensure timely execution of planned activities.

Strategic Sales Objectives & Sales Expertise

- To achieve strategic objectives as required by the franchise (eg market growth, sales growth, number of new accounts, formulary listings, new product market priming)
- Demonstrate high level of sales expertise and relationship management (through product & TA knowledge; selling skills, product presentation skills & managing customers)
- Be accountable for sales, activities and compliance within the assigned territory

Territory Management

- Proactively plan and optimize overall sales results performance through effective territory management (Reach & Frequency, call rate, field day; territory sales analysis, IMS analysis)
- Seek Tender opportunities, suggest and negotiate optimum pricing
- Demonstrate ability to resolve problems in timely manner, escalate issues early

Marketing Planning, Operations & Key Program Implementation

- Active involvement in annual brand planning process
- Effective planning & execution of marketing/promotional activities according to plan (eg GSA, L&L, SL engagement program, patient programs, public forums)
- Ensure timely submission and approval of documentations for planned activities
- In compliant with internal medical, legal & compliance processes

Marketing Strategy & Planning

- Develop / co-develop strategies to specifically counter competitive actions, or positioning in SG
- Key Opinion Leaders (KOL) identification and development / engagement plans in place
- Develop and implement annual marketing plans (in collaboration with Sales Manager)
- Management of product forecasts to ensure optimal inventory planning
- Partner PM to ensure effective product life cycle management and launch preparation

Marketing Implementation

- Support the development of promotional resources that supports the marketing strategy
- Lead , plan and ensure effective implementation of the following ; marketing plan, KOL development plans, CME events, congress, exhibitions, etc
- Conduct product marketing strategy related training for new staff/sales representatives
- Lead the knowledge competency enhancement among the sales team on product clinical updates for call execution

Tracking, Monitoring & Control

- Track, monitor, and analyze sales trends and put forth action plan as necessary on a monthly basis
- Track business KPIs
- Proactively manage all marketing materials through the Medical Legal process and track materials for compliance throughout their approved life
- Plan and collaborate with sales team to ensure effective sampling plan execution


Education Level:

- A good Degree in Pharmacy/ Biomedical Science/ Arts/ Business


- 5-8 years pharmaceutical sales experience in Pharmaceutical industry
- Experience in Hospital Acute Care & Oncology is an added advantage
- Strong presentation skills, positive attitude and strong sales achievement
- Strong customer focus and proven relationship building skills
- Good track record in sales, with a history of achieving results
- Experience in handling projects from end to end

Leadership competencies

- Focus on customer & patients
- Drive results, rapid & disciplined decision making
- Demonstrates Ethics and Integrity
- Displays courage & candor
- Fosters collaboration

Functional Competencies

- Self-driven and proactive to manage the dynamics of the cross functional team, including planning & problem solving
- Uses relationship building skills (e.g. opening, need-based selling, intimate customer understanding) to effectively influence the target audiences
- Develops clear call objectives based to obtain the desired behavioral outcome
- Identifies drivers and barriers (opportunities and objections / obstacles) and applies objection handling techniques to lead the discussion process to a positive outcome
- Identifies buying signals and makes a direct and compelling request / recommendation based on the desired behavioral outcome (close the sale)
- Presents self professionally and delivers messages confidently
- Effectively executes promotional programs and brand / franchise messages to the targeted segment
- Utilizes effective time management (e.g. route planning) to maximize reach and access to customers
- Routinely seeks customer feedback and provides timely and useful communication to internal and external customers
- Captures and utilizes ongoing customer information and competitor intelligence using available technology
- Tracks, verifies and optimizes reach, frequency and tactical promotion objectives for identified customer groups over the short and long term
- Routinely follows up and finds solutions to address objections / issues
- Develops an integrated sales/account plan based on marketing strategy, competitor assessment, customer understanding, business opportunity and key tracking metrics
- Generates target list from agreed customer segments with prioritization based on individual potential and influence
- Applies internal data and competitor / market information (e.g. IMS data) into plan development
- Refines plan when appropriate (e.g. selling activities) based on customer feedback and optimal return
- Achieves synergy with the planning of other functional groups (e.g. medical, public affairs) in interacting with customers
- Utilizes available technologies in planning activities
- Allocates agreed resources to achieve business objective and desired ROI

Job: Direct Sales Generic Job Title:Sr. Customer Rep., Sales

Primary Location: APAC-SG-Singapore-Singapore

Employee Status: Regular

Travel: No

Number of Openings: 1

Company Trade Name:MSD

Job Segment: Sales Management, Medical, Oncology, Pharmaceutical, Sales, Healthcare, Science

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