Pharmaceutical Sales Representative Job


Requisition ID: DIR026250 Position Overview – Basic Functions & Responsibility Description & Role Purpose Organisational Environment The PSR is responsible for achieving sales targets, market share and growth for assigned products through development and implementation of customer call plans. The PSR promotes products with designated customers within a defined geographical territory, which usually includes metropolitan and rural areas. The PSR role sits within the Sales & Marketing organisation and reports to the Sales Manager. MSD operates within the pharmaceutical industry, which in Australia is both highly regulated and very competitive. Our success largely depends on our ability to build customer loyalty and optimize the return on customer segments. Success is often dependent on getting new products into the market quickly and reimbursed at a price acceptable to both the marketplace and the organisation. Our success also depends on a high level of market penetration and effective management of emerging and existing customers i.e. GPs, Specialists, Pharmacists, Hospitals and Consumers. This requires a high level of coordination between customers, sales and marketing and clinical research. The primary focus of the Sales & Marketing Department is achieving sales and income for the organisation. In order for a product to be successful once reimbursed, the technical benefits of a product must be identified and communicated to potential consumers. The Sales & Marketing Department’s role is to identify benefits for customers, create communication messages, and develop and implement efficient and effective methods and tools for delivering the messages to clients. Primary Activities – Accountabilities, Supervision, Key Communications Primary Activities/Accountabilities

  • Build long-term, trusted business relationships with Doctors and Pharmacists.
  • Demonstrate competence in technical information whilst implementing product sales strategies to customers.
  • Display selling skills that understand and meet customer needs by delivering tailored solutions.
  • Interact with individual customers or groups of customers using a variety of multimedia technologies.
  • Achieve Call Volume, Frequency & Coverage expectations on Target Customers.
  • Coordinate and implement Medical Education Meetings.
  • Utilise sales analysis tools to develop Territory Business Plans and implement sales activities that maximise high-potential areas of the business.
  • Work collaboratively with Territory Colleagues to develop and implement a Territory Working Agreement that maximises cross-promotion of products.
  • Utilise CRM system to enhance customer relationships. Meet requirement to enter call and activity notes within 24 hours of call.
  • Flexible working hours are required, with occasional evening and weekend work.
  • Travel every 5-6 weeks to country/regional areas and to sales conferences as required.
  • Uphold professional conduct with adherence to Medicines Australia Code of Conduct and MSD Policies/Procedures.
  • Ensure all business activity complies with relevant Acts, legal demands and ethical standards.

Key Performance Indicators

  • Achievement of Sales Targets
  • Internal Business Drivers including: (Field Days, Call Volumes, Frequency & Coverage and Medical Education Meetings)
  • Maintenance of CRM system – entering accurate call and activity notes within the required timeframe

Qualifications Skills, Knowledge, Experience, Qualifications Required for the Role Functional Competencies

  • Territory Management
  • Selling Skills & Relationship Management
  • Product & Service Offerings
  • Professional Conduct
  • Technology Usage

MSD Leadership Standards

  • Make Rapid, Disciplined Decisions – Make timely decisions at the right level with the right data, and support them once made.
  • Act with Courage & Candor – Speak openly, honestly and with conviction: have the courage to take appropriate risks and make difficult decisions.
  • Demonstrate Ethics & Integrity – Adhere to the highest standards of trustworthy and ethical behaviour in all interactions and hold others to the same standards; comply with all laws, policies and regulations; identify and address ethical issues without hesitation.
  • Foster Collaboration – Actively listen and seek to understand differing perspectives; work together to achieve the common goals of the new MSD.
  • Focus on Customers & Patients – Focus the entire organisation on delivering value for customers, including patients, by understanding and meeting their needs.
  • Drive Results – Set clear performance standards; overcome obstacles; hold ourselves and others accountable for achieving results.

Education Required

  • Completion of HSC or equivalent (essential)
  • Life Science or Business degree (desirable)

Certification Required

  • Medicines Australia (desirable). If not completed prior to employment, employee is required to complete within first two years of employment.

Desired Experience

  • 5+ years experience sales and/or services roles of increasing responsibility.
  • Previous pharmaceutical industry experience preferred.
  • Exposure to other medical or pharmaceutical environments an advantage.

Verbal Communication

  • Well developed, professional oral communication skills
  • Selling skills that incorporate rapport building, questioning and negotiation skills
  • Ability to assimilate and communicate scientific information in a simple, concise manner
  • Ability to impact and influence a range of customers
  • Well developed presentation skills

Written Communication

  • Well developed, professional written communication skills
  • Ability to create effective Territory Working Agreements and Territory Business Plan


  • Ability to take initiative, work independently and proactively
  • Effective prioritization and time management skills
  • Sound business acumen
  • Receptive to coaching with a desire to learn and continually develop
  • Adaptable to a changing business environment
  • Perseverance, tenacity and resilience
  • Discretion with company-confidential information

Training applicable to the role includes

  • Disease state, product & competitor
  • Medicines Australia (MA) Code of Conduct
  • CRM ,Compliance & other internal processes

Job: Direct Sales Generic Other Locations: Employee Status: Regular Travel: Number of Openings: 1 Shift (if applicable): Hazardous Materials: Company Trade Name: MSD


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