Hospital Sales Representative
About us
The Pharmaxo Group is an award winning, market leading pharmaceutical and healthcare business that serves customers, patients and medical professionals across the UK.
We are located in a modern manufacturing and office facility in Corsham Science Park in Wiltshire, just 5 miles fromChippenham and 8 miles from Bath. The Pharmaxo Group comprises of:
Bath ASU which produces thousands of aseptically (sterile) compounded injectable pharmaceutical products each day for hospitals and patients who are fighting cancer, living with chronic disease or in need of pain relief.
Pharmaxo Healthcare which is a growing clinical homecare provider in an expanding market offering greater convenience to patients whilst delivering efficiencies to the NHS.
Pharmaxo Scientific which develops the innovations in biotechnology, data and information technology that drive our businesses.
Overall job purpose
* To achieve overall regional sales and profit targets around the provision of sterile compounding services as defined by the annual budget and execute the agreed strategy in line with commercial goals within defined territory.
* Develop a good understanding of the products and treatment approaches for oncology, pain control and other disease modifying treatments administered as sterile injectable products.
* To promote Bath ASU (and where appropriate other Pharmaxo products) as an innovative, customer focused company to all stakeholders within UK Pharmacy and Hospitals, to develop a competitive advantage for Bath ASU Compounding Services.
* To develop long term relationships with key customers across the NHS and Private Hospital providers within your territory.
* Through your network of stakeholders to gain market intelligence of both customers and competitors and share with internal stakeholders.
Main accountabilities
* Meet or exceed sales targets within your territory.
* Forecast financial growth/number within the agreed territory, product and services.
* Demonstrate awareness of profitability of business opportunities and develop territory business plan in line with Bath ASU commercial strategy.
* To achieve the minimum daily customer contacts and maintain accurate records of customer interactions and forecasting outlook in the Customer Relationship Management (CRM) system.
* To be the major driver of product differentiation on territory, communicating present and future needs of customers and accounts into the business (understands the importance of price but can extract value from negotiation).
* To collate information on major buying trends, purchasing structures, processes, and competitor activity at local and regional level and use this to inform on future strategy.
* Build positive working relationships with customer decision makers to drive increased sales in line with Company strategy.
* Identify creative solutions to customer problems that grow the regional business.
* To manage key territory relationships with procurement groups and consortia within the region.
* Attendance at key meetings and conferences.
* Other duties as required at the discretion of the business.
Relationships
Internal
* All personnel within the Bath ASU Customer Service/Sales Support/ Contracting/ Technical/Production/ QA/Administration teams.
External
* All customers in hospital accounts and corresponding Regional Leads
* Tender/Contract adjudicators
* Procurement Hubs & Procurement Collaboratives
* Key commercial stake holders / decision makers in target independent key accounts.
Experience, knowledge, key skills and attributes
Experience
* Minimum of one year as an account manager or defined hospital role preferably in the compounding, oncology or hospital pharmacy environment
Knowledge
* Excellent current knowledge of the current UK hospitals, compounding sector as well as the wider NHS.
* An understanding of the UK hospital drug and tender processes associated with both.
* Excellent current knowledge of key players in the hospital market at national and regional level.
* A good understanding of the products and treatment approaches for oncology, pain control and other disease modifying treatments administered as sterile injectable products.
* To maintain a high level of awareness of market intelligence by understanding competitor products/ campaigns.
* Understanding of the pharmaceutical industry.
Key skills and attributes
Commercial awareness and understanding
Strong commercial business understanding with respect to:
* The markets in which Bath ASU and Pharmaxo operates
* Understanding the impact and implications of decisions and activities on the organisation and wider Business Units
* Can identify opportunities to expand the aseptic compounding by leveraging Bath ASU capabilities
IT skills
* Has the ability to interpret, analyse and present data, Excel, PowerPoint and Word competent. Experience with CRM’s desirable.
Negotiation, communication and relationship building
* Can establish immediate rapport, inspires confidence in the customer and creates a positive impression through clear, open communication of key messages. Plans to present mutually beneficial scenarios that support long term relationships.
* Must be self -confident and mature, show respect for customer opinion but capable of achieving the desired business outcomes for the compounding business by using influencing skills.
* Demonstrable flexibility and adaptability can draw upon experiences to adjust approach and change priorities to meet customer needs. Has experience of selling services and is used to breaking down barrier.
Technical understanding
* An understanding of aseptic compounding, hospital pharmacy products and their uses in treatment, aware of current issues and professional standards is advantageous.
* Can identify product opportunities quickly and position the Bath ASU services appropriately and know when to seek support from the Technical Leader or site Customer Services team.
* Have an understanding of the regulatory frameworks for the Business Units including MHRA and GPhC. .
Strategic and marketing awareness
* Demonstrates understanding of broader company, understands the marketing overlay and balances the need for short term profitability v long term sustainability.
This job description is not intended to be exhaustive. The post holder will be required to be flexible and take on projects and responsibilities as the company grows.
Full job description can be found here:
Benefits
* Competitive salary (dependent on experience)
* Annual leave of 25 days + bank holidays (increasing to 27 days after 3 years’ service)
* Annual company bonus scheme (subject to scheme eligibility)
* Pension - you will be auto-enrolled after 3 months of employment at 5% (with an employer contribution of 4%). You can also opt to increase your contribution to 6% to which the employer will contribute 8%.
* Life assurance 10 x salary with a max of £300,000
* Access to Employee Assistance Programme, counselling service and virtual GP service