BM/SBM-GUGY-上海

• JOB SUMMARY
• -is responsible for product strategies design and execution to ensure the optimization the market presence of his or her responsible products;
• -is responsible for the identification development and mobilization of key opinion leader’s to ensure optimization of advocacy for TA responsible products;
• - Work with other function to achieve objectives of AZ products including commercial and hospital sales target, SOV and Market Share.
• -develop people and team (optional).
• JOB REQUIREMENT 工 作 要 求
• Academic / Professional qualification 学 历 / 专 业 资 格
• At least a university graduate, preferably with Medical or related major.
• Technical / skills training 技 术 / 技 能 训 练
• ESS & territory management
• Basic marketing knowledge
• Presentation skill
• Working experience
• Essential 必 需
• 3 more years working experience in pharmaceutical line or related (Ideally 1 year as medical representative
• Desirable 理 想
• Good track record of sales performance
• Some experience of product management
• Language ability 语 言 能 力
• Proficient in oral and written communication (English)
• Computer literacy 电 脑 知 识
• MS Office
• Functional Competency
• Qualified to apply for China Merchants Bank Credit Card (Business expenses should be reimbursed through company credit card) 具备入职后能办理招商银行信用卡的资格（通过报销的业务消费必须使用公司商务信用卡）
• DUTIES & RESPONSIBILITES 主 要 职 责
• Understands the customers and environment: conducts market research
• 20%
• Listens actively to customers
• Identifies the need for market research (e.g. gaining customer insight, adoption tracking, test positioning and messages, message recall test, pricing etc.)
• Prepares a comprehensive and clear market research brief
• Analyses agencies’ proposal and identifies the right agency for research, manages and monitors research project with agency

• Completion of research on time within budget
• Correct identification of research elements and selection of research agency
• Research data applied effectively to marketing plans
• Impact measured by sales, market share, costs savings in line with plan
• Formulates & develops marketing strategies, including 5-year IBR/Strategic Plan
• 25%
• Gathers market data on environment, epidemiology, customers & patients needs, treatment map, competitors.
• Conducts situation analysis, with input from internal & external stakeholders.
• Elaborates clear SWOT, resulting in identification of Key Issues .
• Performs risk analysis, including NPV.
• Formulates the Marketing Mix (product, price, place, promotion).
• Develops forecasting based on patient dynamics for the planning period.
• Develops positioning and communication strategies.
• Alignment of strategic marketing plan objectives to sound market research findings
• Plan reflects conclusions based on qualitative and quantitative data
• Approval of marketing strategy by Marketing Manager/Director
• Evidence of communication strategy/plan
• Clear action plans
• Clear measures of ROI
• Implements the Marketing Strategy, through annual/cyclical plan of action (POA)
• 20%
• Involves medical, sales, regulatory team to input and validate communication, medical education tools.
• Inline with plan, delivers, arranges, conducts and co-ordinates the implementation of critical external stakeholder activities including advisory boards, symposia, CME’s, exhibitions, conferences and meetings.
• Monitors and measures implementation of the plan against agreed measures (i.e. market growth, AZ product growth and market share).
• Manages the forecasting and inventory process to ensure correct stock levels
• Understands and is familiar with P&L dynamics and maximises these to achieve profit goals
• Activities as per plan completed for internal customers on time
• Activities as per plan completed for external customers.
• Feedback ratings from customers and sales team positive regarding events and activities held
• Actual number of CMEs activities vs plan
• IMS results and other external references against budget
• Expense and A& P budgets; spend vs budget
• Accuracy of forecast vs actual reflected by any stock outs or delays due to stock problems
• Supports Sales team to deliver sales objectives & activities
• 10%
• Co-ordinates and conducts product training.
• Develops creative product/brand campaigns reinforcing the positioning.
• Designs and develops promotional materials reinforcing the product/brand positioning and competitive advantage.
• Presents clear product and market strategy at cycle meeting to sales team.
• Evaluates effectiveness of promotional material with field force then conduct Recall Test, and adjusts as necessary.
• Manages and determines allocation of samples in line with product strategy, where relevant to the market.
• Plans and conducts field visits with sales team to monitor market dynamics.
• Sales team fully trained and functional on time and in line with plan, achieved at least 80% pass rates
• Completed time in field to support and train sales team
• Quality and timeliness of promotional materials accepted by sales teams, feedback positive from teams to PM
• Presents clear strategies and plans at cycle meetings, obtains support and enthusiasm for plans from sales teams
• Optimises sample allocation in line with the territories potential
• Demonstrates high level of product knowledge and therapy area knowledge under responsibility
• 10%
• Takes initiative to maintain and upgrade product knowledge through sourcing for product information, reading clinical reports/publications, medical journals.
• Identifies marketing opportunities based on medical information, market knowledge, and competitor knowledge.
• Regularly updates knowledge and disease area by attending medical conventions, and KOL interaction
• Understands treatment trends.
• Builds and maintains global AZ network and relationships through attendance of regional/global workshops.
• Able to demonstrate knowledgeable of products by discussing and educating on new studies/new information on product and disease.
• Adapts marketing plan and strategies based on new learnings.
• Attends at least 3 conventions/symposia annually as part of growing product knowledge
• Presents competitor tracking system
• Attends at least 1 regional/global workshop per year

• Tracks monthly performance vs Budget, and analyse reasons for gaps.
• Reports performance against budget
• Completes required monthly administrative submissions on time (market intelligence, activity vs plan, spend vs plan, etc).
• Monitors and controls A&P budget.
• Submits monthly report interpreting the actual vs budget achievement, interprets results as necessary
• Completes documentation and administration accurately, on time and according in line with to the relevant policy
• Allocates, measures and accountable for A&P budget.
• Team effectiveness, including AZ network
• 5%
• Builds cross-functional team effectiveness with marketing, sales, regulatory, medical colleagues to ensure successful delivery of strategies.
• Shares best practice and learning with marketing colleagues to build knowledge and competence.
• Maintains good interpersonal relationships.
• Takes responsibility for own personal development.
• Interaction in team is positive and works as part of the team, behaviours are consistent with AZ performance culture.
• Evidence of knowledge-sharing within team through meetings, email, group discussions.
• Evidence of personal development plan in place
• Plans and attends training and development programs
• BENEFITS 福 利
• 定期体检
• 医疗保险及子女医疗保险
• 企业年金
• 通讯补贴
• 补充商业保险

AstraZeneca