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Specialist Sales Representative

Job description


The Specialist Rep is responsible for generating demand for brands, pro-actively identifying business opportunities, presenting value propositions aligned to stakeholder needs and objectives, and recommending solutions to drive and develop business. This is done so as to reach sales targets in accordance with the TAP (Territory Action Plan).


Develop account strategy and plans:

  • Identify opportunities (and strategies) to improve positioning of the company's brand portfolio at a local level/hospital level
  • Work with FLSM to develop a local strategy and action plan to meet targets and further improve positioning of our products in the region

Create deep stakeholder relationships:

  • Understand networks at local/hospital level
  • Engage through calls and extra-call activities the HCPs in dialogue about approved indications, product efficacy / safety profiles and treatment protocols to support on-label prescribing for appropriate patients
  • Establish and maintain ongoing, long term collaborative relationships with stakeholders
  • Share stakeholder insight and information within the company, to strengthen relevant activities, e.g., product development, marketing, sales efforts

Build capability and knowledge in the region:

  • Build knowledge and understanding about our overall value proposition, and product's labelled indications and efficacy data among all relevant stakeholders
  • Utilise different communication approaches, techniques and channels (e.g.. digital...) to help build knowledge including
  • Conduct science-based discussions with the HCP as per the approved indications of our products
  • Arrange and coordinate effective speaker programmes with physician advocates and KOLs

Deliver on plans and achieve sales goals on budget:

  • Drive sales performance and ensure sales targets meet or exceed expectations while managing assigned budgets
  • Assess sales performance and market trends within the region and determine appropriate actions to enhance performance in close collaboration with FLSM
  • Successfully promote the benefits of the company's brands, using balanced messages and the appropriate mix of promotional tools
  • Ensure our products are optimally utilised in line with national/local guidelines and the product license

Be compliant:

  • Report medical queries or eventual adverse events to Medical Team
  • Successfully complete all training requirements, including product examinations
  • Comply with all external regulations and internal policies
  • Ensure compliance with the company Code of Conduct, Global/local External Interactions Policy and Standards, and Privacy Policy and Standards


 Selling skills:

  • Leadership Selling (UNLOC Framework)
  • Understand the unique proposition of the portfolio
  • Create value proposition with customers and deliver with patient outcomes 


  • Disease, Science, Product, Therapy, Competitors
  • Compliance
  • HC Environment
  • Customer (understand personal profile, attitude, key drivers) 


  • Plan Business (data driven monitoring, SMART goals)
  • Drive Business (build & execute call plans)
  • Business Acumen (apply strategy & business principle/analyse business performance)



  • Master’s degree; preferably in medical or scientific field
  • Knowledge of relevant products and/or relevant therapeutic areas
  • Proven track record of consistently strong sales results
  • Proven track record in influencing the stakeholder
  • Decision-making process in an ecosystem with
  • Multiple influential player’s / decision makers
  • Proven demonstration of successful working in
  • Complex cross functional teams
  • Able to use IT Tools (Excel/Word/PowerPoint)
  • Language Skills: French and/or Dutch and English



  • Knowledge of healthcare environment or health economics is a plus



  • Business unit Director
  • Marketing
  • Medical affairs manager / Medical Science Liasion
  • Sales colleagues
  • Compliance


  • Healthcare Providers, Specialist, Key external expert


Executive search


Minimum 5 years


Master's Degree


Dutch, English


Pharmaceutical industry



Job Type


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