Patient Journey Partner, Rare Disease needed at AstraZeneca

Typical Accountabilities Include:

• Engages HCPs in dialogue to effectively promote knowledge about rare disease medicines value proposition, benefits of approved indications, product efficacy/safety profiles and treatment protocols to support on-label prescribing for appropriate patients, using science-driven balanced messages and the appropriate mix of tools and channels – both face-to-face and digital. Proactively identifies new patient/patients on therapy targets.
• Consistently achieve or exceed sales objectives in the assigned region including accurate and timely tracking and reporting of sales activities
• Demonstrates strong in-depth clinical, technical, and scientific knowledge in relevant disease states and product mechanisms of action
• To improve the identification and diagnosis of patients and manage the market development objectives, strategies, tactics, and action plans within the stated territory.
• Ensure achievement of the following three key imperatives and performance measures:
• Increase disease awareness with key target groups
• To work with healthcare professionals to identify and test high risk patients for the relevant diseases
• Establish a key external expert (KEE) network
• Identify and develop KEEs within the territory
• Liaise with cross-functional medical, marketing, market access and diagnostic teams to develop long-term relationships and advocacy with KEEs, HCP accounts and other appropriate external stakeholders
• Organize workshops and other educational events to facilitate knowledge sharing among relevant HCPs
• Work with Business Unit Head, brand manager and cross-functional team to develop and implement a strategy and actions to meet promotional objectives
• Manage allocated budge
• Share insights and information to strengthen brand positioning, promotional efforts, access to treatment etc.
• Ensure rare disease products are optimally utilized in line with national/local guidelines and the product license
• Demonstrate strong business ethic and ensure active respect of values, local laws, policies, and marketing procedures. Ensure all activities and responsibilities are carried out in compliance with the high standards of ethics and integrity required by the Code of Conduct, supporting Policies and Standards and Company Values to protect and enhance long term performance and reputation
• Other duties within the position’s scope, as assigned by Line Manager

Individual & Interpersonal Effectiveness

• Ability to navigate complex, evolving landscapes and adapt strategies and approach to meet the unique needs of HCPs and patients
• Resilience and persistence in a challenging niche market where patient populations are smaller, and market awareness may be limited
• Problem-solving skills and critical thinking to identify solutions for unique challenges associated with rare diseases
• High attention to detail, particularly scientific data and patient needs as rare disease markets often require tailored approaches
• Possess emotional intelligence and empathy to display sensitivity to the challenges and emotional needs of patients, caregivers and HCPs, fostering trust and meaningful connections
• Demonstrate scientific curiosity and an interest in staying informed about advancements in rare disease research, treatment options and new scientific findings
• The ability to convey complex scientific information clearly to diverse audiences
• Have a collaborative approach to working with cross-functional teams and external multidisciplinary teams
• Ability to influence decision-makers
• Build strong relationships with KEEs, HCPs and other stakeholders in the rare disease space

Selling Skills

• Demonstrate deep product and disease knowledge and be able to effectively educate HCPs about the nuances of rare diseases, the specific needs of patients and how the treatment addresses those needs
• Be able to clearly articulate the value of the treatment, not just from a clinical perspective but also in terms of long-term patient outcomes and healthcare system impact 
• Demonstrate a strong understanding of the reimbursement and funder environment to support market access reimbursement objectives and handle HCP objections and concerns
• Be able to address concerns about the high cost of rare disease therapies, focusing on long-term benefits and overall patient outcomes
• Work collaboratively with the patient support team to have an active awareness of patient adoption and adherence, including patient challenges and barriers to adherence
• Demonstrate a strong understanding of the patient advocacy space and the patient experience journey, from diagnosis to treatment and the barriers that they may face in accessing care
• Engage with a variety of stakeholders to support access, uptake and reimbursement of rare disease treatment
• Build strong relationships with KEEs and other stakeholders to foster trust and open communication
• Demonstrate adaptability and flexibility to tailor strategies according to the unique needs of the patient or HCP, pulling together insights from various stakeholders and cross-functional teams
• Demonstrate strong analytical skills to analyze trends and leverage data to support discussions with KEEs, HCPs and other relevant stakeholders
• Be able to proactively address objections and concerns about treatment efficacy, cost or patient outcomes with solid evidence-backed outcomes
• Demonstrates active listening skills, to enable a greater understanding of the customer’s values and viewpoints
• Uses a range of questioning techniques to elicit information relating to the unmet need and treatment options and to maintain positive tension

Results Driven:

• Effectively prioritizes accounts using data and tools available
• Sets SMART customer objectives
• Effectively determines the key stakeholders in the account
• Sets SMART account objectives
• Identifies opportunities and strategies to improve positioning of AZ’s specialist portfolio
• Drives cross-functional and cross-regional collaboration to fully leverage AZ’s account management capabilities
• Shares information, insight, and expertise with sales team members and the cross-functional team

Drives the Business:

• Builds and adapts sales plans to ensure business impact and goal achievement in a timely manner
• Takes decisions and actions to adapt current approach in response to market changes
• Seeks to identify opportunities and actions that will help to achieve more strategic objectives
• Drives sales performance by ensuring sales targets are met or exceeded and budgets are managed
• Drives successful implementation of key account strategies and business plans
• Drives a process that pulls on cross-functional resources to deliver the targeted account insight and outcome

Business Acumen: 

• Understands the wider business environment and incorporates this into their territory action plans
• Applies knowledge of business principles e.g., SWOT analysis, to support sales efforts
• Analyses appropriate internal/external data to develop their sales strategy
• Positions relevant market access solutions in the context of AZ’s value proposition (including where appropriate cost of diagnostic testing)
• Demonstrates detailed knowledge of the issues stakeholders & accounts face with reimbursement and budgeting, in the interconnected specialist ecosystem

Knowledge: Healthcare Environment

• Shows detailed knowledge of their healthcare ecosystem for their therapeutic area
• Understand how broader healthcare issues/trends will affect their customer decision-making
• Keeps abreast of the latest developments in the industry and new regulations
• If appropriate, understand the diagnostic environment, i.e., companion diagnostics, and potential barriers to effective treatment

Customer:

• Understands the local healthcare environment, patient pathway and individual HCP’s role and situation
• Understands individuals within the decision-making unit and their key drivers and objections
• Understands customer’s personal profile, style, and attitude
• Develops and manages long-term external relationships, focusing on relevant senior stakeholders within high-value accounts
• Credibly engages influential stakeholders across the broader specialist ecosystem to collaboratively develop win-win-win solutions
• At private sector may be required to handle basic managed healthcare (medical aid scheme) discussions at the doctor’s practice

Compliance:

• Follows correct procedures and SOPs for all activities and planned meetings
• Behaves in an ethical manner in response to requests or challenging situations, displaying a transparent and honest approach
• Ensures AZ’s products meet with national and local guidelines and the product license
• Ensures compliance with the AZ Code of Conduct, Global External Interactions Policy and Standards, and Privacy Policy and standards

Disease, Science, Therapy, Product, & Competitors:

• Demonstrates solid scientific and disease area knowledge in their therapeutic area
• Continually builds their scientific and disease area knowledge
• Possesses detailed knowledge of relevant clinical trials and data
• Demonstrates extensive understanding of their product portfolio and relevant competitor product

ESSENTIAL SKILLS/EXPERIENCE

• Must have a completed Tertiary qualification in medical sciences; life sciences and/or Human Anatomy ie: B.Sc
• Gauteng-based role, the candidate must reside in Johannesburg and must be willing to work in F/S & KZN as a country trip
• Must have 3-5 years of proven specialist sales experience within the Rare Disease therapy area.
• Only candidates with Rare Disease experience will be considered.
• Valid driver’s license and own vehicle.
• Experience in the neurology field, with different Pediatric subspecialties, and metabolic/geneticists are highly regarded
• Proven track record for delivering consistent, ‘top-tier’ sales results
• Experience in project management
• Passion for science and commitment to make a positive personal impact. Curiousness and learning agility
• Strong influencing skills to engage key stakeholders in complex clinical environments, e.g., mid, and senior-level specialty care professionals, key accounts in the medical community
• Proactive and solution-oriented. Strong analytical skills
• Collaborative and inclusive
• High ethical standards

Desirable

• Preferably 5 years’ experience of the hospital business: preferably in niche markets/orphan drugs
• Prior market access or MSL experience in rare diseases would be considered