Position Profile

Position: Therapy Account Specialist

Division/Department: International Medicines / CV Metabolics
Function: Sales
Date: December 2010

Key Accountabilities :

• Responsibility for all clinical (prescribing / non-prescribing) customers across primary and
secondary care who influence treatment guidelines, patient diagnosis and management. Own
and develop these business relationships through effective account / customer management.

• Own all aspects of the sales process, demonstrating personal accountability and
commitment to achieve business objectives.

• Understand and exhibit territory management skills eg. Account understandings ,

development and execution of territory plans and good management of allocated resources .

• Provide in-depth product and disease area knowledge to a broad range of Healthcare
Professionals, both prescribing and non-prescribing (Primary Care, Secondary Care, PCO,
Consortia, Clinical Networks, NHS Acute Trusts , Foundation Trusts etc.).

• Manage projects and programmes, initiate / organise sales and marketing activities across a
product portfolio.

• Effectively utilise different communicational / promotional tools including electronic sales

materials.

• Develop and implement both long and short term geography plans, in line with BMS
strategy, for all key target customers in the NHS involved in the commissioning and
delivery of healthcare and to influence these customers to ensure BMS maximise growth
opportunities for current brands.

• Focus on the end results of the sales process, demonstrating personal accountability and
commitment to achieve the objectives of the business – achievement of sales and market
share targets.

• Deliver against all agreed individual and team metrics in order to achieve organisational
goals, whilst investing resources and budgets in line with agreed plans / expenditure.

• Maintain current knowledge of all BMS and competitor products in their respective
 specialty areas and applies an in-depth knowledge of disease states during the sales process.

• Demonstrates the ability to appropriately source and leverage internal resources and
stakeholders (Marketing / Medical and Access) in order to maximise business growth and
development.

• Ensure business objectives are met in full compliance with laws, regulations and BMS
standards of Business Conduct and Ethics.

BIOPHARMA BEHAVIOURS

Decide and Act

• Take accountability for own performance and results.
• Make and act on decisions while balancing speed, quality and risk.
• Use input from key stakeholders and engage in constructive dialogue to make decisions.
• Communicate rationale and support decisions once made.
• Plan for contingencies and make adjustments as needed.

Grow and Engage

• Share knowledge and learning with others.
• Seek and give feedback and coaching.
• Meet challenges with enthusiasm.
• Recognize others’ achievements.
• Challenge self and others to continuously learn and improve.

Innovate and Improve

• Learn, apply and share lessons from experience.
• Embrace and adapt to change.
• Challenge the status quo to simplify work and improve results.
• Seek new information and external insights to improve the company’s results.
• Identify and take informed business risks, escalating issues if needed.
• Generate new ideas or alternatives that create value.

Connect and Collaborate

• Focus on the needs and perspectives of colleagues and customers.
• Seek diverse viewpoints.
• Communicate directly, openly and honestly.
• Build strong relationships by being transparent, reliable, and delivering on commitments.
• Listen, seek to understand, and ask questions.
• Support fellow team members to meet shared goals.

Experiences Desired:

• B. Sc. Degree or equivalent

• Demonstrated analytical ability in business or scientific area

• Previous experience as a sales representative or experience in customer service

provision (meeting customer needs/identifying and addressing customer concerns)

• Demonstrated skill at meeting or exceeding sales targets

• Background in the area of biological or medical sciences

Knowledge Desired:

• Mastery of the complexities of interacting with and influencing customers

• Understanding of anatomy, physiology and pharmacology

• Understanding of the business drivers within the pharmaceutical industry

• Strong analytical skills / Well organised territory management skills

Developmental Value:

• Development of in-depth knowledge of both BMS and competitor products, as well as

all relevant therapeutic area research, to provide complex, evidence-based arguments to
a challenging customer group.

• Enhancement of the ability to influence, sell to, debate, discuss and negotiate with a
wide array of customers.
• Development of a further understanding of the key business drivers and the ability to
create appropriate action plans against them—particularly focusing on leveraging
limited resources to achieve both short- and long-term goals.

• Exposure to a broad and deep customer base, ranging from prescribing physicians to
patient groups to various types of opinion leaders.

• Opportunity to build strong supply, service and education-based relationships with

different customers.

• Opportunity to participate on a cross-functional team.