Company Description
Santen is a specialized life sciences company with a proud 130-year heritage focused exclusively on ophthalmology. As a Japan-originated, global company with our footprint in over 60 countries, we are dedicated to delivering innovative treatments and digital solutions for eye health and addressing vision-related social issues for people around the world.
Santen Philippines is expanding, and we are seeking an dedicated and talented Senior Medical Sales Representative to join our team, looking after the Northern Region of the Philippines.
The Senior Medical Sales Representative (MSR) is responsible for driving product demand and market share through the expert execution of Santen’s brand strategies. Beyond achieving sales excellence via OCE (Omnichannel Engagement) mastery, the Senior MSR serves as a strategic leader and mentor, modeling best-in-class business acumen to elevate the performance of the wider sales team.
Job Description
What you will do
Customer Engagement
- Assess customers’ needs and present suitable promoted products to meet healthcare needs of patients
- Ensure development and management of relationships with targeted institutions and key opinion leaders to help in insight and feedback gathering regarding company’s products
- Effectively communicate product information and positively influence HCPs’ prescribing habits utilizing patient centric selling skills.
- Conduct marketing-related activities such as round table discussions, product presentations, etc. to HCPs to drive brand adoption.
- Coordinate with HCPs regarding matters related to promotions.
- Act as company representative to hospitals, clinics, eye centers, and training institutions and ensure good business relationships with their HCPs.
- Resolve customer complaints by investigating such concerns, developing solutions, preparing reports, and making recommendations to line managers and subject matter experts.
- Support SFE on rollout of customer engagement systems by championing them to their team.
- Support line manager on coaching new hires by best practice sharing on customer engagement.
Territory Management
- Drive sales performance of assigned territory
- Properly manage company resources (i.e., revolving funds, activity budgets, credit cards, fuel allocations, company car, mobile plans) while driving sales performance to achieve optimal profitability
- Ensure that the monthly target number of calls is achieved, whether face-to-face or virtually
- Keep detailed records of all HCPs within their assigned territories.
- Ensure that all relevant data is captured and updated in the customer management system (CRM)
- Expand new business and optimize current sales channels. Focus sales efforts by analyzing existing and potential customers
- Negotiate product inclusion with hospitals, pharmacies, and eye centers
- Plan work schedules and weekly and monthly timetables. Discuss future targets with the sales manager
- Ensure good inventory of product supplies by maintaining an accurate sales forecast
- Conduct risk assessment of territory to ensure safety of itinerary
Analytical and Data-Driven Decision Making
- Maintain data integrity and consistently provide accurate reports
- Analyze and track data regularly pertaining to sales KPIs and send weekly/monthly/quarterly report to District Sales Manager and SFE
- Ensure proper and timely maintenance of all relevant data into reporting platforms, e.g., sample distribution, post-call analysis, etc.
- Ensure proper targeting and segmentation by analyzing HCP profiles.
- Analyze data provided by SFE to see trends and implement possible sales tactics to achieve sales target and drive high market share.
- Participate in business reviews to present territory data and tactics to local sales leadership team.
- Assist District Sales Manager on data collection, organization, and analysis for the team. Provide relevant insights through analysis of trends and data
- Collaborate with their managers to design and implement action plans, track the impact of commercial activities, and refine tactics based on measurable outcomes
Strategic marketing and Stakeholder influence
- Drive brand performance in territories to ensure high market share
- Maintain up-to-date Product Knowledge and have mastery of product and disease knowledge to uncover the needs of patients through HCPs.
- Support in team learning with regards to product and disease knowledge.
- Work with team members and Marketing to develop strategies and implement brand strategies to ensure a consistent marketing message
- Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and merchandising techniques
- Providing relevant feedback on marketing strategies and recommending changes through evaluation of strategies’ results and competitive developments.
- Actively participates in product launches and other marketing events by supporting implementation plans.
- Leads scientific discussions with KOLs and other HCPs on priority products.
- Support Sales Managers and Marketing Manager in developing education programs for use of company’s products.
- Develop and execute targeted marketing strategies aimed at increasing awareness and uptake of their therapies among ophthalmology professionals and allied healthcare providers
Relationship building and educational leadership
- Establishing trust-based relationships with key opinion leaders (KOLs) and potential young speakers
- Supporting the educational narrative around Santen’s products
- Organizing and facilitating scientific events, workshops, and roundtable discussions, serving as a bridge between clinical experts and the wider medical community
Qualifications
What you will bring to the role
- At least 3 years’ experience as a medical sales representative or similar role
- Familiarity with databases, analytics, product lines, and latest medical issues
- Competency Level 4 in patient-focused selling skills
- Knowledge of MS Office and CRM tools
- Excellent organizational skills (insight gathering, decision-making, problem- solving, etc.)
- Excellent verbal and written communication skills
- Excellent teamwork and networking skills with strong negotiation and sales skills
- Achievement-driven with a customer service orientation and a track record of outstanding customer feedback
- Ability to drive business results through building effective partnerships with relevant stakeholders
- Ability to travel frequently
Additional Information
Grow your career at Santen
A career at Santen is an opportunity to make a difference. Through our long-term vision outlined in Santen 2030, we are committed to be a Social Innovator - addressing the social and economic needs of people with visual impairments. We have team members around the world using their diverse talents to unlock new modalities and drive innovations for patient outcomes, education and treatment. At Santen, we believe in empowering all our team members with flexible ways of working and a highly inclusive work environment.
The Santen Group is an Equal Opportunity Employer. We are committed to building diverse teams and ensuring a safe and inclusive physical and virtual workplace for every one of our team members. All employment decisions are based on business needs, role requirements and individual qualifications regardless of race, color, ethnicity, national origin/ancestry, religion, sexual orientation, gender, gender identity/ expression, age, disability, medical condition, marital status, veteran status, or any other characteristic protected by law.
