1. Role and Responsibilities (Overall key responsibilities from a helicopter point of view)

Mission

- Build the credibility of science communication in accordance with Danone policies and local regulations.

- Establish strong scientific-based partnerships with HCPs to ensure sustainable business growth.

- Deliver science communication for HCPs through detailing and MCE (Multi-Channel Engagement) programs.

- Implement and monitor business strategies to enable HCP engagement.

Key deliverables

- Proven understanding of the local nutritional and medical drivers.

- Track record of building strong relationships (partnerships) with customers.

- Gained HCP endorsement for science communication from Aptamil brand.

- Identified relevant insights for the HCP’s commitment in his area to create exclusive science communication for the Aptamil brand.

- Plans, to deliver science activities, and MCE programs are implemented to win Aptamil’s science communication and initiation.

- Proven understanding of scientific (nutritional and medical) knowledge.

- Identified new customer groups for future business growth.

2. Main Duties and Functions

HCP Engagement Responsibilities

- Visit targeted HCPs in patients/consumers to recommend and educate them on the use of the Aptamil brand and services through one-on-one meetings, presentations, professional education programs, and other appropriate means.

- Demonstrate a strong ability to set up meaningful dialogues by providing nutritional solutions/ science communication that answers HCPs' needs through strong objection handling, getting commitment, and following up according to Commitment Spiral Model (HCP Selling Program).

- Use storytelling to touch emotions and engage the HCPs and inspire further questions, comments, and interaction.

- Demonstrate a positive shift in HCP attitude and behavior towards science stories.

- Gain HCP endorsement through digital activities (MCE programs).

- Achieve timely (monthly, quarterly, or yearly) goals while adhering to all ethical practices and required regulations.

- Clearly explain the health economics of the Aptamil brand to the HCPs. Connect Market Access Manager\Tender Manager\Key Account Manager with Decision Makers in case of price negotiating or building a commercial proposition.

NUTRITIONAL KNOWLEDGE / (TA) MEDICAL KNOWLEDGE

- Demonstrate and translate the specific nutritional knowledge required to support Aptamil strategy.

- Use scientific knowledge to establish relationships with key medical stakeholders.

- Build HCP trust and credibility in the Health Care role in SN.

- Understand and apply medical knowledge to impact HCP’s recommendation and, ultimately, target population health outcomes.

- Have knowledge of the key TAs and product strategies and priorities.

STRATEGIC STAKEHOLDER MANAGEMENT

- Map the decision-making networks, including profiling key stakeholders in the territory.

- Build strong relationships with KOLs, and identify potential speakers and projects to increase nutritional awareness and use.

- Educate customers on the use, characteristics, advantages, indicated treatment, and all other developments related to recommended products supported by credible scientific evidence.

- Include headquarters resources (marketing/strategy & science functional resources utilization) when appropriate.

- Demonstrate ethical behaviors in all interactions with stakeholders (competitors, government officials, HCPs, service providers, etc) and in how objectives are met.

PRODUCT KNOWLEDGE

- Confidently demonstrate core product knowledge and present supporting research appropriately.

- Position products and services effectively to HCPs by using nutritional and medical knowledge.

- Know how Aptamil and services add value and clearly differentiate them from the competition and between each other.

3. Major Challenge of the Job:

• Change the system

• Follow strict compliance

Job Specifications

• Education (Minimum requirements to satisfactorily complete all job key accountabilities):Prefer background: Medical background in Healthcare nutrition and OTC.

• Major Skills/Competencies Requirements

- Good communication.

- Experience in implementing digital activities in ethical channels.

- Possess good planning and problem-solving skills.

• Experience:Minimum 2-3 years related sales experience in the MNC healthcare industry in the Pediatric/ Obstetric field