JOB SUMMARY
The Senior Product Specialist – Immunology is a high-impact commercial role responsible for accelerating portfolio growth across an assigned territory in Thailand. The role combines strategic territory and key-account leadership with advanced scientific engagement to identify growth opportunities, influence treatment practices, strengthen product adoption, and deliver sales targets and KPIs. Success requires translating clinical, customer, market, access, and competitor insights into focused account plans that improve patient access and treatment uptake.
Operating as a trusted partner to healthcare professionals and cross-functional teams, the Senior Product Specialist will build influential KOL and institutional relationships, lead evidence-based customer conversations, and contribute field insights to brand, medical, and market access strategies. This opportunity is suited to an experienced specialty pharmaceutical sales professional who brings strong commercial judgment, scientific credibility, disciplined execution, and the ability to influence without authority—while consistently demonstrating ethical leadership and compliance.
Reporting to: Sales Manager
KEY RESPONSIBILITIES
Strategic Territory and Account Leadership
- Own territory strategy and execution to achieve assigned sales targets and KPIs, using segmentation, call planning, disciplined coverage, and effective resource allocation.
- Build and maintain a high-quality HCP target list, manage priority hospitals and accounts, and identify high-value opportunities and growth drivers.
- Identify clinical, access, and behavioral barriers to adoption and partner with relevant stakeholders to improve patient access and treatment uptake.
- Monitor market dynamics and competitor activity, translating field observations and sales data into actionable territory and business insights.
- Conduct in-depth, evidence-based discussions with specialists; interpret clinical data, position the portfolio within treatment pathways, and apply strong challenger- and portfolio-selling skills.
- Use approved customer-engagement materials consistently and organize compliant scientific discussions with KOLs, professional societies, and healthcare institutions.
- Identify and develop new KOL relationships, support medical education and advocacy initiatives, and lead product inclusion efforts in key accounts in coordination with distributor partners.
- Partner cross-functionally with Marketing, Medical, and Market Access, contributing field insights to brand strategy, scientific alignment, payer understanding, and business planning.
- Support onboarding and mentoring of junior colleagues, share best practices, and provide leadership support to the Sales Manager and Business Unit Manager as required.
- Maintain the highest standards of ethical and compliant engagement in line with Thai regulatory requirements, industry codes, Company policies, and OEC expectations.
- Complete required operational, expense, learning, and field activity reports accurately and on time.
New Product Launch, Listing, and Sales Growth
- Translate launch strategy into territory-level execution plans, including account prioritization, HCP segmentation, pre-launch readiness, launch sequencing, and post-launch performance tracking.
- Map patient journeys, treatment pathways, decision makers, and institutional processes to identify launch opportunities, access barriers, and the actions required to accelerate adoption.
- Lead field execution for product listing and formulary inclusion in priority hospitals and healthcare institutions, coordinating required clinical, commercial, access, and administrative inputs with internal teams and distributor partners.
- Build stakeholder-specific engagement plans for formulary committees, pharmacy teams, procurement functions, hospital administrators, and clinical decision makers, in accordance with approved strategy and compliance requirements.
- Partner with Marketing, Medical, Market Access, Regulatory, Supply Chain, Finance, and Commercial Excellence to ensure launch readiness, aligned customer communication, product availability, and effective execution across priority accounts.
- Develop demand forecasts and account-level sales projections using market potential, patient flow, adoption assumptions, inventory status, and customer insights; proactively identify risks and recommend corrective actions.
- Drive early adoption and sustainable sales growth through high-quality customer engagement, new-patient initiation, appropriate patient identification, account conversion, and expansion of eligible prescribers.
- Track launch leading indicators, listing milestones, prescription trends, sales achievement, market share, account uptake, and return on field activities; use insights to refine territory priorities and execution.
- Gather structured feedback on customer needs, clinical experience, competitive response, access challenges, and supply considerations, and communicate actionable insights to cross-functional stakeholders.
- Maintain launch momentum after listing by activating account plans, monitoring product availability and utilization, resolving execution gaps, and identifying opportunities for broader account penetration.