Territory Account Specialist (Oncology), Cape Town

• Recognizes and modifies own communication approach when working with colleagues and customers.
• Demonstrates versatility when working with a variety of contacts within the customer organisation.
• Works cross-functionally, sharing information that will help address the needs of individual accounts and decision makers.
• Is innovative in the generation of new ideas and solutions to problems.
• Can influence complex decision-making processes.

• Develop a deep understanding of the customer and account.
• Derives insights from understanding how both the wider and local healthcare environment influences decision-making.
• Demonstrates an understanding of the patient journey, disease progression and impact of different treatment choices upon the patient.
• Understands and gathers insights regarding the customer's role in the decision-making unit, their personal style, preferences, and situation.
• Can articulate how the call fits within a series of calls to achieve a commercial objective and captures this in a pre-call plan. Establishes the Unmet Need.
• Opens the call with impact, articulating the insight for portfolio in alignment with customer agenda and brand strategy, linking back appropriately to previous calls.
• Establishes and aligns with the customer on an unmet need relating to specific patients or groups of patients.
• Creates positive tension by appropriately challenging customers' current views based on high levels of insight. Listens & Drill Down on All Feedback.
• Demonstrates active listening skills, to enable greater understanding of the customers 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.
• Seeks and confirms partial agreements. Personalizes the Message and Handles Objections.
• Delivers a compelling personalized message to highlight how the clinical benefits of the AZ brands or portfolio will address the unmet need.
• Leverages a high level of brand and disease area knowledge relevant to portfolio.
• Acknowledges, clarifies, and handles objections and evaluates the customer's response (ACHE)Closes with Actions.
• Seeks commitment and actions in line with commercial objectives for single brand or portfolio and with needs of customer and patients.
• Updates appropriate records and profile information and communicates relevant information to cross-functional team.

• 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 Oncology portfolio.
• Drives cross-functional collaboration to fully leverage AZ's account management capabilities.
• Shares information, insight, and expertise with sales team members.

• 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.

• 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.

• 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, understands the Diagnostic environment, i.e., companion diagnostics, and potential barriers to effective treatment.

• Understands the local healthcare environment, patient pathway and individual HCPs 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
• At state sector may be required to call on Academic State Institutions for certain brands within Oncology, detail Head of departments on the brands that are on state buy-out.

• Follows correct procedures and SOPs for all activities and planned meetings.
• Behaves in an ethical manner in response to requests or challenging situations.
• 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.

• 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

• Responsible for promptly collecting and reporting any adverse events and product quality complaints received from any source. All such cases must be documented accurately and submitted to the designated department within one business day of becoming aware of the information, ensuring compliance with company policies and applicable regulatory requirements.
• Responsible for completing Adverse Event training during initial onboarding and then annually thereafter.

If this sounds appealing, please read on to understand the experience and skills we're looking for...

ESSENTIAL SKILLS AND EXPERIENCE REQUIRED

• Must have a completed Bachelors Degree in Health Sciences; Life sciences and/or Human Anatomy ie: B.Sc, B.Pharm
• 2-4 years of proven sales experience in a Specialist environment.
• Must have a Valid driver's license and own vehicle.
• Current relationships with Oncologists & support staff/MDT in the specified area (including country trips) would be advantageous
• Demonstrated ability to work collaboratively with and influence peers.
• Demonstrated communication and platform skills.
• Strong analytical ability.
• Strong presentation skills.
• Excellent communication skills: clear and concise messaging.
• Ability to work closely in collaboration with cross-functional business areas.

Why AstraZeneca?

We are proud to have achieved Top Employer certification in South Africa, Kenya, and Nigeria, for 2026. This distinction is a confirmation of our commitment and ability to sustain people, partnerships, and employee engagement and foster an innovative workplace environment.

At AstraZeneca, we're dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There's no better place to make a difference to medicine, patients and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth and development. We're on an exciting journey to pioneer the future of healthcare. Join the fastest-growing pharmaceutical in our markets, set up to fuel further growth. Be part of our shared ambition and pride: our strong heritage, our turnaround story, and early investment and commitment in international markets. There's no better place to feel inspired and energized.