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Lisbon, Lisbon District, Portugal
Job reference: R-037342
Posted date: Dec. 12, 2018

The Oncology Sales Representative is responsible for generating clinical demand for Oncology brands with key accounts, pro-actively identifying business opportunities, presenting value propositions aligned to stakeholder needs and objectives, and recommending solutions to drive and develop business.

The long-term goal is to develop strategic and mutually beneficial relationships with the Multi-Disciplinary Team, Decision Making Unit and potentially other stakeholders, based on a deep scientific understanding of the issues to identify the best opportunities for any part of AZ's Oncology portfolio to deliver life-changing medicines to patients.

Typical Accountabilities

  • Identify and prioritise accounts with strategic value to AZ, e.g., hospitals, supply pharmacies, and liberate resources from lower priority accounts to invest in higher priority.
  • Pull on cross-functional team to identify and analyse stakeholder needs / challenges/ barriers and opportunities to enable and foster positioning of AZ's Oncology products among competitors.
  • Work with FLSM to develop strategies for each account / stakeholder to meet targets, aligned to Oncology TA brand strategy, within the governmental and regulatory environment.
  • Share stakeholder insight and information within AZ to strengthen relevant activities, e.g., product development, marketing, sales efforts.
  • Build credibility and engage influential stakeholders across the broader Oncology ecosystem to collaboratively develop win-win-win solutions e long term relations, drive successful implementation of key account strategies by tailoring value proposition for each costumer groups.
  • Successfully promote the benefits of AZ's Oncology brands, using fair balance messages and the appropriate mix of promotional tools assuring AZ's products are optimally utilised.
  • Successfully complete training, product examinations and act in comply with all external and internal policies.


  • Bachelor’s degree
  • English (advanced)  


  • Learning agility
  • Business Acumen
  • Commercial innovation & Account Planning
  • Costumer Solution Oriented
  • Decision making and problem solving
  • Self Confidence
  • Experience:

  • Specialty care/hospital sales experience
  • Pharmaceutical sales representative in Hospital, including proven track record of successfully managing key accounts
  • Key account management experience (MDT; Pharmacy; CFT; Clin Dir; hospit admin).
  • Proven ability to understand, assimilate and communicate scientific information and Health Economic Outcomes data
  • Proven track record in influencing the stakeholder decision-making process in ecosystem with multiple influential players / decision makers, with proven track record of creating value
  • Proven track record of strategic thinking, judgment and persuasion / negotiation skills
  • Proven demonstration of successful working in complex cross functional teams


  • Graduation in Science
  • Oncology Sales experience or Immuno-Oncology

Key Relationships to reach solutions

  • Payers / regulatory stakeholder groups
  • Insurance funds
  • Physician organisations
  • Commissioning groups
  • Government healthcare organisation
  • Testing centres and KOLs in both clinical and pathology / genetic testing
Delegado de Informação Médica Oncologia - Lisboa

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