Categories

Primary Care Sales Professional of the Year

For commercial Pharma professionals whose role involves primary care sales. This can include sales professionals with a broader remit that includes primary care e.g. hospital and pharmacy.

Primary Care Sales Professional of the Year – Entry guidelines and judging criteria

Secondary Care Sales Professional of the Year

This category is open to all Secondary Care Professionals (or indeed any experienced GP/Hospital Reps or KAM’s who’s current work-related activities involves a large amount of Hospital orientated focus).

Secondary Care Sales Professional of the Year – Entry guidelines and judging criteria

Sales Manager of the Year

For commercial Pharma professionals whose role involves line management responsibility of sales teams (regional or national) as well as having responsibility for the achievement of business goals of the team. These sales teams can be in primary care &/ or secondary care settings.

Sales Manager of the Year – Entry guidelines and judging criteria

Orphan/Rare Disease Sales Professional of the Year

This category is available to individuals in a customer facing role with responsibility for sales of pharmaceutical products within Orphan / Rare Diseases.

Orphan/Rare Disease Sales Professional of the Year – Entry guidelines and judging criteria

Orphan/Rare Disease Sales Professional of the Year

Entry Guidelines and Judging Criteria

OVERVIEW:

This category will test your understanding of the requirements of the role as anOrphan/ Rare Disease Key Account Manager . A clear understanding of the Orphan / Rare Disease environment will need to be demonstrated and how you can positively affect prescribing behaviour through influencing all relevant NHS stakeholders and processes will be judged and assessed on the day.

SUITABILITY:

For any local, regional or national Orphan/ Rare Disease Key Account Managers.

FORMAT:

  • Finalists will be invited to take part in a category-specific case-study challenge developed by an independent expert panel as well as NHS knowledge tests.
  • Finalists will be presented with the challenge on arrival at the finals day – and given a set period of time for preparation (usually 1 hour) – before delivering their response through a short presentation to a judging panel of senior industry leaders and then a Q and A session.

JUDGING CRITERIA:

Specific scoring criteria will be developed alongside each year’s unique case-study / challenge but all finalists should bear in mind the following points for this category:

  • Comprehending and understanding the challenge:
    • Finalists should demonstrate an understanding of the case study, the challenges faced and the appropriate actions to achieve success
  • Understanding of the local and regional NHS and all the relevant stakeholders that may be important within the Orphan / Rare Disease environment
    • Finalists should be able to show how the analysis above leads to targeting of key stakeholders that can influence or directly affect the identified challenges
  • Networking
    • Exhibit highly sophisticated and competent networking skills across a complex local and regional Orphan /  Rare Disease environment
  • Strategic Account Planning
    • Demonstrate your ability to successfully account plan to deliver the objectives and benefits for your company, the NHS and patient
    • Demonstrate the importance of thorough cross-functional working and excellent teamwork
  • Demonstrate high level selling skills across all sales channels
    • Demonstrate the emotional intelligence to effectively operate, sell and gain consensus across all levels of clinical and commercially focused NHS customers using the appropriate sales channel to meet the needs of the customer

Sales Manager of the Year

Entry Guidelines and Judging Criteria

OVERVIEW:

This category will focus on your understanding and ability as a Pharmaceutical Sales Manager. Giving you an opportunity to demonstrate your professional knowledge and skills via the vehicle of a case study challenge.

SUITABILITY:

For commercial Pharmaceutical professionals whose role involves 1st line management & coaching responsibility of sales teams (regional or national), as well as having responsibility for the delivery/achievement of business goals of the team. This can be in a primary care &/ or secondary care setting.

FORMAT:

  • Finalists will be invited to take part in category-specific case-study challenges developed by an independent expert panel as well as NHS knowledge tests.
  • Finalists will be presented with the challenge on arrival at the final’s day and given a set period for preparation (usually 1 hour), before delivering your response to a judging panel of senior leaders in pharma.

JUDGING CRITERIA:

Specific scoring criteria will be developed alongside each year’s unique case-study / challenge.  But all finalists should bear in mind the following points for this category:

  • Comprehending and understanding the challenge:

Finalists should demonstrate an understanding of the case study and the challenges faced.

  • Leadership

Finalists should demonstrate an understanding of effective leadership and exhibit behaviours that support effective leadership. There should be a clear ability to develop a result orientated, high performance team whilst maintaining a focus on people and their development.

  • Coaching

Finalists should demonstrate coaching knowledge and skills that would help develop a high-performance team culture. Demonstrating competence in when to give direction and when to nurture skills development.

  • People insights and relationship management

Finalists should demonstrate a passion for exceeding the needs of those they manage. This will typically include the ability to develop and nurture strong, productive, positive relationships with their direct reports through a high level of interpersonal skill.

  • Business analysis & business planning

Finalists should be comfortable with and demonstrate a high affinity for  analysing data and drawing accurate, robust conclusions from such analysis in order to manage the business effectively. They should also have the ability to plan for the future and disseminate findings, plans and expectations to their direct reports clearly.

Secondary Care Sales Professional of the Year

Entry Guidelines and Judging Criteria

Overview:

This category identifies and recognises outstanding pharma professionals operating with their main focus in the Secondary Care sector. The category is broad and aimed at all sales and account management professionals focused on secondary care which includes tertiary care and specialist areas such as orphan/rare diseases. It will give you an opportunity to demonstrate your professional knowledge and skills via the vehicle of a case study challenge

SUITABILITY:

For any field based commercial pharma sales professional operating locally, regionally or nationally with a predominant focus on generating product sales through secondary care prescribers, influencers and other relevant clinicians and health care professionals.  May also be responsible for, or engage with payors/budget holders, policy makers, patient groups and others in order to achieve their account goals.

FORMAT:

  • Finalists will be invited to take part in category-specific case-study challenges developed by an independent expert panel as well as NHS knowledge tests.
  • Finalists will be presented with the challenge on arrival at the final’s day and given a set period for preparation (usually 1 hour), before delivering your response to a judging panel of senior leaders in pharma.

JUDGING CRITERIA:

Specific scoring criteria will be developed alongside each year’s unique case-study / challenge.  But all finalists should bear in mind the following points for this category:

  • Comprehending and understanding the challenge:

Finalists should demonstrate an understanding of the case study and the challenges faced.

  • Customer networking, understanding and relationship management.

Finalists should demonstrate a passion for exceeding their customer’s needs. This will typically include evidence of deep and broad understanding of the increasingly complex and changing NHS environment and establishing productive relationships & partnerships with key customers, organisations and networks. To be able to demonstrate their highly sophisticated and extensive networking skills across this complex NHS landscape to achieve their own and their customers goals.

  • Effective communication and teamwork within your own organisation.

Finalists should demonstrate superior communication skills and understand the need for working closely with colleagues to achieve commercial goals. Additionally, finalists should excel at utilising available resources to help achieve customer and company goals.

  • Business analysis & business planning

Finalists should demonstrate competence at gaining market intelligence and analysing data to support plans that develop their business and achieve company goals.  Further, to highlight how such plans, at an account level,  align (or not) with those of their customers and end user patients.

  • Utilising appropriate communication channels in the sales process

Finalists should demonstrate understanding of and competence with the various communication channels available to them. This may include face to face opportunities as well as the increasingly prevalent use of digital resources and services.  They will be able to demonstrate strong selling and negotiation skills across all potential sales channels with the emotional intelligence to effectively operate, sell and gain consensus across all levels of clinical and commercially focused NHS customers.

Primary Care Sales Professional of the Year

Entry Guidelines and Judging Criteria

OVERVIEW:

This category identifies and recognises outstanding pharma professionals operating in the Primary Care sector. The category is broad and aimed at all sales and account management professionals focused on primary care. It will give you the opportunity to demonstrate your professional knowledge and skills via the vehicle of a case study challenge.

SUITABILITY:

For commercial pharma professionals whose role predominantly involves primary care sales and account management. This can include pharma professionals with a broader remit that may include other sectors e.g. hospitals and pharmacies.

FORMAT:

  • Finalists will be invited to take part in category-specific case-study challenges developed by an independent expert panel as well as NHS knowledge tests.
  • Finalists will be presented with the challenge on arrival at the final’s day and given a set period for preparation (usually 1 hour), before delivering your response to a judging panel of senior leaders in pharma.

JUDGING CRITERIA:

Specific scoring criteria will be developed alongside each year’s unique case-study / challenge. But all finalists should bear in mind the following points for this category:

  • Comprehending and understanding the challenge:

Finalists should demonstrate an understanding of the case study and the challenges faced.

  • Customer networking, understanding and relationship management.

Finalists should demonstrate a passion for exceeding their customer’s needs. This will typically include excellent customer understanding and establishing productive relationships & partnerships with key customers and organisations.

  • Effective communication and teamwork within your own organisation.

Finalists should demonstrate superior communication skills and understand the need for working closely with colleagues to achieve commercial goals. Additionally, finalists should excel at utilising available resources to help achieve customer and company goals.

  • Business analysis & business planning

Finalists should demonstrate competence at gaining market intelligence and analysing data to support plans that develop their business and achieve company goals.

  • Utilising appropriate communication channels

Finalists should demonstrate understanding of and competence with the various communication channels available. This will also include maximising face to face opportunities and utilising digital resources and services.