Healthcare Nutrition Advisor (Base Hanoi)

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.