Table 2 Factor analysis of the competencies of Lebanese pharmacists with managerial positions in sales and marketing (Promax rotated component matrix)

Domain 0: Pharmaceutical knowledge

1

Answer questions of healthcare professionals on drugs/products and services (characteristics, contraindications, incremental benefits, etc.), as part of comprehensive patient care

0.914

0.913

2

Link scientific and medical knowledge to drug/product arguments

0.904

3

Provide information on drugs/products and services and answer questions as part of therapeutic regimens associated with a pathology linked to the concerned drugs

0.854

4

Exchange with healthcare professionals on scientific topics

0.847

5

Maintain and develop product knowledge through training

0.791

6

Have thorough knowledge of the different categories of pharmaceuticals, and the therapeutic value of each drug category

0.774

Kaiser–Meyer–Olkin (KMO) 0.889, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 72.05%

Domain 1: Professional communication skills

1.1.Communication

1

Summarize the key elements involved in medical/marketing communication in the healthcare environment

0.915

0.923

2

Use effective verbal, non-verbal, listening, and written communication skills to communicate accurately and appropriately

0.905

3

Communicate effectively with physicians, other healthcare professionals, support staff, and relevant third parties

0.896

4

Use the information, arguments, business aids developed by the pharmaceutical company

0.894

5

Explain the characteristics and the proper use of drugs/products based on the needs of healthcare professionals and market demands

0.829

6

Use appropriate language and checks comprehension

0.801

7

Display knowledge of pharmaceuticals during sales presentations to doctors and other healthcare professionals

0.799

8

Demonstrate respect, cultural awareness, sensitivity, and empathy when communicating

0.717

9

Take ownership of the content of the information prepared by the scientists responsible for the pharmaceutical company

0.429

Kaiser–Meyer–Olkin (KMO) 0.835, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 65.81%

1.2.Negotiation

1

Analyze the call/visit (SWOC analysis) and plan the next step

0.853

0.937

2

Conclude the call/visit & prepare reports

0.845

3

Demonstrate knowledge of sales techniques

0.833

4

Process requests for information and objections

0.831

5

Identify/address the healthcare professionals’ concerns/needs and their patient care practices by using appropriate probing/questioning

0.828

6

Apply active listening techniques with the healthcare professional

0.824

7

Adapt to different communication styles

0.823

8

Establish a quality relationship with healthcare professionals

0.805

9

Animate professional communication gatherings and develop long-term professional relationships/partnerships with healthcare professionals

0.748

Note: Kaiser–Meyer–Olkin (KMO) 0.861, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 67.48%

1.3.Data processing analysis skills

1

Monitor actions and professional communication during visits

0.852

0.858

2

Collect, analyze and transmit questions to the concerned departments of the company

0.826

3

Collect and process information on drugs/products, from documentation and training sessions to prepare for visits and communication actions

0.822

4

Collect and transmit pharmacovigilance information

0.802

5

Appraise the commercial competitor environment when evaluating the opportunity for new medicine under development or a currently marketed product

0.794

6

Describe the commercial healthcare environment in which pharmaceutical medicine operates

0.498

7

Apply competitive intelligence and report information to its hierarchy

0.494

Kaiser–Meyer–Olkin (KMO) 0.662, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 55.00%

1.4.Information technology

1

Master research of information via electronic databases

0.885

0.850

2

Inform and update files

0.867

3

Save and transmit calls/visits reports to the company database

0.850

4

Optimize the use of computerized/electronic devices to prepare presentations, reports, charts, and manage business and information processing

0.731

Kaiser–Meyer–Olkin (KMO) 0.713, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 69.82%

Domain 2: Organization and Management Skills

2.1. Self-management skills

1

Engage in regular professional development activities

0.863

0.922

2

Demonstrate organization and efficiency in carrying out the work

0.850

3

Ensure work time and processes are planned and managed appropriately

0.825

4

Demonstrate the ability to prioritize work appropriately

0.825

5

Take responsibility as appropriate in the workplace

0.820

6

Organize visits according to the predefined objectives and through teamwork

0.780

7

Reflect on and demonstrate learning from critical incidents

0.728

8

Engage in professional organization activities

0.727

9

Ensure punctuality and reliability

0.687

Kaiser–Meyer–Olkin (KMO) 0.861, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 62.65%

2.2. Management skills

1

Describe the pharmaceutical industry (internal environment, structure and function, key stakeholders and commercial drivers) and explain how these business elements impact on the broader healthcare market place

0.773

0.831

2

Demonstrate an understanding of the principles of organization and management

0.763

3

Provide regular feedback on the drugs/products and the market

0.712

4

Convey any helpful information from the market with all the company's concerned people/departments (medical representatives, direct manager, product manager, medical manager, medical science liaison, CRA, etc.)

0.678

5

Work effectively with the company hierarchy

0.652

6

Apply the national and international code of ethics guidelines when organizing any of the scientific events mentioned above

0.612

7

Work effectively with the documented procedures and policies within the workplace

0.597

8

Apply the company's compliance, procedures, and safety rules (road, IT, etc.)

0.594

9

Organize round tables, expert meetings, advisory boards, lectures, CME conferences, staff meetings, awareness campaigns, and others in coordination with different departments within the company and service providers

0.531

Kaiser–Meyer–Olkin (KMO) 0.466, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 43.76%

Domain 3: Professional practice

3.1. Standard practice

1

Take responsibility for their own actions

0.776

0.755

2

Demonstrate awareness of the position of trust of the profession and practice in a manner that upholds that trust

0.747

3

Maintain a consistently high standard of work

0.713

4

Carry out duties as a medical representative in a professional manner

0.710

5

Recognize their scope of practice and the extent of their current competency and expertise and works accordingly

0.707

6

Treat others with sensitivity, empathy, respect, and dignity

0.679

Kaiser–Meyer–Olkin (KMO) 0.706, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 52.23%

3.2. Ethical practice

1

Recognize ethical dilemmas in practice scenarios and reason through dilemmas in a structured manner

0.855

0.802

2

Understand obligations under the principles of the statutory Code of Conduct for Pharmacists and act accordingly

0.844

3

Make and justify decisions in a manner that reflects the statutory Code of Conduct for pharmacists and pharmacy law

0.827

4

Implement standard operating procedures and Code of Ethics

0.679

Kaiser–Meyer–Olkin (KMO) 0.618, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 64.70%

3.3. Legal practice

1

Demonstrate an awareness of and adheres to professional indemnity requirements

0.844

0.889

2

Identify laws and regulations related to sales and marketing practices

0.804

3

Drive up pharmacovigilance information by following the internal procedures and regulations

0.794

4

Use and take into account the drug-related pharmaceutical and economic regulation and its evolution to inform and answer questions from healthcare professionals

0.789

5

Use tools related to the product (summary of product characteristics, product file, transparency commission opinion, validated data, etc.)

0.779

6

Integrate into business the rules of advertising, promotion, distribution, and delivery of the drug and their changes

0.775

7

Raise awareness and provide information on regulatory changes

0.670

Kaiser–Meyer–Olkin (KMO) 0.654, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 60.97%

Domain 4: Personal skills

4.1. Role modelling

1

Inspire confidence and apply assertiveness skills as appropriate

0.866

0.840

2

Build credibility and portray the profession in a positive light by being professional and well-informed

0.856

3

Have effective leadership skills

0.828

4

Contribute to the initiation, development, and continuous improvement of business plans

0.743

Kaiser–Meyer–Olkin (KMO) 0.720, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 67.98%

4.2. Team working skills

1

Recognize when it is appropriate to seek advice from experienced colleagues, refer decisions to a higher level of authority, or include other colleagues in the decision

0.959

0.913

2

Recognize the value of transversal teamwork

0.959

Kaiser–Meyer–Olkin (KMO) 0.500, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 92.00%

Domain 5: Upper management skills

1

Integrate into business the rules of advertising, promotion, distribution and delivery of the drug and their changes

0.890

0.962

2

Explain his/her accountability to key stakeholders, society and the profession of pharmaceutical medicine

0.810

3

Reflect on and demonstrate learning from critical incidents

0.808

4

Contribute to the initiation, development and continuous improvement of business plan

0.794

5

Apply quality and performance improvement concepts to address organizational performance issues

0.792

6

Use tools related to the product (SPC, product file, Transparency Commission opinion, validated data, etc.)

0.791

7

Ensure organizational excellence by developing critical evaluation skills, encouraging improvement and innovation in managing change

0.785

8

Inform and update files

0.764

9

Use and take into account the drug related pharmaceutical and economic regulation and its evolution to inform and answer questions from healthcare professionals

0.739

10

Ensure that the knowledge, skills and behaviors associated with the competent practice of pharmaceutical medicine are communicated effectively, using the best techniques and practices whilst participating in the education of colleagues and stakeholders

0.731

11

Support the success of the organization by actively contributing to develop strategic plans to achieve goals, manage resources and people, and leverage performance

0.720

12

Build credibility and portrays the profession in a positive light by being professional and well informed

0.720

13

Identify strengths, deficiencies and limits in one's knowledge and expertise

0.718

14

Demonstrate the ability to prioritize work appropriately

0.704

15

Ensure punctuality and reliability

0.699

16

Raise awareness and provide information on regulatory changes

0.694

17

Ensure work time and processes are appropriately planned and managed

0.688

18

Drive up pharmacovigilance information by following the internal procedures and regulations

0.684

19

Inspire confidence and applies assertiveness skills as appropriate

0.683

20

Optimize the use of computerized/electronic devices to prepare presentations, reports, charts, etc., and manage business and information processing

0.677

21

Demonstrate organization and efficiency in carrying out the work

0.675

22

Organize visits according to the predefined objectives and through teamwork

0.668

23

Recognize the value of transversal teamwork

0.654

24

Master research of information via electronic databases

0.629

25

Describe the principles and practices of people management and leadership to apply them within their own working environment; sets learning and improvement goals

0.621

26

Recognize when it is appropriate to seek advice from experienced colleagues, refer decisions to a higher level of authority or to include other colleagues in the decision

0.575

27

Take responsibility as appropriate in the workplace

0.570

28

Save and transmit calls/visits reports to the company database

0.539

29

Organize networks and build and maintain relationships, encouraging contribution and working with interprofessional teams to meet the business objectives

0.537

30

Manage of prescribers/customers files

0.521

31

Work effectively as a member or leader of a healthcare team or other professional groups

0.520

Kaiser–Meyer–Olkin (KMO) 0.617, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 48.49%

Domain 6: Pharmacist Preparedness and Response in Emergency Situations

6.1. Emergency Preparedness and Response

1

Partner with local authorities

0.827

0.875

2

Balance stockpile and availability of drugs for existing/chronic conditions

0.808

3

Address medication shortage and mitigation plan

0.806

4

Check for training opportunities

0.733

5

Follow actions and recommendations of local authorities

0.707

6

Involve trainees and staff in emergency response

0.698

7

Check for FDA/EMA Emergency Use Authorizations (EUAs) and expedited review and approval of tests/drugs for treatment

0.679

8

Check for volunteering opportunities

0.633

Kaiser–Meyer–Olkin (KMO) 0.751, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 54.66%

6.2. Operation Management

1

Secure PPEs or other needed materials

0.871

0.928

2

Secure sanitizers and other medications when needed

0.867

3

Participate in interdisciplinary training to EPR teams

0.856

4

Develop workplace training and safety protocols (e.g., social distancing)

0.821

5

Procure essential medications and supplies

0.805

6

Ensure medication delivery/safe storage

0.779

7

Monitor workers/assistants for symptoms

0.776

8

Adapt working hours to meet essential services during crises

0.772

Kaiser–Meyer–Olkin (KMO) 0.808, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 67.11%

6.3. Patient Care and Population Health Interventions

1

Identify at-risk populations

0.924

0.887

2

Manage panic buying

0.913

3

Answer EPR-related calls

0.876

Kaiser–Meyer–Olkin (KMO) 0.732, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 81.87%

6.4. Evaluation, Research, and Dissemination for Impact and Outcomes

1

Participate in research and studies on EPR

0.920

0.900

2

Publish and/or disseminate findings

0.909

3

Combat misinformation by disseminating evidence-based information to patients and sharing it on social media

0.896

4

Develop training programs for peers and other healthcare workers

0.781

Kaiser–Meyer–Olkin (KMO) 0.745, Bartlett’s test of sphericity < 0.001, Percentage of variance explained 77.09%