POSITION SUMMARY
• Drive Pfizer’s commercial business through the management of selected accounts (local Wholesalers, as well as Private Hospitals regionally and nationally).
• Driving a customer-focused approach via customer Insight, segmentation and selection. Build key account plans and manage the business by accounts.
• Position Pfizer as partner of choice in aligned disease/patient management initiatives, seeking out, securing and delivering collaborative programmes which will make Pfizer the pharma partner of choice
• Direct the deployment of Pfizer resources regionally and nationally within the account.
POSITION RESPONSIBILITIES
CUSTOMER RELATIONSHIP BUILDING
• Develop & Manage relationships with key customers
• Identify the key decision makers/stakeholders within the account and understand the decision making unit network within the account to enable coordination, cooperation and navigation across the organisation.
• Explore customer insights, drivers and needs; assess their fit with Pfizer’s commercial objectives in order to identify collaborative programmes that meet shared goals.
• Identify and engage with emerging customers who may not formally be part of the account but remotely influence decisions the account takes.
• Ensure an open, transparent & high integrity business environment with customers which will strengthen Pfizer’s reputation.
• Be a local expert on Health Care System and Reform to enable credible and useful relationships with customers and to identify relevant business opportunities for Pfizer.
CUSTOMER CAPACITY BUILDING
• Achieve financial objectives for the designated accounts
• Ensure assigned products are appropriately utilized and dispensed.
• Develop favourable dispensing conditions by ensuring the clinical effectiveness, outcomes evidence and commercial value is presented in a compelling and relevant way to key decision makers.
• Work with customers and leverage Pfizer resources to facilitate the implementation of treatment guidelines.
• Seeking out and executing regional Market Expansion initiatives.
MANAGING KEY ACCOUNTS
• Develop, Implement, Monitor & Evolve the Account Business Plan
• The Account Plan should reflect Pfizer’s business objectives and be a living document.
• Lead development of the plan, collaborating with the cross-functional KAM team.
• Ensure the account plan is aligned to Country Brand and Customer strategies
• Lead the execution of the account market expansion activities.
• Collaborate with Sales Managers to direct the deployment of customer facing colleagues interacting with customers in the account
• Identify any other resource required to execute the plan or address customer needs
• Conduct monthly performance reviews against the account plan, and making necessary adjustments. Key areas for review will be account resource deployment, investments, sales v target, sales forecast, and progress of collaborative programmes and execution of commercial activities.
CROSS FUNCTIONAL SUPPORT
• Lead local cross-functional communication and collaboration
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• Develop internal relationships with other functions, such as Sales, Brand Marketing, Medical Managers, Training Managers and Legal advisor.
• Follow local compliance process to develop collaborative programme agreements which are transparent and compliant.
• Provide input to country brand and customer strategies based on your understanding of account and customer needs.
• Align activities across Business Units to ensure “common” decision makers have a “one Pfizer” perspective.
• Record all interactions and initiatives in the appropriate Pfizer Performance plan.
• Identify and collate Customer insight and share with the wider Cross-Functional KAM team
• Ensure no switching of Pfizer scripts at Pharmacy level, wherever possible through solid relationship building, implementation of retail partnership programs and motivations.
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EDUCATION AND EXPERIENCE
• A commercial or Science qualification.
• 3 to 5 years previous Key Accounts experience with one of the big hospital groups
TECHNICAL SKILLS REQUIREMENTS
Technical skills required and/or preferred, as applicable.
• Broad knowledge of Pfizer products
• Knowledge of the pharmaceutical markets/environments
• Basic knowledge of the evolving Managed Healthcare environment
• Ability to merge clinical expertise with business acumen
• Data rationale (ability to work with numbers)
• Computer literacy
• Project Management
• Consult and Negotiate
• Plan & Prioritise
• Deliver & Evaluates
• Financial Analysis
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
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