Role Summary
The Sr. HCE (Oncology) is responsible for achieving and exceeding budgeted sales through planned customer coverage and timely implementation of approved sales promotion initiatives within an assigned geographic territory. The role serves as a key interface between Pfizer and oncology healthcare professionals by providing scientific and patient-care information on Pfizer products in line with established sales, distribution, and compliance policies.
Develop a clear understanding of the role as a responsible executive of the Company and apply knowledge, experience, and skills to achieve defined objectives for the position and the territory.
Keep company policies and business interests uppermost while executing responsibilities as per guidance of the Organization.
Review and discuss monthly plans to achieve the territory sales budget.
Deliver compliant promotional messages tailored to customer needs, aligned with brand strategy.
Plan and execute customer coverage independently for the assigned oncology territory to drive demand and achieve business objectives.
Build relationships with and manage Key Opinion Leaders (KOLs) and key oncology customers (e.g., Medical Oncologists, Hemato-Oncologists, Onco-surgeons, institutions).
Execute approved product promotion campaigns for new and existing products within the territory.
Conduct meticulous one-to-one in-clinic product detailing for oncology brands, highlighting approved scientific features/benefits, efficacy/safety profile, and relevant clinical evidence (as per approved label and materials).
Track oncology institution/hospital purchase trends for the territory (including key account movement and formulary/tender dynamics, as applicable); identify opportunities and risks to support growth.
Conceive, plan, and organize Continuing Medical Education (CME) programs in coordination with hospital stakeholders, in line with applicable policies.
Coordinate with Carrying & Forwarding Agent (CFA) for inventory management to enable product availability.
Ensure achievement of sales budgets for the assigned geographic territory and contribute to exceeding targets where feasible.
Provide inputs to the Regional Manager to validate the sales forecast / rolling sales plan as per the defined frequency.
Provide inputs to help manage salvage / returns (salvage net) and maintain it at acceptable levels.
Use available technology solutions to enable better information availability and disciplined field execution (e.g., timely and accurate data entry into approved sales systems).
Leverage relevant digital/technology developments for effective field operations and customer engagement.
Conduct basic sales analytics to identify priority accounts, stakeholders, and focus areas for growth within the territory.
Degree in Sciences / Pharmacy (preferred); Graduation with relevant experience may be considered.
5–7 years of relevant sales experience in pharmaceuticals / healthcare, with proven territory ownership.
Prior experience in a similar capacity is preferred.
Strong scientific acumen with the ability to conduct high-quality in-clinic scientific conversations.
Strong oncology therapy-area knowledge and related medical information.
Ability to engage HCPs in evidence-based oncology discussions (e.g., line of therapy concepts, treatment goals, patient journey considerations) while remaining fully compliant with label and policy.
Customer relationship management skills, including KOL engagement and stakeholder mapping in hospital ecosystems.
Planning and prioritizing: ability to build and execute weekly/monthly territory action plans.
Analytical mindset: monitor and analyze trends of own business, capture timely/accurate field data in approved systems, and use territory insights to identify priority accounts, stakeholders, opportunities, and risks.
Key Competencies:
Compliance to SOPs and guidelines.
High drive for results.
Planning & Prioritizing; Articulate in-clinic communication; Customer focus; Integrity; Confidence & commitment; Initiative; Teamwork & co-operation; Performance orientation.
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Sales