POSITION SUMMARY<\/p>\n
\tDrive Pfizer\u2019s commercial business through the management of selected accounts (local Wholesalers, as well as Private Hospitals regionally and nationally).
\n\tDriving a customer-focused approach via customer Insight, segmentation and selection. Build key account plans and manage the business by accounts.
\n\tPosition 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
\n\tDirect the deployment of Pfizer resources regionally and nationally within the account.<\/p>\n
POSITION RESPONSIBILITIES
\nCUSTOMER RELATIONSHIP BUILDING<\/p>\n
\tDevelop & Manage relationships with key customers
\n\tIdentify 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.
\n\tExplore customer insights, drivers and needs; assess their fit with Pfizer\u2019s commercial objectives in order to identify collaborative programmes that meet shared goals.
\n\tIdentify and engage with emerging customers who may not formally be part of the account but remotely influence decisions the account takes.
\n\tEnsure an open, transparent & high integrity business environment with customers which will strengthen Pfizer\u2019s reputation.
\n\tBe 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.
\n\tCUSTOMER CAPACITY BUILDING
\n\tAchieve financial objectives for the designated accounts
\n\tEnsure assigned products are appropriately utilized and dispensed.
\n\tDevelop 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.
\n\tWork with customers and leverage Pfizer resources to facilitate the implementation of treatment guidelines.
\n\tSeeking out and executing regional Market Expansion initiatives.<\/p>\n
MANAGING KEY ACCOUNTS<\/p>\n
\tDevelop, Implement, Monitor & Evolve the Account Business Plan
\n\tThe Account Plan should reflect Pfizer\u2019s business objectives and be a living document.
\n\tLead development of the plan, collaborating with the cross-functional KAM team.
\n\tEnsure the account plan is aligned to Country Brand and Customer strategies
\n\tLead the execution of the account market expansion activities.
\n\tCollaborate with Sales Managers to direct the deployment of customer facing colleagues interacting with customers in the account
\n\tIdentify any other resource required to execute the plan or address customer needs
\n\tConduct 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.<\/p>\n
CROSS FUNCTIONAL SUPPORT<\/p>\n
\tLead local cross-functional communication and collaboration
\n\tDevelop internal relationships with other functions, such as Sales, Brand Marketing, Medical Managers, Training Managers and Legal advisor.
\n\tFollow local compliance process to develop collaborative programme agreements which are transparent and compliant.
\n\tProvide input to country brand and customer strategies based on your understanding of account and customer needs.
\n\tAlign activities across Business Units to ensure \u201ccommon\u201d decision makers have a \u201cone Pfizer\u201d perspective.
\n\tRecord all interactions and initiatives in the appropriate Pfizer Performance plan.
\n\tIdentify and collate Customer insight and share with the wider Cross-Functional KAM team
\n\tEnsure no switching of Pfizer scripts at Pharmacy level, wherever possible through solid relationship building, implementation of retail partnership programs and motivations.<\/p>\n
EDUCATION AND EXPERIENCE<\/p>\n
\tA commercial or Science qualification.
\n\t3 to 5 years previous Key Accounts experience with one of the big hospital groups<\/p>\n
TECHNICAL SKILLS REQUIREMENTS<\/p>\n
\tTechnical skills required and\/or preferred, as applicable.
\n\tBroad knowledge of Pfizer products
\n\tKnowledge of the pharmaceutical markets\/environments
\n\tBasic knowledge of the evolving Managed Healthcare environment
\n\tAbility to merge clinical expertise with business acumen
\n\tData rationale (ability to work with numbers)
\n\tComputer literacy
\n\tProject Management
\n\tConsult and Negotiate
\n\tPlan & Prioritise
\n\tDeliver & Evaluates
\n\tFinancial Analysis<\/p>\n
Apply via company website ( ) or<\/p>\n
pfizer.wd1.myworkdayjobs.com<\/p>\n
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