Pfizer Sales Effectiveness Manager in Nashville, Tennessee

Role Purpose: To provide sales force effectiveness support/leadership to the Regional Sales Teams in the US, by representing the interests of the sales function with key internal stakeholders, and continuously improving Sales operational effectiveness and efficiency for the benefit of colleagues, customers and external partners.

Core Responsibilities

Field Force Effectiveness Leadership:

Contribute to the achievement of Regional and OBU strategic goals and operating plan commitments (such as sales targets, budget and expenditure) by maximizing field force operational effectiveness

• Active member of Regional Sales Leadership Team

  • Reports directly to Regional Sales Director, with dotted line reporting relationship to Director of Sales Operations and Field Force Effectiveness (HQ-based).

  • Contribute to development of Regional/District Sales strategies, through keen understanding of local market dynamics, sales force capabilities, and Regional and District sales data/analytics.

  • Work with Regional Sales Leadership and Director of Sales Operations and Field Force Effectiveness to pull through all major US OBU sales effectiveness and Culture initiatives (e.g., Winning Behaviors, aCoach, Vision 20/20).

  • Collaborate with the US Marketing teams, by providing ongoing input on brand strategies, messaging and resources for the field.

  • Collaborate with Sales Training and Regional Sales Leadership team, to ensure that all new hire training needs are met (including frequent field rides with new hires to ensure practical knowledge/understanding of Oncology marketplace).

  • Work closely with Regional and District Sales Leaders to strengthen and enhance sales and leadership capabilities of entire Regional sales organization.

  • Collaborate with business technology internal partners, to develop, deploy and fully leverage new technologies designed to improve and enhance customer engagement activities

  • Facilitate Regional Sales Leadership Team awareness of key sales performance data & insights for successful management of the business. When needed, provide data analysis / insight, project management and/or development of tools to enable adequate monitoring of sales force resource deployment, customer targeting, and sales team performance.

  • Primary liaison representing the Regional Sales teams with HQ-based platform functions, such as Incentive Compensation, Sales Training, and BT.

  • Manage the Sales Operations relationship with external partners (such as EMD Serono or others)

  • Responsible for management and coordination of Regional Sales force effectiveness subteams, including District Operations Experts (DOEs), Marketing Field Based Strategy Teams (FBSTs), etc.

  • Assist in coordinating sales force participation in Regional Scientific Symposia/Conferences, and ensure that company is represented effectively and professionally at such conferences.

  • Maintain an accurate picture of sales force needs and requirements to ensure adequate operational support is provided.

  • Establish and leverage external networks and forums to identify sales effectiveness best practices, technologies, environment insights and benchmarking capabilities to continually improve our operational effectiveness

Sales Operations Management:

  • Develop, implement, review and evaluate sales operational processes to enhance operational effectiveness of field force.

  • Partner with Regional and District Sales Leaders to ensure compliance with applicable policies and procedures for field force. Help identify potential compliance gaps and partner with internal stakeholders to develop and implement remedial solutions, if needed.

  • Budget planning, expenditure tracking and forecasting for Regional Sales Teams

  • Accountable for effective planning of Regional sales meetings

  • Accountable for effective broadcast communication to the sales team by leading the development of newsletters and other communication tools.

  • Manage the effective implementation of new technologies and the utilization of existing systems that impact the sales function. Provide management reports as required.

  • Actively participate in the development of sales incentive and compensation planning activities with the Sales leadership team by liaising with GCO platform and providing support in determining and/or validating payout calculations where needed

Professional Development:

  • Develops and executes individual development plan to enhance performance on the job.

  • Create annual individual development plan (IDP) that identifies knowledge and skills gaps based on business and career goals

  • Achieve individual development plan

  • Transfer acquired knowledge and skills to achieve goals on the job

General Qualifications:

  • Bachelor's Degree required. MBA (or similar advanced degree) considered a plus.

  • Demonstrated understanding of the pharma sales operational environment

  • 5+ years of demonstrated sales success in a field sales (or related) role

  • Recent Oncology sales experience strongly preferred

  • Demonstrated ability to work effectively across multiple teams/functions at Pfizer, both field and HQ-based.

  • Highly effective at utilizing current sales force technology platforms, and reporting, analyzing deriving insights from pharma sales data. Strong communication (written and verbal), influencing, negotiating, listening and interpersonal skills to effectively develop/maintain productive internal and external relationships. Effectively communicates with colleagues at all levels and across multiple functions (including senior leaders in the organization).

  • Ability to communicate with confidence and influence outcome of interactions.

  • Identifies and develops industry networks to solicit information and integrate industry best practices to the organization.

  • Demonstrated strong customer service skills

  • Since this role is intended as a developmental assignment for high potential future sales leaders, ability to relocate for future assignments (geographic mobility) is strongly preferred.

EEO & Employment Eligibility

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer.

Sunshine Act

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider's name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

Additional Offer Details:

  • Last Date to Apply for Job: October 25 , 2017

  • This job is Pfizer Exempt Grade: 13

  • Additional Location Information: Virtual

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.