Pfizer Network & Sales Specialist VTE in Pharm Field Force, United Kingdom

Job Title : Network Sales Specialist

Locations : United Kingdom - Cheshire & Mersey territory

Role Description

The role involves positioning and promoting products to different customer types, identification, development and management of clinical networks, planning and organising call activities in

order to meet territory plan objectives as defined in the Local Health Economy Plan. Insight

generation and adaptation of local insights into brand value messages with support of the local

and national teams, to better develop customer centric solutions and messages, whether to an

individual or across customer networks. Teamworking with the local team including

identification for opportunities to deploy specialist roles, and full contribution to the

development of LHE account plans is essential.

Customer types include all primary care customers, including GPs, Practice nurses, and

Community and Retail Pharmacists. In some circumstances where secondary care support is

unavailable, the Networks & Sales Specialist may also call upon HCPs in Secondary care.

The role of a Network & Sales Specialist involves the promotion of products to different

customer types, identification, development and management of clinical networks, and planning

and organising call activities in order to meet territory plan objectives as defined in the Local

Health Economy Plan. Customer types include all Primary Care Customers, including GPs,

Practice nurses, and Community and Retail Pharmacists. In some circumstances where

secondary care support is unavailable, the Network & Sales Specialist may also call upon HCPs

in Secondary care.

Responsibilities

Key Accountabilities: Product Promotion & Sales

  • Promote products to designated customers, within and outside networks, in order to achieve

territory plan objectives and achieve POA sales targets.

  • Arrange customer meetings in line with relevant SOPs.

  • Delivery of relevant and tailored value messaging to best engage customer to drive local

change and maximise brand potential

  • Work with LAMs in the delivery of value propositions, tailored to the local LHE

  • Deliver the LHE Plan

Performance Measures:

  • Effective selling skills - ICE minimum standards.

  • Achievement of territory Sales Targets.

  • Achievement of key account goals

  • Market Share growth

  • Achievement of customer activity metrics.

  • Running effective meetings, fully in line with SOPs.

  • Appropriate customer meetings and activities are delivered in line with the Local Health

Economy Plan.

Key Accountabilities: Customer Network Identification, Development and Management

  • Develop & manage customer relationships across selected networks, generating and leveraging

customer insights and facilitating the implementation of effective programmes and solutions

which meet a shared agenda.

o Sell the clinical benefits and value of the Portfolio to key clinicians and gain product

endorsement to generate sales.

o Ensure products are appropriately prescribed and positioned across the network treatment

pathway

  • Explore customer drivers and needs, assess their fit with Pfizer's commercial objectives in order

to identify opportunity for collaborative programmes that meet shared goals, execute as required

by LHEP

Performance Measures:

  • Understand and map stakeholder relationships across the network, building and executing an

effective engagement strategy for key customers.

  • Collaborative programmes will have clear objectives, timescales and Key Performance

Indicators.

  • Identified and engaged with emerging stakeholders who may influence decisions and direction

of the network

  • Open, transparent & high integrity business environment with customers

  • Considered as local expert on specific therapy area or disease management pathways to enable

credible and useful relationships with customers and to identify relevant business opportunities

  • Gathered intelligence relating to the changing local health care landscape and fed into local

business planning/account plan.

Key Accountabilities: Customer Relations

  • Build relationships with a range of customers to enhance territory knowledge to gain product

endorsement to generate sales.

  • To generate relationships where Pfizer is seen as the Partner of Choice for a variety of local

initiatives

Performance Measures:

  • Strong customer rapport.

  • Up to date and comprehensive customer records.

  • Support the development of key opinion leaders to establish them as advocates

  • Understanding local NHS environment including structures and drivers, and incorporate as

relevant into sell.

  • High level of customer service e.g. timely response to general requests from customers.

Key Accountabilities: Territory Planning and Management

  • Diagnosis of situation of territory e.g. local environment, political situation, PCO's, local

initiatives leading to the creation and implementation of Local Health Economy Plans and

individual action plan to achieve business objectives.

  • Use of relevant planning & delivery tools to support effective team planning and

implementation

  • Take a key role in Territory team planning, and ensure this links to overall Regional Operating

Plan.

Performance Measures:

  • Production of workable Local Health Economy action plan with objectives.

  • Individual Action Plan implemented and updated as necessary.

  • Achievement of objectives outlined in plan.

  • Demonstration that territory knowledge has been acted on.

Key Accountabilities: Market Intelligence

  • Feedback to Team, Head Office and Manager of relevant competitor activity or local issues to

ensure appropriate action can be taken.

Performance Measures:

  • Competitor knowledge/activities and products, campaigns - key issues identified and fed back.

  • Local situations are known e.g. political, formularies, budgets, CCG's, new developments.

  • Always up to date and evidence of responding to local sales and environmental dynamics

  • Proposes strategies to deal with issues on territory.

Key Accountabilities: Teamworking

  • Liaise with territory team members to share information, motivate and support team members

to ensure the Local Health Economy Plan is delivered.

  • Regular and effective communication with all territory colleagues, including those who work in

other role types across Pfizer

Performance Measures:

  • Strong team rapport.

  • Achievement of shared LHE Plan objectives.

  • Regular Feedback from team members which is subsequently acted upon. To give and receive

feedback.

  • Effective communication.

  • Regular sharing of appropriate information to enhance the business.

  • Good territory management e.g. sharing/exchanging meetings and appointments.

  • Taking on territory team responsibility e.g. Brand Leads, CMS Lead.

Key Accountabilities: Self Development

  • Proactively implement/update personal development plans in order to develop self further

within current role or prepare for any future roles.

  • Embodiment of GIP Culture and OWNIT behaviours

Performance Measures:

  • Development of skills, knowledge, behaviours and competencies.

  • Receive and act on feedback from team members, wider XFT and manager.

  • Proactive and supported learning of clinical papers, new sales materials and keeping up to date

with relevant disease knowledge

  • Fit for purpose IDP with demonstration of actions which have been developed

Key Accountabilities: Administrative Systems & Ways of Working

  • Ensure territory and administrative systems/processes are maintained and updated to ensure an

accurate record of territory and customers is available at all times.

  • Record all interactions and initiatives in the appropriate Pfizer electronic customer management

system

  • Full adherence to all Pfizer minimum standards, SOPs and compliance procedures

Performance Measures:

  • Accurate, timely reports as requested by NSTL and LAMs.

  • Expenses submitted on time.

  • Diary planned in advance with all customer events and internal Pfizer events.

  • Up to date territory records.

  • Strong computer literacy.

  • Minimum standards adhered with regards to maintain customer records, and other

administrative and compliance tasks.

  • Promote products to designated customers, within and outside networks, in order to achieve

territory plan objectives and achieve POA sales targets.

  • Arrange customer meetings in line with relevant SOPs.

  • Delivery of relevant and tailored value messaging to best engage customer to drive local

change and maximise brand potential

  • Work with Local Account Managers in the delivery of value propositions, tailored to the Local

Health Economy

  • Deliver the Local Health Economy Plan

  • Develop & manage customer relationships across selected networks, generating and leveraging

customer insights and facilitating the implementation of effective programmes and solutions

which meet a shared agenda.

o Sell the clinical benefits and value of the Portfolio to key clinicians and gain product

endorsement to generate sales.

o Ensure products are appropriately prescribed and positioned across the network treatment

pathway

  • Build relationships with a range of customers to enhance territory knowledge to gain product

endorsement to generate sales.

Qualifications

  • 'A' Level or 'Higher' in science subjects and ideally a Life Science Degree.

  • Promoted product knowledge.

  • Up to date knowledge of relevant therapeutic areas.

  • Delivery and evaluation of projects and interventions

  • Company information systems.

  • ABPI qualification.

  • Effective selling skills - to standard required

  • Basic Computer ability - e.g. Email /WORD/ Excel

  • Effective working knowledge of all primary care structures and customer types.

Competencies:

  • Functional/Technical Skills -has the functional & technical knowledge and skills to do the job

at a high level of accomplishment.

  • Acts Decisively - makes good decisions in a timely manner based on analysis, experience and

judgment even with incomplete information or under time pressure.

  • Seizes Accountability - Take personal responsibility for own work, pushing self and others to

exceed goals and deliver results.

  • Grows Self - Takes accountability for own career development, regularly updating and acting

on development plan.

  • Change Agile - Demonstrates perspective and poise in the face of uncertainty and effectively

gets things done amidst organisational change.

  • Self-awareness - Understands own strengths and limitations and seeks and receives feedback in

a non-defensive manner.

  • Commits to 'One Pfizer' - Models a personal alignment with Pfizer's mission & vision &

behaves consistently within culture and values.

  • Peer Relationships - Establishes positive colleague relationships which furthers collaboration

and cooperativeness.

  • Promoted product knowledge.

  • Up to date knowledge of relevant therapeutic areas.

  • Delivery and evaluation of projects and interventions

  • Company information systems.

  • ABPI qualification.

  • Effective selling skills - to standard required

  • Effective working knowledge of all primary care structures and customer types.

The core digital capabilities identified are as follows:

  • Capability to use digital technology provided by the organisation

  • Confident and competent with digital compliance requirements

  • Experience in using a range of digital platforms

  • Basic understanding of core digital metrics used by the organisation

  • Awareness and integration of digital channels to meet our customer needs.

Day (standard) (United Kingdom)

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