Pfizer District Business Manager in United States
The Sterile Injectables (SI) District Business Manager will lead a team of sales professionals to achieve sales and financial goals for Pfizer Injectables in the assigned market and ensure the execution of strategic sales plans. Responsible for attaining results through the optimum utilization of market resources, ensuring compliance with all policies and procedures, management of key customer accounts, and utilization of their people management skills; the District Business Manager has leadership responsibility for a multistate geography, primarily including Texas and Louisiana. Expected job related travel up to 50%.
The District Business Manager will be responsible for leading performance via a cross functional matrix of stakeholders for key accounts and Hospital Integrated Delivery Networks/Systems (IDNs) throughout the District including National Accounts, HSAE's, PCA, Trade, SAS, Portfolio and Sales Leadership.
The District Business Manager will directly influence the success of the US Pfizer Injectables organization by overseeing the hiring, training and execution of their sales representative team (referred to as Drug &; Drug Delivery Specialists) and managing their development and success of their geography. This role will require both strategic thinking and tactical execution to ensure that the team meets its key objectives and commitments of the assigned district, region and division.
The individual will report to a Regional Sales Director, Pfizer Injectables and will be responsible for overseeing the creation of business plans and execution of overall sales strategy to ensure the adoption and overall success of the Pfizer Injectables robust product portfolio and innovative delivery systems. The role is accountable for overseeing the market in general and the optimization of business opportunities in targeted hospital accounts and clinics as well as managing a team of Drug &; Drug Delivery Specialists in calling directly on all accounts and driving accountability through the team regarding metrics and overall achievement of plan.
The District Business Manager will oversee the development and application of business processes that lead to achievement of sales goals and objectives. This role will also be the primary liaison to Major Account management teams within Pfizer Essential Health and other Pfizer sales teams regarding pull through strategies with key accounts as well as to effectively drive acceptance of promoted product(s) within a designated business area and geography.
The District Business Manager should be capable of working with cross-functional teams within Pfizer Injectables to drive optimization of selling strategies, efficiencies of call activity and planning and maximize effectiveness. This includes working collaboratively with Operation, BAI, National Accounts, PCA, Portfolio, HR Business Partners, Training, Sales Leadership, SPA Captains and Executive Pfizer Injectables and PEH Leadership.
Manages a district team of 9 Senior Hospital Representatives to maximize performance and help achieve/exceed sales and budget targets by screening, interviewing, and hiring the best qualified candidates; delivers ongoing coaching and timely feedback to both manage performance and develop team members; conducts performance reviews and competency/behavioral assessments to drive high performance culture.
The Pfizer Injectables District Sales Manager will also be responsible for training and coaching Drug &; Drug Delivery Specialists to develop skills in key aspects of their sales job (i.e. selling on value and other conceptual topics)Responsible for coaching and guiding Drug &; Drug Delivery Specialists through the hospital formulary acceptance process, communicating contract terms and conditions to appropriate customers and eventual pull-through activities while managing key relationships such as key opinion leaders and key leadership stakeholders within hospitals and clinics.
Require that sales team members understand customer contracts in order to identify additional opportunities and to optimize contract compliance.
Effectively monitors District and Rep performance by setting targets and expectations, holding self and others accountable for results and taking timely and appropriate action to address opportunities for improvement. Assists in driving results of team through the analysis of the district sales funnel and identification of upcoming key account opportunities
Has complete understanding of all relevant compliance laws, policies and processes. Ensures actions of self and team are fully compliant. Oversee training and overall compliance with business and regulatory requirements
Assesses effective use of all sales tools, reports, and resources, ensures team is maximizing these tools to drive results within the district.
Through collaboration within the Region, develops and implements District business plan, manages District budget and overall responsibility for sales performance at District level in alignment with expectations. Provides feedback to district teams on the marketing, allocating, monitoring, and leveraging of internal and external resources (e.g., discretionary spend). Oversee the effective utilization of Pfizer resources to accomplish sales goals and strategies Demonstrates a strong understanding of customer business, financial needs, and strategy oversees the development of business plans for geography and implement national sales strategies and programs. Host/facilitate district business reviews to ensure plans and strategies are having impact. Track the progress of marketing messages and programs. Ensure the successful execution of sales strategies with specific and actionable feedback on approach, professionalism, and compliance
Conducts district sales meetings to ensure alignment with corporate and district strategy. Works with various internal Pfizer HQ teams (i.e. Marketing, contracting, National Accounts, Compliance, Sales Operations, Commercial Excellence, Training etc.) providing feedback and working collaboratively to provide acceptable solutions to support the field
Ensures all representatives establish and continually manage sales activities to build relationships with all Buying Influences (Pharmacy, Nurse, Surgery, Materials, etc.)
Establishes and maintains effective communication with all members of the District, Region, National Account, and Leadership Teams and effectively execute plan of action with regard to large group practices (IDNs)
Oversees the effective management of product trials, contract conversions, and new product launches
Additional Offer Details:
Last Date to Apply for Job: 5/28/2018
Additional Location Information: Texas
Eligible for Employee Referral Bonus
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.