Position Summary
The AM is responsible for demand generation, based on an understanding of the needs of the account and the ability to service and connect account level customers, to meet agreed business objectives. The AM will drive Pfizers commercial business through the management of selected accounts (local Wholesalers, as well as Private and Public Hospitals, regionally and nationally). Their role is to position Pfizer as partner of choice in aligned disease/patient management initiatives, seeking out, securing and delivering collaborative programmes.
Position Responsibilities
CUSTOMER RELATIONSHIP BUILDING
Identify the key customers, including key decision makers/stakeholders or influencers within the account and understand the decision-making unit network within the account to enable coordination, cooperation, and navigation across the organization.
Disseminate information via omnichannel communication in the customer target group via the customer preferred channel
Develop and manage relationships by engaging with customers through both in-person and virtual interactions
Onboard customers to new operating model platforms (e.g., Digital Engagement Portal)
Respond to customer requests by connecting with cross functional team to provide responses and input.
Explore customer insights, drivers and needs; assess their fit with Pfizer’s commercial objectives to identify collaborative programmes that meet shared goals.
Ensure an open, transparent & high integrity business environment with customers which will strengthen Pfizer’s reputation.
Be 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.
CUSTOMER CAPACITY BUILDING
Achieve financial objectives for the designated accounts
Ensure assigned products are appropriately utilized and dispensed.
Develop favorable dispensing conditions by ensuring the clinical effectiveness, outcomes evidence and commercial value is presented in a compelling and relevant way to key decision makers.
Work with customers and leverage Pfizer resources to facilitate the implementation of treatment guidelines.
Seeking out and executing regional Market Expansion initiatives.
MANAGING KEY ACCOUNTS
Develop, Implement, Monitor & Evolve the Account Business Plan
The Account Plan should reflect Pfizer’s business objectives and be a living document.
Lead development of the plan, collaborating with the cross-functional KAM team.
Ensure the account plan is aligned to Country Brand and Customer strategies
Lead the execution of the account market expansion activities.
Collaborate with Integrated Account Team (Medical, H&V, Marketing etc.) to direct the deployment of customer facing colleagues interacting with customers in the account
Identify any other resource required to execute the plan or address customer needs
Conduct monthly performance reviews against the account plan and make 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.
CROSS FUNCTIONAL SUPPORT
Lead local cross-functional communication and collaboration
Develop internal relationships with other functions, such as Sales, Brand Marketing, Medical Managers, Training Managers and Legal advisor.
Follow the local compliance process to develop collaborative programme agreements which are transparent and compliant.
Provide input to country brand and customer strategies based on your understanding of account and customer needs.
Align activities across Business Units to ensure “common” decision makers have a “one Pfizer” perspective.
Record all interactions and initiatives in the appropriate Pfizer Performance plan.
Identify and collate Customer insight and share with the wider Cross-Functional KAM team
Ensure no switching of Pfizer scripts at Pharmacy level, wherever possible through solid relationship building, implementation of retail partnership programs and motivations.
Education And Experience
A commercial or Science qualification.
3 to 5 years’ previous Key Accounts experience with one of the big hospital groups
Technical Skills Requirements
Technical skills required and/or preferred, as applicable.
Broad knowledge of Pfizer products
Knowledge of the pharmaceutical markets/environments
Basic knowledge of the evolving Managed Healthcare environment
Ability to merge clinical expertise with business acumen
Data rationale (ability to work with numbers)
Computer literacy
Project Management
Consult and Negotiate
Plan & Prioritize
Deliver & Evaluates
Financial Analysis
Apply via :
pfizer.wd1.myworkdayjobs.com
