CAREER TRACK LEVEL:
GJL 90
DIVISION:
Pfizer Essential Health
BUSINESS UNIT/LINE:
Commercial
REPORTS TO POSITION TITLE:
Commercial Director : Sub Saharan Africa
POSITION SUMMARY
The Commercial Lead (East Africa) is a member of the Commercial Operations, Sub Saharan Africa (SSA) team charged with directing the sales in the region through Pfizer FF and distributors. This leader will be accountable for leading and motivating the field sales force to deliver the sales targets which support the Pfizer brands and customer management strategies. He or she will craft sales plans across sectors and customer groups in East Africa and will supervise sales managers to ensure that they are leading and mentoring their teams successfully. This leader will manage in-market product availability and replenishment at appropriate stock levels through close partnerships with our distribution partners. Following close alignment with our Supply and Marketing organizations, this lead will set annual targets with our distributors and will monitor progress against these targets throughout the year. To ensure attainment of targets, he or she will identify opportunities for price adjustments as well as advocate and institute profitable incentives with market wholesalers and retailers.
POSITION RESPONSIBILITIES
Strategy Development:
Devise and implement Sales Plan consistent with brand and customer strategies
Optimize Sales Force resources across the markets allocating sales investment in line with largest opportunities or potential for growth
Assess the current Distribution Strategies in collaboration with the Commercial Team inclusive of Supply and Marketing to ensure the optimal outcomes on: geo expansion, portfolio and promotional activity.
Ensure that the key performance indicators agreed with the distributor deliver on customer and Pfizer objectives
Planning:
Deliver annual Sales and Distributor Operating Plan complete with portfolio revenue , margin and operating cost , across channels agreed with relevant stakeholders
Provide feedback through management reports on field force and distributor performance
Provide feedback and input on value propositions and marketing tools
Identify country trends and commercial opportunities, inclusive of promotional activity beyond traditional field force in collaboration with the distributors.
Effective Customer Targeting and other productivity metrics for the FF to ensure allocation of resources to high potential customers and territories
Optimize resources across business units and enabling functions in the planning process with “One Pfizer” in mind.
Execution:
Ensure that the following people management processes are developed and maintained in cooperation with support functions: recruitment , induction , training , development , performance management , compensation and incentive planning
Lead engagement efforts, role model leadership behaviors, including development & tracking the engagement action plan for the Sales Team.
Act as single point of accountability in the execution of the distributor strategy. Take the lead in the end to end activities recognizing that service delivery occurs within and across teams and that delivery of service must be carefully choreographed. Manage all stakeholder relationships inside and outside Pfizer with a focus on how team relationships are built
Set accurate forecasts and expectations and manage progress reports, timelines, and updates for the field force and distributors.
Ensure adequate stock availability in market through accurate forecasting to market, management of stock replacement and strong customer relations and negotiations across all channels.
Ensure that all commercial activities emphasize winning the right way and conforming to all compliance policies.
Achievement of sales / expenses / profit targets
ORGANIZATIONAL RELATIONSHIPS
PEH/PIH Commercial Marketing group
Human Resources
Strat Co
Business Technology
Finance
Legal
Global Supply Chain
Regulatory
EDUCATION AND EXPERIENCE
B Degree in Sciences or Commerce
Minimum of 10 years National Sales/Key Account management
Knowledge and experience in the Kenya and Ethiopia Pharmaceutical Market
TECHNICAL SKILLS REQUIREMENTS
Broad knowledge of the pharmaceutical industry and healthcare environment
Demonstrated track record of high performance and producing outstanding sales results
Experience working with distributors with a successful track record of setting and meeting annual results
Strong communication and influencing skills to gain credibility with a range of stakeholders
Strong business acumen and judgment with the ability to proactively manage business and P&l to meet objectives
Proven analytical strengths to drive decision making
Strategy development, problem solving and change management.
Track record of strong networking and working collaboratively with others across functions and markets
