POSITION SUMMARY
Operational responsibility for the assigned PEH geography, for P&L and to maximize revenue and profit contribution in alignment with overall NEAR strategic and operating plans.
To lead the NEAR Pfizer Essential Healthcare Business Unit in Kenya and export markets (Ghana, Mauritius, Angola, Zimbabwe, Zambia & Mozambique)
Leadership and management of sales management teams (including third party) and other direct reports in accordance with Pfizer policy and values.
Coordination of enabling and platform function required to support Kenya and all export marketsand assigned geography objectives
To drive performance of the PEH portfolio across the markets and represent the interest of the PEH Kenya & Export markets at the NEAR market leadership level
Conducts all activities and makes decisions that are in accordance with Company policies and SOPs, Pfizer Values, anti corruption principles (MAPP) and global regulatory guidelines (including cGMP/cGLP/cGCP), environment guidelines, as appropriate.
POSITION RESPONSIBILITIES
Market Lead Responsibilities
Ensure appropriate face-of Pfizer representation at market level within Kenya & Export Market cluster for country healthcare environment issues management, market access negotiation for portfolio as a whole and representative of Pfizer.
Pricing for specific products is the responsibility of the BU Lead, but the Market lead represents Pfizer for negotiations that span the portfolio when there are cross-BU implications, subject to agreement and sign of by the NEAR CM.
Define go-to-market model and partners for markets within Kenya and export cluster and own primary relationship with such partners
Pfizer value proposition to government, large institutions and payers
Legal and fiduciary responsibilities where not required by the CM, compliance management and relationship with pharma association
Represent the cluster in the NEAR Management Forum
Identify and represent the service level needs of the country to the enabling functions.
Identify priorities with the platform functions.
Ensure all business are served effectively by the shared functions, and coordinate key field force agreements, where required
Lead the roll-out of regional/global initiatives, communication and policies Operational and Financial Performance
P&L planning and management
Forecasting
Resource and Investment planning
Organisation and People development
Optimize the in-country portfolio of the PEH BU, and manages daily operations of the business
Maximize revenue and IBT performance through rigorous management of the P&L and in alignment with goals.
Manage expenses and investments according to plan goals.
Monitor performance of the business and implement course-correcting actions in agreement with the NEAR CM
Work with above country BU teams to provide strategic / brand / operating plans. Develop understanding of Pfizer Inc and BU strategies and how they specifically relate to the country.
Participate in the Country Management Forum with a One Pfizer mindset to optimize results for Pfizer Strategy
Develop and execute innovative business strategies/models to maximize revenue, market share, and income growth.
Busines strategy should reflect the respective opportunities at market level within the Kenya & export markets
Maximize lifecycle product performance through excellence in aligned and innovative planning and execution.
Invest and leverage the base business to ensure sustainable contribution to Pfizer Inc.
Identify and exploit market specific opportunities to grow revenue and income.
Evaluate , develop and execute continuous development of new go-to-market strategies realising full MCM & digital potential Customer Facing
Drive execution of customer strategies and tactics based on segmentation and insight
Develop and lead integrated cross functional customer facing teams appropriate to the market needs
Personal ownership of key stakeholder relationships People and Leadership
Lead, direct and coach team members;
Use GPM to support Performance Management including low performance — ensure Objectives, IDPs, Reviews are completed as per the Pfizer calendar for all direct reports
Act as role model for OWN IT culture
Ensure effective collaboration across NEAR organization o With other commercial leaders – Commercial, Marketing, H&V
Ensure appropriate collaboration at first line manager level – Sales Managers, KAMs
With enabling functions – GL&S, Finance, GCO & HR
Support the continual building of the OWNIT and PEH Culture within the BU and across the organization
Lead, organise and coach a high performing team to develop colleagues in line with the Pfizer competency model.
As the go-to-market model evolves make sure that the organizational capabilities & structure fit the needs
Build and actively manage a pipeline of succession talent
Upholding and modeling Pfizer values, promoting and supporting a One-Pfizer approach along with visible and inspirational leadership Compliance
Ensure high standards of Compliance to norms, policies, and procedures.
ORGANIZATIONAL RELATIONSHIPS
The position will work closely with the PEH NEAR leadership (region, ), Country Management Forum, Pfizer Global Supply , matrix enabling and platform leaders, external alliances, Global functions with an interest in Africa (eg Philanthropy), supporting platform functions and leaders.
RESOURCES MANAGED
Financial Accountability
20-25 Million USD (Approx 2017 revenue expectation) Supervision
PEH Colleagues: 45 (approx.)
Markets to be supervised: Kenya, Ghana, Ethiopia, Tanzania, Mauritius, Zimbabwe, Angola, Zambia, , Mozambique, – Potentially other markets
EDUCATION AND EXPERIENCE Undergraduate degree is a must, with MBA or other relevant advanced degree preferred Experience
Pharmaceutical and broader healthcare business knowledge including the Generic industry
Experience of working with sub-Sahara African markets required, with experience in Kenya prefered
Deep understanding of P&L
Demonstrated commercial success with experience managing a sizable business
Proven effectiveness to manage large and complex portfolios requiring innovative diverse business strategies
Significant and successful people management and talent development experience
Experience and understanding of working with in partnership with Supply organization Skills
Change leader with tenacity and persistence to drive mind-set/behavior change
Highly effective people management skills
Demonstrated entrepreneurship mindset, accountability, agility, overcoming obstacles and focus on action and implementation in line with Pfizer Cultural Traits
Demonstrated track record of producing outstanding results as a leader of teams and/or organizations (in a functional group or commercial operations)
Demonstrated ability to think and act strategically
Demonstrated effective communication skills ; both oral and written
Demonstrated record of sound judgment and intelligent decision-making. Strong analytical skills
Consistently demonstrates and models the Pfizer values
Conflict resolution and strong negotiation skills to achieve win-win resolution
Ability to communicate effectively across all organizational levels
Ability to get things done in complex matrix organizations
Fluency in written and spoken English
TECHNICAL SKILLS REQUIREMENTS
Enterprise leader mentality
Commercial and marketing acumen and skills (e.g., negotiating skills, sales force management, etc.)
Metric development, monitoring and control
Change management and change leadership
Strong project management skills, the ability to handle multiple tasks simultaneously; can respond to tight timelines; as well as the capability to interact with all levels of the organization in a professional, effective manner.
Ability to work in a team and as an individual contributor, comfortable with ambiguity and constant change
Ability to work with little or no supervision
Strong performance management skills and ability to handle poor performance situations
Pfizer Senior Leader Competencies
Managing in a matrix
Entrepreneurial mindset
Analytical thinking
Managing complexity (across brands, markets, functions, cultures)
Building and leading high performance teams
Considered risk understanding / taking
PHYSICAL POSITION REQUIREMENTS
The position will require moderate to high travel across Kenya and Export markets markets
The position will require short term travel within the region and occasional travel to other regions
