Institutional Key Account Manager / Gestionnaire – Clients institutionnels, Global Hospital & Biosimilar (Central & Eastern Ontario)

Job description

statut :Régulier, temps plein Satus : Regular, full-time (Version française à la suite) Institutional Key Account Manager (IKAM) – Pfizer Canada Global Hospital & Biosimilar (GH&B) Own Global Hospital & Biosimilar territory strategy to drive access and deliver portfolio growth through strategic stakeholder engagement. Role Purpose: Responsible for driving the sales growth and access within hospital and institutional accounts by influencing treatment decisions, formularies and protocols. The incumbent is accountable for achieving or surpassing sales results aligned with the marketing strategies within their defined territory and respective region. This will be done by delivering value to providers through effective account management ensuring optimal patient care and management, as well as maximizing sales opportunities. Core Responsibilities: Develop and execute account business plans that address the business priorities of assigned territory within Pfizer GH&B. Establish and maintain long-term business relationships with key stakeholders, including chief pharmacists, healthcare professionals, physician group practices, decision-makers within health authorities, institutions, and purchasing groups Has comprehensive knowledge of customer’s objectives, strategies, & priorities, and applies knowledge to the business strategy and account planning to leverage key stakeholders leading to positive outcomes​ Develops significant credibility and trust, and creates a compelling business case that leads to an agreed upon opportunity that results in an executed plan of action​ Coordinate and execute educational programs, attend conventions, and leverage Pfizer resources to benefit key customer segments. To build advocacy in speakers and local key opinion leaders. Manage designated accounts to achieve business objectives, identify key customers, and develop effective relationships to promote Pfizer GH&B products and services. Collaborate with cross functional team members at the field and regional level (Senior Strategic Healthcare Partners (SSHP), Pharmacy Key Account Managers (PKAM) where applicable, Medical, Access, PSP, Marketing and others) to build and execute an integrated business plan that supports the strategy and objectives of the Global Hospital & Biosimilar business To contribute to the positioning of promoted products on hospital formulary listings and treatment protocols. Provide expertise on healthcare reform, healthcare systems, and health funding ecosystems to facilitate sound business decisions. Analyze account activities, create account plans, and deliver activities that optimize sales opportunities and resource allocation. Seek opportunities for synergy and partnership to achieve both Pfizer GH&B and customer goals. Consistently demonstrate first class account selling and management. Monitor progress within key accounts and implement action plans as appropriate. Operate with a Digital First multichannel mindset, demonstrating high capability and deployment of digital technology and channels, to further enhance customer experience, maximise colleague efficiency and ensure optimal patient access to our medicines Identifies and reports adverse events and product complaints as per Corporate procedure, including Your Reporting Responsibilities (YRR) training. The ideal candidate must demonstrate high proficiency in the following competencies: Territory and Hospital Navigation - This is the ability of the IKAM to effectively manage a portfolio of specialized pharmaceutical products and conduct proper account planning according to commercial needs; quickly become familiar with the various clinical pathways established by hospitals to treat patients using our medications; consistently develop an accessible, broad, and deep network of contacts; identify key decision-makers, enablers, and potential advocates for our promoted products; and quickly become familiar with each hospital’s unique ecosystem. Commercial Agility - This is the ability of the IKAM to possess a good understanding of specialized pharmaceutical product manufacturing, the Canadian supply chain, and the various forces leading to product shortages; grasp the B2B business environment, understand the main financial drivers in hospitals and KPIs related to customer roles, and convert clinical features into commercial benefits; understand the rationale behind our pricing structure and convey confidence when communicating our hospital prices, when necessary; and negotiate agreements based on overall value while understanding the fundamentals of contractual language. •         Value Creation - This is the ability of the IKAM to demonstrate a consultative mindset with customers; To deliver overall value to key accounts while developing productive partnerships; To conduct presentations in front of customers that are compliant to our code of conduct and impactful; To manage ongoing field projects with focus and within the set timeframes; To quickly become familiar with the overall operational dynamic of the provincial healthcare system. •         Clinical Agility - This is the ability of the IKAM to possess the basic knowledge of the therapeutic fields of our promoted products along with their respective clinical profiles, including indications and dosage regimens; To seek and entertain regular interactions with customers that are value-based; To quickly become familiar with the competitive environment. The ideal candidate possesses the following qualifications: ·       University degree in business administration or science with a minimum of five years of pharmaceutical sales experience. ·       Demonstrated record of success in customer-facing positions, preferably in a specialty environment. ·       High level of business acumen, strategic business planning abilities, and proficiency in using computer software. ·       Excellent communication, presentation, negotiation, and interpersonal skills. ·       Established network of key stakeholders influencing territory business. ·       Experience in product management, sales training, or sales administration is an asset ·       Ability to travel frequently and maintain a valid driving license. ·   Bilingualism (French and English): An advanced level of English, both spoken and written, is required to enable the individual to collaborate effectively with colleagues and partners located elsewhere in Canada and internationally daily as part of their responsibilities. The annual base salary for this position ranges from $107,925 to $179,875. The salary range provided applies to Canada only and does not apply to any other locations outside of Canada. ---------------------------------------------------------------- Gestionnaire – Clients institutionnels (GCI) – Secteur hospitalier et produits biosimilaires – Marché mondial (SHPBMM), Pfizer Canada Responsable de la stratégie relative au Secteur hospitalier et produits biosimilaires – Marché mondial (SHPBMMM) pour les territoires visant à favoriser l’accès et à assurer la croissance de la gamme de produits grâce à un engagement stratégique auprès des parties prenantes. Objectif du poste : Assurer la croissance des ventes et favoriser l’accès auprès des hôpitaux et des clients institutionnels en influençant les décisions thérapeutiques, les listes de médicaments et les protocoles. La personne titulaire sera chargée d’atteindre ou de dépasser les objectifs de vente, arrimés aux stratégies de marketing des territoires ou régions. Elle atteindra ces objectifs en apportant de la valeur ajoutée aux fournisseurs au moyen de la gestion efficace des comptes, afin d’offrir aux patient·e·s une prise en charge et des soins optimaux, tout en maximisant les possibilités de vente. Fonctions principales : ·       Concevoir et appliquer des plans d’affaires pour les comptes qui répondent aux priorités commerciales du territoire qui lui a été attribué au sein du SHPBMM de Pfizer ·       Établi