Global Hospital & Biosimilars (GH&B) Area Business Manager - Northeast

Job description

ROLE SUMMARY The Global Hospital & Biosimilars (GH&B) Area Business Manager will lead a team of sales professionals to achieve sales and financial goals for Pfizer’s Sterile Injectables and Biosimilars portfolio 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 Area Business Manager has leadership responsibility for a multistate geography, primarily including: New York, Northern New Jersey, Massachusetts, Connecticut, Rhode Island, Maine, Vermont, New Hampshire. The Area 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) and Alternate Site facilities throughout the District including National Accounts, Health System Directors, Trade, Portfolio, Contract Strategy, and Sales Leadership. The Area Business Manager will directly influence the success of the US Pfizer GH&B organization by overseeing the hiring, training and execution of their sales representative team (referred to as Global Hospital & Biosimilars Sales Representatives) and managing their development and the 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 Business Director, GH&B and will be responsible for overseeing the creation of business plans and execution of overall sales strategy to ensure the launch, adoption and overall success of the Pfizer GH&B robust portfolio of Sterile Injectables and Biosimilars and innovative delivery systems. The role is accountable for overseeing the market in general and the optimization of business opportunities in targeted hospital and alternate site accounts as well as managing a team of Global Hospital & Biosimilars Sales Representatives in calling directly on all accounts, through both in-person and virtual engagement, and driving accountability through the team regarding metrics and overall achievement of plan. The Area Business Manager will oversee the development and application of business processes that lead to achievement of sales goals and objectives, including disciplined call planning, KPI-driven call documentation, and effective use of digital tools and analytics to generate insights and next-best actions. This role will also be the primary liaison to Account management teams within Pfizer Biopharma 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 Area Business Manager should be capable of working with cross-functional teams within GH&B to drive optimization of selling strategies, efficiencies of call activity and planning and maximize effectiveness. This includes working collaboratively with Sales Operations, National Accounts, external business alliances, Portfolio, Contract Strategy, Marketing, Medical, Trade, Customer Service, Inside Sales, HR Business Partners, Training, Sales Leadership, SPA Captains and Executive GH&B Leadership. ROLE RESPONSIBILITIES Manages a district team of 8 Colleagues (Global Hospital & Biosimilars Sales 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 assessments and competency/behavioral assessments to drive high performance culture. Responsible for training and coaching Global Hospital & Biosimilars Sales Representatives to develop skills in key aspects of their sales job (i.e. selling on value, delivering approved messaging, clearly asking for the sale, and other conceptual topics). Responsible for coaching and guiding Sales Representatives 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 alternate site facilities. Requires that sales team members understand customer contracts in order to identify additional opportunities and to optimize contract compliance. Leads through complexity by applying strategic problem-solving, influencing across a cross-functional matrix, and rapidly adapting priorities and solutions to changing market dynamics and business needs. Effectively monitors District and Sales Representative 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. Oversees training and overall compliance with business and regulatory requirements. Ensures the team delivers relevant, targeted messaging using approved materials to educate providers on branded and unbranded product value propositions, and engages all customers within Pfizer compliance guidelines. Reviews and coaches to territory and account call routing schedules and business plans that prioritize face-to-face customer interactions, supplemented by virtual engagement as appropriate. Ensures disciplined call execution, including clear objectives, defined next steps, and thorough documentation aligned to key performance indicators. Assesses effective use of all sales tools, reports, and resources, ensures team is maximizing these tools to drive results within the district. Coaches the team to adopt and effectively leverage current and emerging digital tools, platforms and analytics for customer engagement, pre-call planning, and next-best-action insights. Through collaboration within the Region, develops and implements the District business plan, manages the District budget and has overall responsibility for sales performance at the 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). Oversees the effective utilization of Pfizer resources (e.g., product demonstrations, in-services, contract discussions) to accomplish sales goals and strategies. Demonstrates a strong understanding of customer business, financial needs, and strategy; oversees the development of business plans for the geography and implements national sales strategies and programs. Hosts/facilitates district business reviews to ensure plans and strategies are having impact. Tracks the progress of marketing messages and programs. Ensures 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, Medical, Contracting, Trade, Customer Service, Inside Sales, 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 trust-based relationships with all Buying Influences (Pharmacy, Nursing, Surgery, Materials, etc.) Establi