Account Manager Private at Pfizer

POSITION SUMMARY


Drive Pfizer's commercial business through the management of selected accounts (local Wholesalers, as well as Private Hospitals regionally and nationally).
Driving a customer-focused approach via customer Insight, segmentation and selection. Build key account plans and manage the business by accounts.
Position Pfizer as partner of choice in aligned disease/patient management initiatives, seeking out, securing and delivering collaborative programmes which will make Pfizer the pharma partner of choice
Direct the deployment of Pfizer resources regionally and nationally within the account.


POSITION RESPONSIBILITIES
CUSTOMER RELATIONSHIP BUILDING


Develop & Manage relationships with key customers
Identify the key decision makers/stakeholders within the account and understand the decision making unit network within the account to enable coordination, cooperation and navigation across the organisation.
Explore customer insights, drivers and needs; assess their fit with Pfizer's commercial objectives in order to identify collaborative programmes that meet shared goals.
Identify and engage with emerging customers who may not formally be part of the account but remotely influence decisions the account takes.
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 favourable 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 Sales Managers 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 making 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 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 & Prioritise
Deliver & Evaluates
Financial Analysis