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District Business Manager, Injectables and Delivery Systems

Pfizer


Location:
Pittsburgh, PA
Date:
06/23/2017
2017-06-232017-07-22
Job Code:
1054749-1852
Pfizer
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Job Details

Job Title District Business Manager, Injectables and Delivery Systems

JobID 1054749-1852

Location: Pittsburgh, PA

Description *About Pfizer*

A career at Pfizer offers opportunity, ownership and impact.All over the world, Pfizer colleagues work together to positively impact health for everyone, everywhere. Our colleagues have the opportunity to grow and develop a career that offers both individual and company success; be part of an ownership culture that values diversity and where all colleagues are energized and engaged; and the ability to impact the health and lives of millions of people. Pfizer, a global leader in the biopharmaceutical industry, is continuously seeking top talent who are inspired by our purpose to innovate to bring therapies to patients that significantly improve their lives.



*Role Description*

The Sterile Injectables (SI) District Business Manager will lead a team of sales professionals toachieve sales and financial goals for Pfizer Injectables in the assigned market and ensure theexecution of strategic sales plans.Responsible for attaining results through the optimum utilization of market resources, ensuringcompliance with all policies and procedures, management of key customer accounts, andutilization of their people management skills; the District Business Manager has leadershipresponsibility for a multistate geography (Maryland, Virginia, Washington, DC, Pennsylvaniaand Delaware) and will be expected to travel up to 50%.The District Business Manager will be responsible for leading performance via a cross functionalmatrix of stakeholders for key accounts and Hospital Integrated Delivery Networks/Systems(IDNs) across the geography: (UPMC, Sentara Health system, HC Pharmacy, Johns Hopkins,Medstar system, Christiana University of Maryland Medical Center, Inova Fairfax Hospital,Penn State Milton S Hershey Medical Center, VCU Medical Center)The District Business Manager will directly influence the success of the US Pfizer Injectablesorganization by overseeing the hiring, training and execution of their sales representative team(referred to as Drug & Drug Delivery Specialists) and managing the success of their geography.This role will require both strategic thinking and tactical execution to ensure that the team meetsits key objectives and commitments of the assigned district, region and division.The individual will report to a Regional Sales Director, Pfizer Injectables and will be responsiblefor overseeing the creation of business plans and execution of overall sales strategy to ensure theadoption and overall success of the Pfizer Injectables robust product portfolio and innovativedelivery systems. The role is accountable for overseeing the market in general and theoptimization of business opportunities in targeted hospital accounts and clinics as well asmanaging a team of Drug & Drug Delivery Specialists in calling directly on all accounts anddriving accountability through the team regarding metrics and overall achievement of plan.The District Business Manager will oversee the development and application of businessprocesses that lead to achievement of sales goals and objectives. This role will also be theprimary liaison to Major Account management teams within Pfizer Essential Health and otherPfizer sales teams regarding pull through strategies with key accounts as well as to effectivelydrive acceptance of promoted product(s) within a designated business area and geography.



*Responsibilities*

Team leadership* Manages a district team of 7-9 Drug & Drug Delivery Specialists to maximize performance andhelp achieve/exceed sales and budget targets by screening, interviewing, and hiring the bestqualified candidates; delivers ongoing coaching and timely feedback to both manageperformance and develop team members; conducts performance reviews andcompetency/behavioral assessments to drive high performance culture* The Pfizer Injectables District Sales Manager will also be responsible for training and coachingDrug & Drug Delivery Specialists to develop skills in key aspects of their sales job (i.e. sellingon value and other conceptual topics)* Responsible for coaching and guiding Drug & Drug Delivery Specialists through the hospitalformulary acceptance process, communicating contract terms and conditions to appropriatecustomers and eventual pull-through activities while managing key relationships such as keyopinion leaders and key leadership in hospitals and clinics within one's geography. Require thatsales team members understand customer contracts in order to identify additional opportunitiesand to increase contract compliance* Effectively monitors District and Rep performance by setting targets and expectations, holdingself and others accountable for results and taking timely and appropriate action to addressopportunities for improvement* Assists in driving results of team through the analysis of the district sales funnel andidentification of upcoming key account opportunities* Has complete understanding of all relevant compliance laws, policies and processes. Ensuresactions of self and team are fully compliant. Oversee training and overall compliance withbusiness and regulatory requirements* Assesses effective use of all sales tools, reports, and resources, ensures team is maximizingthese tools to drive results within the districtBusiness leadership* Through collaboration within the Region, develops and implements District business plan,manages District budget and overall responsibility for sales performance at District level inalignment with expectations. Provides feedback to district teams on the marketing, allocating,monitoring, and leveraging of internal and external resources (e.g., discretionary spend).Oversee the effective utilization of Pfizer resources to accomplish sales goals and strategies* Demonstrates a strong understanding of customer business, financial needs, and strategy* Oversees the development of business plans for geography and implement national salesstrategies and programs. Host/facilitate district business reviews to ensure plans and strategiesare having impact. Track the progress of marketing messages and programs. Ensure thesuccessful 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 strategyWorks with various internal Pfizer HQ teams (i.e. Marketing, contracting, National Accounts,Compliance, Sales Operations, Commercial Excellence, Training etc.) providing feedback andworking collaboratively to provide acceptable solutions to support the fieldEnsures all representatives establish and continually manage sales activities to build relationshipswith all Buying Influences (Pharmacy, Nurse, Surgery, Materials, etc.)* Establishes and maintains effective communication with all members of the District, Region,National Account, and Leadership Teams and effectively execute plan of action with regard tolarge group practices (IDNs)* Oversees the effective management of product trials, contract conversions, and new productlaunches* Ability to manage a large geography with travel



*Qualifications*

* Candidate will preferably reside in the geography* Bachelor's degree is required with a concentration in sciences, business or related fieldpreferred. MBA or advanced degree in a related field preferred* 3 - 5 years selling specialty hospital products* 5 years demonstrated success and achievement of direct people management experience, or 3years in a field leadership role* 5 years hospital sales experience and a deep understanding of moving hospital customersthrough the sales process* 5 years of injectables market experience including ready to use drug delivery innovationpreferred* 3 - 5 years of buy & bill experience and or contracting preferred* Experience working with key thought leaders or high influence customers in large grouppractices, hospitals, or IDN's (integrated delivery networks). Ability to develop and motivateothers, lead through change, and deliver on Pfizer business imperatives is necessary to besuccessful in this role. Strong organizational and analytical skills and ability to analyze and drawappropriate conclusions using sales data/call reporting software/applications required* Ability to navigate ACO (accountable Care Organizations) landscape* Purchase options include (1) hospital buying process (wholesaler or GPO) or Hospitalcontracting perspective* Understanding of the process for driving Contract compliance with hospital and accountbuyers, Directors of Pharmacy, Procurement and materials management* Managed care knowledge -understand the policy for the product and how it can be obtainedbased on the managed care policy and approval* Understanding the terms & conditions of a contract for a given customer* High degree of change agility expertise, building, leading teams and modeling culture* Demonstrated leadership in product launches* Deep understanding of hospital account management and ability to articulate contracting termsand conditions* Knowledge of sales force excellence best practices* Experience in other facets of commercial organizations is a plus including marketing, financeor contracting



*EEO & Employment Eligibility*

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer.





*District Business Manager, Injectables and Delivery Systems*
*Pittsburgh, Pennsylvania*
*1054749-1852*


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