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District Business Manager

Pfizer


Location:
Mesa, AZ 85206
Date:
12/19/2017
2017-12-192018-01-19
Pfizer
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Job Details

The Alternate Site/Surgical DBM will lead a team of SHR sales professionals to achieve sales and financial goals for Pfizer Injectables 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 DBM has leadership responsibility for a multistate and multi-channel geography including Central SW and will be expected to travel up to 25-40%. The DBM will be responsible for leading performance via a cross functional matrix of stakeholders for key accounts, healthcare channels and Hospital Integrated Delivery Networks/Systems (IDNs) across the geography Central SW



The DBM will directly influence the success of the US Pfizer Injectables organization by overseeing the hiring, training and execution of their sales representative team (referred to as Alternate Site/Surgical Specialist) and managing 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 National Sales Director, Pfizer Injectables and will be responsible for overseeing the creation of business plans and execution of overall sales strategy to ensure the adoption and overall success of the Pfizer Injectables robust Alternate Site, Sterile Injectable, Surgical and Hospital portfolio. The role is accountable for the optimization of business opportunities in targeted accounts including hospitals, long term care and home infusion customers along with ambulatory surgery centers. The DBM will also manage a team of Alternate Site/Surgical Specialists calling directly on all accounts and driving accountability through the team regarding metrics and overall achievement of plan. The DBM will oversee the development and application of business processes that lead to achievement of sales goals and objectives. This role will also be the primary liaison to Major Account management teams within Pfizer Essential Health 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.







**ROLE RESPONSIBILITIES**



-Team leadership



-Manages a District team of 7-8 Alternate Site/Surgical Specialist 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 reviews and



competency/behavioral assessments to drive high performance culture



- The Specialty and Surgical District Sales Manager will also be responsible for training and coaching Alternate Site/Surgical Specialist to develop skills in key aspects of their sales job (i.e. selling on value and other conceptual topics)



-Responsible for coaching and guiding Alternate Site/Surgical Specialist through the hospital formulary acceptance process, account conversion process, business evaluation review, 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 in Long Term Care and Home Infusion Sites, Hospitals and Ambulatory Surgery Centers within one's geography. Require that sales team members understand customer contracts, pricing and reimbursement in order to identify additional opportunities and to increase contract compliance



-Effectively monitors District and 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. Oversee training and overall compliance with business and regulatory requirements



-Assesses effective use of all sales tools, reports, and resources, ensures team is maximizing these tools to drive results within the district Business leadership. The role will also involve financial, business acumen and analytical skills when calling on customer with representatives or individually assigned accounts.



-Through collaboration within the sales team, develops and implements District business plan, manages District budget and overall responsibility for sales performance at 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). 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 sales



strategies and programs. Host/facilitate district business reviews to ensure plans and strategies are having impact. Track the progress of marketing messages and programs. Ensure the successful execution of sales strategies with specific and actionable feedback on approach, professionalism, and compliance. Ensure strategic Account Management being executed to reach key customers.



-Conducts district sales meetings to ensure alignment with corporate and district strategy



-Works with various internal Pfizer HQ teams (i.e. Marketing, contracting, 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 relationships with all Buying Influences (Managers, Directors, 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 to large group practices (IDNs)



-Oversees the effective management of product trials, contract conversions, and new product launches and go-to-market strategy



-Ability to manage a large geography with up to 25-40% travel







**QUALIFICATIONS**



Candidate will preferably reside in the geography



Bachelor's degree is required with a concentration in sciences, business or related field



preferred. MBA or advanced degree in a related field preferred



3 - 5 years selling specialty or surgical hospital products



5+ years demonstrated success and achievement of direct people management experience, or 3 years in a field leadership role



5+ years hospital sales experience and a deep understanding of moving hospital customers through the sales process; surgical or operating room experience preferred



3 - 5 years of contracting preferred



Experience working with key thought leaders or high influence customers in alternate sites, hospitals, or IDN's (integrated delivery networks). Ability to develop and motivate



others, lead through change, and deliver on Pfizer business imperatives is necessary to be



successful in this role. Strong organizational and analytical skills and ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications required



Ability to navigate a complex healthcare landscape



Ability to understand multiple customer purchasing and managed care landscape



Clinical and therapeutic product knowledge experience preferred



Understanding of the process for driving Contract compliance with different account



buyers, Directors of Pharmacy, Procurement and materials management



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 terms and conditions



Knowledge of sales force excellence best practices



Experience in other facets of commercial organizations is a plus including marketing, finance or contracting







**Additional Offer Details:**







+ **Last Date to Apply for Job: 1/2/2018**



+ Additional Location Information: District covers Arizona, New Mexico, Memphis, Little Rock, Tulsa, Oklahoma City and Omaha



+ Eligible for Relocation Package



+ Eligible for Employee Referral Bonus







Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
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