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Hospital Systems Account Executive


Brockton, MA 02301
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Job Details

The Hospital Systems Account Executive team is responsible for 60%-65% of Sterile Injectables and Specialty Medical sales and is a critical component to the growth of the overall business. With increasing consolidation and complexity in how these IDN accounts conduct their business and manage patients, this individual will be required to effectively work in a dynamic business environment.

The primary function is to develop, maintain and grow strategic long term Integrated Delivery Network (IDN) customer relationships within the executive levels, develop and execute customer business plans and ultimately maximize sales and margin growth within assigned IDN Accounts. Product focus will be Pfizer's Sterile Injectable and Specialty Medical portfolio utilized by assigned IDNs. This individual will be responsible for maintaining and driving growth in their assigned IDN base, annual sales totaling between $90-$110 million.

Customer Relationship Management: Developing, maintaining and enhancing strategic customer relationships across the entire accounts' organization including but not limited to C-Suite level Pharmacy/Procurement, clinical, operations and other critical stakeholders. Other Customer Relationship Management responsibilities include

+ Ensure that accounts have a positive experience when dealing with Pfizer.

+ Effectively navigate through complex organizations to grown contacts within accounts to gain influence among key decision makers; establish and leverage relationships to expand access to product offering.

+ Effectively articulate value proposition statements conveying economic, clinical and other key differentiators and quickly asses the success of messaging, revising strategy & tactics if/when required.

+ Serve as the single point of authority (SPA) for issues, queries and complaints and follow through to ensure closure/resolution.

Business Planning & Strategic Execution: Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives. Other responsibilities include:

+ Understand assigned accounts business model; find mutually beneficial economic solutions to increase Pfizer value proposition.

+ Develop and adapt focused and customized strategies for the each assigned customers (and their members for GPO's); ensure alignment of plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditions.

+ Conduct quarterly (or as needed) business reviews with assigned accounts.

+ Effectively utilize and deploy resources (people, systems, information and products) to accomplish sales goals and support key customer objectives and business strategy.

Leadership: Provide strong leadership to internal stakeholders in order to effectively accomplish the following:

+ Development and execution of established IDN business strategy.

+ Provide a collaborative environment for all members within a matrix in order to effectively serve our IDN customers and resolve concerns/issues ours customers may have.

+ Provide a positive environment where accountability, collaboration, ingenuity and problem solving are expected and encouraged.

Contracting: Manage customer contracts by liaising with customers and internal contracting team

+ Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and gain support for inclusion of products in the next contracting cycle.

+ Obtain favorable contracting positions with all new product introductions; effectively present economic and clinical value when applicable.

Internal Relationship: Collaborate closely with Field Sales, Portfolio, Contracting and Business Analytics to develop strategies and value add programs that help maintain and grow the business as well as improve contract compliance.

The Hospital Systems Account Executive must have a minimum of 8 years of successful healthcare sales experience with proven results, and must possess strong leadership skills demonstrated either through leading a sales team for a minimum of 3 years or managing large accounts requiring internal senior leadership interaction. They must have experience calling on and interacting with senior executives within large organizations, having identified key influential stakeholders within an organization. They also must have demonstrated ability to serve customers' needs (immediate follow-up, addressing issues promptly) and collaborate with multiple internal stakeholders. Experience within the field of assigned customer groups or the Sterile Injectables or Specialty Medical market is strongly preferred.

This person is required to manage multiple and diverse product lines,

customer segments, and levels of internal/external stakeholders. This will require a demonstrated ability to manage and pivot between the above-mentioned products, customer segments and high stakeholder layers quickly, effectively and successfully.

This person must have strong interpersonal and communications skills, possess a high degree of professionalism, present themselves as articulate (verbal and written) with clear and well understood messages, be able to build relationships and credibility internally and externally, facilitate the flow of information within the organization, and possess the ability to present material to persuade, convince or influence others (individuals, groups) to gain their approval/support of their ideas, projects or goals.

This person must have strong business management skills, demonstrate an excellent understanding of marketing practices, be able to develop and execute strategic plans, and understand and apply the fundamentals of financial management to perform profit and loss analyses to plan strategies

This person must have strong analytical and problem solving skills, a demonstrated ability to gather, understand, evaluate information from various sources (establishes links between sources of data, draws logical conclusions and provides appropriate options, makes recommendations and wise decisions in a timely manner, and has the ability to utilize various analytical tools to gather, understand and evaluate information (Excel, etc).

This person must have well-developed project management/organizational skills to manage multiple projects and priorities. The candidate will have a proactive, results-oriented willingness to drive changes across the organization while working effectively with cross-functional teams in a matrix environment, focusing energy in the right places to work efficiently.

This person must have a high degree of self direction with the ability to constantly seek innovative ways to perform tasks in an efficient and timely manner.

This person must be customer-focused and have the ability to identify and meet the expectations and requirements of internal and/or external customers (tailors actions and practices to exceed their service requirements, gains customer trust and respect).

Travel within assigned territory anywhere between 50% - 60%.

**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.

**Sunshine Act**

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider's name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

**Additional Offer Details:**

+ **Last Date to Apply for Job: 2/5/2018**

+ **This job is Pfizer Exempt US Grade: 15**

+ Additional Location Information: Massachusetts, Connecticut, Maine, New Hampshire, New York, Rhode Island, Vermont

+ 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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