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Key Account Manager


New Orleans, LA
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Job Details

**Job Purpose:**

To develop, implement and manage promotional campaigns and commercial activities to maximize the revenues and profitability of the Pfizer portfolio

To work closely with Sales Managers to ensure brand and customer strategies are executed in prioritized accounts.

Identify and target emerging customers that influence protocols; tenders; registration; pricing; reimbursement and payment of Pfizer products

**Key Accountabilities**

**Performance Measures**

**Key Activities**

**Market Planning:**

+ Key Account Plans

+ Formulate promotional campaigns for selected brands in line with market objectives.

+ Develop tactical commercial activities, such as discounting, to increase product revenues and profits.

+ Ensure continuity of product supply by working with Pfizer Demand Managers to identify and resolve issues.

+ Use of business intelligence (including market research, loss of exclusivity, price and tariff changes, competitor activity etc) to inform forecasts, plans and activities.

+ Monitor progress against designated promotional plans to ensure corrective action can be taken if deviations occur.

+ Assigned tender business

+ Quality, relevance and focus of marketing plans for selected products measured by feedback from relevant internal stakeholders

+ Achievement of sales targets ( volume and revenue )

+ Achievement of P&L targets

+ Frequency of out of stock situations versus corporate averages

+ Implementation of tactical commercial plans having a direct impact on revenue and profit

+ Build and execute on Key Account plans

+ Work with marketing / commercial colleagues to develop promotional campaigns

+ Work with finance and marketing colleagues to develop appropriate discount strategies and offerings

+ Monitor revenue and profit levels to ensure performance is in line with budgeted figures

+ Working closely with Sales Manager, input to local business / customer plans

**Customer Relationship Management:**

+ Be the face of Pfizer for key accounts / commercial customers

+ Manage designated key accounts

+ Maintain up to date customer / account records - using appropriate tools and processes eg electronic customer management system

+ Identify and target customers that influence prescribing patterns and policy in key accounts / tenders / protocols

+ Develop strategies and tactics to minimize loss of business as a result of switching of Pfizer products at pharmacy level

+ Map out funding flow for Pfizer products in specific accounts

+ Identification and planned activity on priority accounts and customers

+ % of switch business

+ Product related queries

+ % business secured through tenders

+ Product endorsements on protocols / reimbursements

+ Absence of ' out of stock' situations

+ Sales, formulary acceptance, contract status and product use in designated Key Accounts

+ Funding available for Pfizer products

+ Customer Plans

+ Access to customer business plans

+ Prioritize key accounts

+ Help develop customer value propositions

+ Identify and build meaningful business relationships with key customers throughout the distribution chain

+ Keep up to date customer records and systems

+ Provide brand training to pharmacy and wholesale staff

+ Build relationships with payers and non prescribing influencers in key accounts

+ Work closely with Sales Managers to ensure the right business / commercial strategies are being implemented in priority accounts

+ Assist medical representatives with product motivations - where required

+ Coordinate product launches at pharmacy / wholesale level

**Additional Assignments:**

+ As agreed with Manager, undertake additional assignments, ensuring objectives are met and outputs delivered to the brief given

+ Feedback from project stakeholders

+ Delivery on project deliverables

+ Dependent on project and capability of colleague

**Skills, Knowledge, Qualifications, Experience and Competencies**

**Business Skills:**

+ Commercial and financial acumen

+ Business analysis and reporting

+ Systems understanding

+ Strong negotiation and influencing skills

+ Customer understanding

+ Computer literate including manipulating Excel spreadsheets, PowerPoint, Word

+ Oral and written skills

**Business Experience and Qualifications:**

+ Experience of working in the healthcare environment ( 3 years as a sales representative)

+ Knowledge of the evolving healthcare environment

+ Broad knowledge of Pfizer products

+ Account management understanding

+ Cross functional collaborative experience

+ Influencing broad range of stakeholders

+ Graduate

+ Proficient in written and spoken English


+ Demonstrates Business Acumen

+ Acts Decisively

+ Seizes Accountability

+ Holds People Accountable

+ Grows Others

+ Leads Change

+ Self Awareness

+ Commits to " One Pfizer"

+ Builds Effective Teams

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