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National Pharmacy Director

Pfizer


Location:
Collegeville, PA 19426
Date:
11/17/2017
2017-11-172017-12-18
Pfizer
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Job Details

The Pharmacy Vaccines Team is responsible for delivering sales strategies and results for a $4B business with multiple vaccines. This team operates in an environment that embraces and encourages the implementation of innovative ideas and creates a culture of collaboration and teamwork. The will cultivate new business opportunities and drive sales for Prevnar 13 and Trumenba through community pharmacy channels, combining innovative thought, executive sales and customer marketing skills. The successful candidate will need to work in highly matrixed organizations both within Pfizer and the targeted customers. This position will collaborate on action planning and assist in prioritizing activities for a matrix team of 100 field colleagues in Vaccine Sales to achieve national and regional goals. The successful candidate will also implement marketing plans to effectively and efficiently create durable business with stocking customers. This position will have both large national accounts, which may have up to 10,000 outlets, 1 million employees and 25,000 HCPs, and mid-sized regional account responsibilities with up to 2,000 outlets and 6,000 HCPs. The position will require travel, up to 50%. The candidate will ideally live near a major airport and travel to the Collegeville office will be required on occasion.



The Director will contribute directly to sales goals for US Vaccines.







The National Pharmacy Director will cultivate new business opportunities with large, national and regional Pharmacy Chains and Organizations. The NPD will have responsibility for 1-2 major national accounts, such as Walgreens or CVS, and 1-2 regional accounts, such as Publix, and Costco. These organizations may have up to 10,000 outlets, 1 million employees and up to 50,000 HCPs. A successful director will initiate and build new relationships with high-level decision makers in the target markets. The Director needs to be tactful, resilient, persistent and convincing to build and maintain these relationships. To succeed in this role, the candidate must excel at working in both lateral and vertical organizations both within Pfizer and the customer organization. The director must be adept at creating a vision for the future, and be able to create a pathway to optimize the customers' adult vaccination opportunities. The candidate must be a self-starter, and able to work in ambiguous environments and create opportunities within the channel. Daily responsibilities will include traveling to customers for sales calls, coordinating with appropriate subject matter experts, and Pfizer Colleagues to assemble the best team for the customer's needs. This will require internal coordination within Pharmacy Vaccines, Vaccine Sales, Field Medical, Trade, PCA Account Teams, and the vaccines brand teams. Subsequent to winning customer agreement to proceed, the Director will be expected to build a business plan for each customer according to size and potential of the customer and to negotiate with marketing team for resources across channel customers. The NPD will work with marketing and colleagues in Pharmacy Vaccines to recommend the appropriate mix of sales resources and marketing tools for stocking customers, employ available point of care tools, and work with customers to train staff and pull through business in stocking locations. This person will work closely with Brand Marketers to choose available tools or create new marketing tactics with customers, when warranted. The NPD will be responsible for coordinating an internal Pfizer and customer team together for Annual Planning, Flu Season Planning, Back to School Planning, Vaccine Contracting, and Quarterly Business Reviews with customers.







Strategic Account Coordination is critical to the success of the business in these channels. Multiple teams with different reporting structures will collaborate to execute against objectives. Coordination internally with Pharmacy Account Business Managers, Pfizer sales and marketing colleagues will be approximately 40% of the workload. The activities will include:







+ Creation and maintenance of Annual Customer Plans to be share across the Pharmacy Vaccines Team, Marketing, and Sales



+ Customer Goals Setting and Quarterly forecast adjustments



+ Developing annual and seasonal marketing plans in collaboration with marketing teams



+ Quarterly Business reviews at POA and via Webex with Field including updates, data, progress reports



+ Coordination with PABMs, RBDs, DBMs, PASs and TMs - over 400 colleagues



+ Collaborate with PABMs and RBDs in prioritizing national and regional accounts



+ Customer team goal setting and communication of progress and metrics toward shared objectives



+ Collaborate to establish pull-through direction



+ Mentor PASs related to efforts with customer field leadership of national accounts



+ Coordination with PABMs and DBMs to establish feedback loop and best practice sharing across districts



+ Developmental projects and pilots



+ Coordination with CISRs and Inside Sales Reps



+ Regional Immunization Opportunities with regional accounts







The NPD will need to navigate large organized customers as part of a team of appropriate Pfizer colleagues. While this role will require coordination within HQ, the candidate must maximize time interfacing with customers to be successful. The candidate should expect to meet with their priority customers live on a monthly to quarterly basis and virtually 1-2 times weekly. Customer interactions will also include support for annual customer meetings and exhibits which enable interaction with the customers' critical healthcare providers and business decision makers. The NPD will interface at the VP and Senior VP levels of customer organizations and must possess executive presence to conduct business at that level.



The NPD will need to be an independent worker, highly motivated and team-oriented. Travel may be extensive with this role and the candidates should expect to travel 50% of the time. Customer face-time is critical to the success of this role. The candidate will ideally live in near a major airport. Travel to the Collegeville office will be required periodically.







The National Pharmacy Director will be both internally and externally facing. The position will comprise of approximately 60% interface with customers and 40% internal coordination and collaboration within Sales and Account team, vaccine brand marketers, PCA Trade, Pfizer Consumer Health, Medical and Health Economics. The National Pharmacy Director will be responsible for organizing and leading national webexes to set direction and update the internal team on priority accounts regularly. The candidate must be skilled at matrix management as the success of the role will be tied to the activity of the PAS team in the field. The National Pharmacy Director will need to coordinate sales calls to customers and build the appropriate team of Pfizer colleagues to address the needs of the customers and to respect the need for a 'One Pfizer' face to the customer.







The ideal candidate will have the following:







+ Proven track record of successful team-based selling in new and undefined environment



+ Demonstrated success operating as an entrepreneur within a structured organization



+ Demonstrated success working in matrix environment , leading through influence and orchestrating customer interactions across multiple teams in different organizational structures



+ 8-10 Years' Experience - combination of sales and marketing in pharmaceuticals or related industries



+ 5 years' experience and demonstrated success executing in a matrix environment



+ Sales Experience with Organized Customers Required, including experience working with executive management



+ Pharmacy Experience Preferred



+ Vaccines Experience Preferred



+ Ability and desire to travel to customers ~75% of the time



+ Education: Bachelor's Degree Required, Marketing Training, MBA Preferred







+ Must be perceptive in assessing opportunities and probability of success.



+ Must be able to convince customers to dedicate resources necessary successfully implement adult pneumococcal vaccine programs.



+ Must be able to demonstrate customer marketing skills.



+ Must be proficient in executive level customer sales presentations. Sales presentations will often be directed at high levels of organized customers and will require excellent executive presence.



+ Successful candidate possesses the ability to challenge both Pfizer and the customer to think beyond current boundaries and create new opportunities for vaccines.



+ Must be able to assess likelihood of success of achieving customer opportunities as well as analyze the sales potential.



+ Candidate must be adept at assessing the various factors of success: marketing tactics, customer operations and interplay, and controllable and uncontrollable environmental factors.







**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: November 26, 2017**



+ **Eligible for Employee Referral Bonus: Yes**



+ **If selected as a finalist, you would be expected to interview Jan 3rd-5th which may require travel to a centralized location.**







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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