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Regional Sales Director


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Job Details

The **US Biosimilars - Regional Sales Director** will be responsible for the supervision and leadership of US Biosimilars District Managers within the area assigned, sales performance of the Pfizer Biosimilar portfolio, and the business knowledge of the area landscape to assess key stakeholders plus future trends within the impacted market. This position will require in field observation and coaching of Biosimilar Portfolio Representatives, business reviews with the District Managers and frequent customer contact. It will also require the development of a strong, effective partnership with marketing and other channel colleagues within the greater Pfizer organization. The director ensures that effective and compliant promotional communications are delivered to customers.

Extensive travel will be required. Coverage includes: CA, WA, AZ, TX, MT, WI, MI, OR, NV, UT, CO, WY, NE, ND, SD, KS, OK, IA, ID, IN, IL, MN, MO, NM and HI


Responsible for supervising operations of the region to include:

o Hiring

o Coaching

o District Manager Development

o Performance Management

+ Develops and implements regional business plan

o Plans, organizes and monitors performance to achieve the business potential of the region including in line and launch products

o Drive sales in geography to meet or exceed product goals

Ensures regional budget is in alignment with National Director expectations

Establish and maintain an effective communications system among all members of the region/nation including relevant cross-functional partners

Relationship Building, Advocate Development (external) within the Rheumatology, Gastroenterology and Oncology specialties.

Proactive data analysis to identify market trends within the region

Coordination required with other RBDs and Channel Partners.

Collaborates, identifies, & motivates key account development and opportunities that impacts regional/national business.

Builds sustainable, long-term relationships with decision-makers at key customers/accounts

Maintain required technical expertise in order to respond accurately to all questions regarding products, policies, and business-related issues from customers and representatives.

Processes complete understanding of all relevant compliance laws, policies and processes.

Ensures actions of self and team are fully compliant.

**Key Core Competencies that are required (but not limited to):**

**Delivers Results:** Consistently delivers results through Regional performance and leads by example to other District Managers within the Region/Nation.

Translates strategy and goals into tangible team deliverables

Leads District Managers in execution of brand priorities and sustainability of tactics.

Maintains an in-depth understanding of customer needs and develops feedback loops to shape brand tactics.

Identifies plans and executes with cross functional team on critical opportunities that will enhance performance at the Territory, Regional and National level.

Keeps team focused, productive and engaged during times of change.

Drives business-specific value by developing and aligning resources

Focus on outcomes and results that achieves our purpose

Identifies opportunities and acts decisively

**Business Acumen:** Develops in-depth relationships with key customers and begins to understand current and emerging geographic trends; coaches brand messaging accordingly.

Develops an evolving and dynamic business plan based on strategic imperatives that meet customer, brand and Franchise needs.

Motivates the team to achieve both district and territory plan objectives.

Maintains open communication and dialogue with the Account Team and actively participates in the planning and execution from the field perspective.

Drives key customer (IDN, Hospital and clinic) issues to be addressed internally and provide understanding and potential ideas or objectives

Routinely engages team members in continuous development in their selling skills and sales approach with a focus on Customer Based Selling.

Ensures team goals and strategies are routinely pulled through at the district and territory level.

**Engages Talent:** Drives empowerment, engagement and accountability

Develop high performing teams to include hiring, coaching, development and monitoring performance of District Managers and sales representatives.

Focuses career development on long and short term goals, strengths and developmental opportunities and routinely utilizes the IDP for career action planning.

Utilizes performance metrics to demonstrate success.

Consistently demonstrates ability to develop and execute business planning that includes evolving sales goals that are consistent with Brand strategies and goals.

Develops talent for future success and ensure a strong succession pipeline

**Culture:** Fosters a regional culture where Character, Teamwork, Trust, and Commitment are pillars of the organization.

Maintains a district culture where candid honest feedback between peers and leaders who are superior in role or tenure occurs openly without repercussion.

Create an environment capitalizing on diversity and inclusion

Drives development opportunity for all colleagues

Develops Pfizer Voice Action plan and drives implementation with all regional colleagues


BA/BS Degree required. MBA or advanced degree in a related field preferred.

Five years of sales management experience within pharmaceutical, biotech, or medical marketing. The ability to develop and motivate others, lead through change, and deliver on Pfizer business imperatives is necessary to be successful in this role.

Three to five years of buy & bill experience is advantageous:

+ Clear understanding how the medication can be accessed and purchased for use

+ Purchase options include (1) hospital buying process (wholesaler or GPO) or (2) physician buys the product for the appropriate patient and bills the insurance once patient services have been completed.

+ Understand billing codes for product and services rendered

+ Managed care knowledge -understand the policy for the product and how it can be obtained based on the managed care policy and approval

+ Understand HUB services - Verification of benefits for patients coverage

+ Understand the terms & conditions of a contract for a given customer

+ Experience working with key thought leaders or high influence customers in large group practices, hospitals, or managed care organizations preferred.

Experience with direct engagement and collaboration with marketing colleagues preferred.

Strong organizational and analytical skills are also required as well as ability to analyze and provide conclusions using sales data and call reporting information.

This position will require significant travel as needed to develop internal and external relationships - Travel is 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: 3/12/2018**

+ Additional Location Information: Preferred states to reside in are TX, IL, UT, CO, CA, WA, MI

+ 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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