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Sales Director

Pfizer


Location:
New Orleans, LA
Date:
02/13/2018
2018-02-132018-03-16
Pfizer
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Job Details

+ **Job Purpose:**



+ Responsible for the assigned Territory:



+ to achieve the revenue targets based on EI & Market Share and Retail Availability metrics for **Algeria** market



+ lead Pfizer representation, both within and outside Pfizer, for the assigned Territory



+ Lead and motivate the assigned team of sales representatives. Responsible for recruitment, training, development and the management of performance. Ensure that the team is equipped with the knowledge and skills to perform and execute effectively



+ Shape the culture of high performance, empowerment, accountability, innovation, customer focus and execution **Key Accountabilities:** **Business Outcomes**



+ Achieve/exceed the annual revenue budget/target



+ Lead and direct all selling activities to accomplish sales objectives of the Territory for the assigned portfolio of products



+ Develop and implement Business/Customer/Account plans for achieving sales goals in line with the Algeria business objectives and in line with regional and global directions set. Ensure objectives and process is implemented flawlessly throughout the organization



+ Ensure implementation of therapeutic area brand positioning in coordination and consultation with Algeria marketing and medical colleagues; align plans accordingly for the portfolio of products



+ Proactively manage opportunities / potential risks in order to minimize downsides and maximize upsides variances from the revenue targets



+ Effective & efficient allocation of resources to achieve the revenue budget. Achieve the optimum size, structure and geographical deployment of the sales force to accomplish Pfizer sales & profitability objectives. Monitor & manage all sales expenditures and budget in line with the approved budget. Take corrective actions where required



+ Responsible for submitting the Territory annual & revised sales forecast, EI & market Share and Retail Availability metrics to achieve budget & best estimate of Pfizer promoted for the assigned portfolios.



+ Collaborate with Commercial Manager and GSCPM department to manage Distributors and their distribution infrastructure including optimization of the inventory levels, their receivables and debit notes



+ Participate with medical & regulatory managers along with commercial team in the planning and strategies of new products introduction/registration and follow on its launch activities ensuring timelines **Organization: Talent Management & Development**



+ Lead, direct and coach First Line Sales Managers and sales representatives



+ Use GPM to support Performance management -- ensure objectives, IDPs, reviews for all direct reports, maintaining quality and timeliness of content



+ Responsible for attracting, recruitment, training and retention of talent



+ Ensure that field force are continuously trained, empowered & motivated to meet their sales objectives & maximize their potential productivity in the right compliant manner. Focus on their product knowledge, excellence in selling skills, customer knowledge and execution of account plans



+ Participate in training & development of individuals who are capable of advancing to more responsible positions in accordance with Pfizer career and talent development programs



+ Responsible for the enhancement of the engagement of team members and collaborate with the peer managers and directors to implement the agreed upon plan of action **Customers**



+ Build & maintain professional sound relationship with key opinion leaders (KOLs) and Institutions to ensure better understanding and positioning of Pfizer products and overall enhancement of customer's needs and satisfaction **Operational Excellence**



+ Actively participate in the key strategic projects



+ Lead and create the environment consistent with the Pfizer Values. Ensure compliance to FCPA and GPIHP



+ Implement all company's policies & procedures, maintain consistency & uniformity of systems, and work with appropriate departments to develop local SOPs when appropriate and required



+ Ensure that all sales staff understand & work within the company's Mission, Vision and Values and drive 100% compliance among team members. Ensure appropriate training, education and implementation at all levels of Pfizer policy and guidelines



+ Report, to the Country Manager monthly sales achievements, products market share, market feedback, competitor activities, and customers' reactions to company policies & promotional campaigns. Maintain accurate and timely records for above and as appropriate



+ Sets high standards of performance for self & others. Recognising and celebrating successes, and also initiating appropriate intervention to address poor performance



+ Regular review of attendance to office and Pfizer events of colleagues to ensure maximum productivity is achieved for all **Job Specific Technical/Functional/Professional Competencies:**



+ Thorough knowledge of the Pharmaceutical industry and Healthcare environment



+ Ability to assimilate clinical and market knowledge of the therapy area, to a level to be conversant with opinion leaders



+ Ability to develop strategic direction for the product portfolio and the market



+ Ability to develop creative solutions for the implementation of market plans



+ Ability to identify and capture sales opportunities



+ Knowledge and understanding of the Retail Pharmacy channel and ensuring the execution of Trade Marketing plans to drive Availability metrics at Point of Sale



+ Comprehensive knowledge of the sales process, sales performance indicators and core marketing principles. Performance Management capability



+ Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication



+ Strong interpersonal skills with an understanding of people management - motivation, coaching and development



+ Commercially astute with strong business acumen



+ Strong problem solving and process management skills



+ Computer literate including manipulating Excel spreadsheets, PowerPoint, Word, Electronic Customer Management Systems



+ Change Leadership - Risk taking / Judgement / Innovation



+ Implementation/execution skills



+ Negotiation skills **Knowledge/Requirements:** This role requires a business leader with the following:



+ A Bachelors degree in healthcare Science (or equivalent). MBA is an advantage.



+ Minimum of 5 years Brand, Key Account or Sales Management experience (including the management of people).



+ Proficient in written and spoken English.







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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