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Senior Healthcare Representative


Washington, DC
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Job Details

The Senior Healthcare Representative, Institutional Sales is responsible for managing business relationships, formulary access and product promotion within assigned accounts. These accounts include, but are not limited to, Academic Medical Centers and Community Hospitals. The IAS is charged with sales efforts and relationship development with physician targets, key KOLs, pharmacists and administrative leads within aligned institutions and surrounding hospital service areas. They should possess in-depth expertise in, or demonstrated ability to learn current promotional therapeutic areas, demonstrate strong selling skills, broad knowledge of payer dynamics, competitors and associated disease states. The IAS is also responsible for all business management within their territory and cross-functional account management within Pfizer.

Targeting and Sales:

Focus on top institution- and community-based physician targets and KOL's

Focus on development and advocacy of physicians in medical training (residents, fellows) for long term brand/corporate loyalty

Speaker and Marketing initiative management at the territory level

Drive sales in assigned accounts and with assigned targets

Maintain strong relationships throughout physician groups, pharmacy and administrative leads within institutions

Cultivate relationships with KOL's; build lasting relationships with top priority doctors

Use latest technology and marketing content to address needs of targeted physicians

Analyze and use available reports and information to understand impact of past customer interactions and make information based decisions


Work closely with internal cross-functional teams as required

Collaborate with external partner initiatives such as commercial payor's

Gain access to physicians and Institution's in difficult situations

Assess needs of target physicians and Institutions. When needs are identified then address those with a responsive approach, targeted skills, and appropriate resources

Assess accounts and bring relevant cross functional skills/teams for solutions and business growth

Manage all business dynamics within institutions aligned to promotional areas


BA/BS Degree from an accredited institution

Ability to travel domestically and stay overnight as necessary

Valid US driver's license and a driving record in compliance with company standards

Live within 50 miles of territory

Substantial experience working with key thought leaders or high influence customers in large group practices, hospitals, or managed care organizations

A demonstrated track record of success and accomplishment with previous pharmaceutical sales experience.

18 months previous pharmaceutical sales experience preferred

Exceptional aptitude for learning and ability to communicate technical and scientific product and disease management information to a wide range of customers

Demonstrated high degree of business acumen

Proficiency using sales data/call reporting software/applications and able to adapt to Pfizer's long range technology model in bringing Pfizer information to market.

Functional/Technical Skills can include:

Assess account needs and bring relevant cross-functional skills

Promote broad portfolio of products; Strong knowledge of disease states, therapeutic areas, and products

Deep knowledge of applicable institutions/ organizations

Drive sales in assigned accounts

Develop strategic account selling and management skills

Maintain relationships throughout institutions

Gain access in difficult situations

Cultivate relationships with KOLs; build lasting relationships with top priority doctors

Assess needs of target physicians; Address needs with responsive approach, targeted skills, and appropriate resources

Deep knowledge of target physicians

Develop superior selling, technical and relationship building skills

Execute priorities of Manager

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 Job Details:

- Last Date to Apply for Job: April 19, 2018

- 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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