Why Patients Need You

What You Will Achieve

Area Business Manager will lead a team of sales professionals to achieve sales and financial goals in the assigned market and ensure the execution of strategic sales plans. Responsible for attaining results through the optimum utilization of market resources, ensuring compliance with all policies and procedures, management of key customer accounts, and utilization of their people management skills; the role has leadership responsibility for Puerto Rico and USVI and will be responsible for leading performance via a cross functional matrix of stakeholders for Specialty Brands, HCPs, Hospital and Alternate Site facilities throughout the district including National Accounts, HSAEs, KAMs, PCA, Trade, PAP, SAS, Marketing / Portfolio and Sales Leadership.

The individual will report to a Senior Director, U.S Hospital – Puerto Rico and will be responsible for overseeing the creation of business plans and execution of overall sales strategy to ensure the adoption and overall success of the Pfizer robust product portfolio and innovative delivery systems. The role is accountable for overseeing the market in general and the optimization of business. opportunities in targeted HCPs, SPPs, Buy and bill, Hospital accounts and Clinics as well as managing a team of Health and Science Representatives in calling directly on all HCPs, accounts and driving accountability through the team regarding metrics and overall achievement of plan.

The role will require to establish analytical framework to generate strategic Insights, action plans and innovation – The role should be capable to support with customer facing strategy and operational support to optimize field Force deployment, account management deployment and brand performance - Align strategy and execution across brand and field.

How You Will Achieve It

Sales, Training and Coaching

• Manages a district sales team of Health and Science Representatives to maximize performance and help achieve/exceed sales and budget targets by screening, interviewing, and hiring the best qualified candidates; delivers ongoing coaching and timely feedback to both manage performance and develop team members; conducts performance assessments and competency/behavioral assessments to drive high performance culture.

• Responsible for training and coaching Health and Science Representatives to develop skills in key aspects of their sales job (i.e. selling on value and other conceptual topics)Responsible for coaching and guiding Health and Science Representatives through the formulary acceptance process, communicating contract terms and conditions to appropriate customers and eventual pull-through activities while managing key relationships such as key opinion leaders and key leadership stakeholders within HCPs, SPPs, buy and bill, hospitals and alternate site facilities. Require that sales team members understand formularies, market dynamics, customer contracts to identify additional opportunities and to optimize formulary and contract compliance.

• Effectively monitors District and Health and Science Representatives performance by setting targets and expectations, holding self and others accountable for results and taking timely and appropriate action to address opportunities for improvement. Assists in driving results of team through the analysis of the district sales funnel and identification of upcoming key account opportunities. Has complete understanding of all relevant compliance laws, policies, and processes. Ensures actions of self and team are fully compliant. Oversee training and overall compliance with business and regulatory requirements.

• Assesses effective use of all sales tools, reports, and resources, ensures team is maximizing these tools to drive results within the district.

• Through collaboration within the Region, develops and implements District business plan, manages District budget and overall responsibility for sales performance at District level in alignment with expectations. Provides feedback to district teams on the marketing, allocating, monitoring, and leveraging of internal and external resources (e.g., discretionary spend). Oversee the effective utilization of Pfizer resources to accomplish sales goals and strategies Demonstrates a strong understanding of customer business, financial needs, and strategy oversees the development of business plans for geography and implement national sales strategies and programs. Host/facilitate district business reviews to ensure plans and strategies are having impact. Track the progress of marketing messages and programs. Ensure the successful execution of sales strategies with specific and actionable feedback on approach, professionalism, and compliance.

• Conducts district sales meetings to ensure alignment with corporate and district strategy. Works with various internal Pfizer HQ teams (i.e., Marketing, contracting, National Accounts, Compliance, Sales Operations, Commercial Excellence, Training etc.) providing feedback and working collaboratively to provide acceptable solutions to support the field.

• Ensures all representatives establish and continually manage sales activities to build relationships with all key stakeholders and Buying Influences (Buy and bill, Pharmacy, Nurse, Surgery, Materials, etc.)

• Liaison between the O2C team, customers, and the sales team to accelerate any collection management.

• Establishes and maintains effective communication with all members of the District, Region, National Account, and Leadership Teams and effectively execute plan of action.

• Oversees the effective management of product trials, contract conversions, and new product launches.

Establish Analytical Framework to Generate Insights

• Drive analyses of market and brand drivers and foster a customer-focused business approach to business planning for all portfolio brands.

• Oversight of all field facing reports and account management team

• Develop understanding of local market dynamics and customers -- including providers, payers, employers, patients.

• Gain deep understanding and interpretation of data & systems needed to execute on and track key strategies and tactics.

• Develop FF KPIs and standardized tools/resources to monitor performance against established goals throughout the year in partnership with Senior Director

• Responsible for operational support and ongoing improvements for Sales Reporting and analytics (PRISM, Tableau, Performance dashboard) and lead cross functional performance meetings.

• Develop training, communication and support plans that influence adoption of field and account management efficiency tools.

Strategy and Analytics leadership

• Lead timely development, implementation and continuous assessment of Business Plans that address opportunities/risks, precision investment across key levers (eg, Pull-through, access,) and thoughtful risks with the goal of increasing net sales.

• Provide productive business review environment by brand/portfolio with diagnosis of key performance drivers, data-driven insights, and robust action plans to address recent trends and performance.

• Deepen market knowledge to identify opportunities and gaps in strategy/ tactical execution, develop and implement solutions via frequent interactions with field-based colleagues and Account management team.

• Be viewed as Strategic expert by field-based personnel, account management and strengthen business acumen across partners in terms of disease area, competitive landscape, "real-world" challenges, and opportunities that influence performance & execution.

• Present performance results/recommendations etc. to leadership team on a regular basis

• Facilitate cross-functional field-based team to design and implement strategic and tactical solutions for local opportunities and challenges aligned to the Specialty and portfolio strategic plan and to brands operating plans.

Qualifications

Must-Have

• Bachelor’s degree is required with a concentration in sciences, business, or related field preferred.

• MBA or advanced degree in a related field preferred

• 5-7 years selling pharmaceutical products: Immunoglobulins or antibodies, Oncology and / or specialty brands, sterile injectable products preferred.

• Ability to develop and motivate others, lead through change, and deliver on Pfizer business imperatives.

• Strong organizational and analytical skills required and ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications and able to adapt to Pfizer's long-term technology model in bringing Pfizer information to market.

• This position will require travel as needed to develop internal and external relationships. Ability to manage a large geography with travel – PR and USVI. Candidate must reside in Puerto Rico

• Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop, and coach others, oversee, and guide the work of other colleagues to achieve meaningful outcomes and create business impact.

Nice-To-Have

• Direct people management experience or 3-5 years in a field leadership role preferred.

• At least 3 years specialty business: Immunoglobulins or antibodies, Oncology or hospital sales experience and a deep understanding of moving specialty products, buy and bill, SPPs and hospital customers through the sales process.

• Experience workingwith key thought leaders or high influence customers in large group practices, SPPs, specialty market, hospitals, or IDN (integrated delivery networks). Ability to develop and motivate others, lead through change, and deliver on Pfizer business imperatives is necessary to be successful in this role. Strong organizational and analytical skills and ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications required.

• Feedback culture mindset, to proactively identify areas of improvement with new Rep 2.0 responsibilities.

• Demonstrated ability both to think strategically and to execute flawlessly to deliver results Purchase options include (1) SPPs, Specialty business, Buy and bill or Hospital buying process (wholesaler or GPO) or Hospital contracting perspective.

  •  Understanding of the process for driving Contract compliance with hospital, SPPs, Buy and Bill, Account Buyers, Directors of Pharmacy, Procurement, and Materials Management.

  •  Managed care knowledge –understand the policy for the product and how it can be obtained based on the managed care policy and approval.

  •  Understanding the terms & conditions of a contract for a given customer High degree of change agility expertise, building, leading teams and modeling culture

  •  Demonstrated leadership in product launches.

  •  Deep understanding of specialty market, Immunoglobulins or antibodies, Oncology, buy and bill or hospital account management and ability to articulate formulary opportunities or contracting terms and conditions.

  •  Knowledge of sales force excellence best practices

  •  Experience in other facets of commercial organizations is a plus including marketing, finance, operational or contracting.

PHYSICAL/MENTAL REQUIREMENTS

Be able to be standing and walking all day across the customers and hospitals as well be able to drive across the full territory (PR and USVI) and ability to perform mathematical calculations and to perform complex data analysis for the team of Sales, Trade Manager, Account manager and BU Lead.

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS

Expected job related travel up to 25%. (PR and USVI)

Ability to travel to all Representatives within District as well as Area/National Meetings, as required. 

Depending on size of District/Area and business need, candidates may be required to stay overnight as necessary.

Available to work on weekends and / or holidays, as required or as necessary.

OTHER JOB DETAILS:

Last day to apply for job: April 24th, 2024.

Preferably that the colleague resides in the metropolitan area.

The annual base salary for this position ranges from $101,900 - $202,100. In addition, this position offers an additional quarterly Sales Incentive bonus. Benefits offered include a retirement savings plan, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage in accordance with the terms and conditions of the applicable plans.

Relocation assistance may be available based on business needs and/or eligibility.