Job Purpose
- To develop, implement and manage promotional campaigns and commercial activities to maximize the revenues and profitability of the Pfizer Oncology portfolio
- To work closely with Oncology TL to ensure brand and customer strategies are executed in prioritized accounts.
- Identify and target emerging customers that influence protocols; tenders; registration; pricing; reimbursement and payment of Pfizer products He/ She must demonstrate and have Pfizer-wide view rather than a line/product view to leverage complete oncology portfolio
Key Accountabilities
Market Planning
- Key Account Plans
- Detailing according to the marketing strategy
- Segmentation & targeting Frequency / coverage
- Formulate promotional campaigns for selected brands in line with market objectives.
- Develop tactical commercial activities, such as discounting, to increase product revenues and profits.
- Ensure the generation of the PO & recovery
- Ensure the sell out within the different KA’s
- Ensure continuity of product supply by working with Pfizer Demand Managers to identify and resolve issues.
- Use of business intelligence (including market research, loss of exclusivity, price and tarif changes, competitor activity etc) to inform forecasts, plans and activities.
- Monitor progress against designated promotional plans to ensure corrective action can be taken if deviations occur.
- Assigned tender business /work closely with the tender lead to enlist the Oncology product
- Quality, relevance and focus of marketing plans for selected products measured by feedback from relevant internal stakeholders
- Achievement of sales targets ( volume and revenue )
- Total revenues recognition
- Frequency of out of stock situations versus corporate averages
- Implementation of tactical commercial plans having a direct impact on revenue and profit
- Build and execute on Key Account plans
- Work and share with marketing / commercial colleagues to develop promotional campaigns
- Work and propose to help marketing colleagues to develop appropriate
discount strategies and offeringsMonitor revenue and profit levels to ensure performance is in line with budgeted figuresWorking closely with TL &CSM, input to local business / customer plans
Customer Relationship Management
- Be the face of Pfizer for key accounts / commercial customers
- Manage designated key accounts
- Maintain up to date customer / account records – using appropriate tools and processes eg electronic customer management system
- Identify and target customers that influence prescribing patterns and policy in key accounts / tenders / protocols
- Execute strategies and tactics to minimize loss of business as a result of switching of Pfizer products at pharmacy level
- Map out funding flow for Pfizer products in specific accounts
- Identification and planned activity on priority accounts and customers
- % of switch business
- Product related queries
- % business secured through tenders
- Product endorsements on protocols / reimbursements
- Absence of ‘ out of stock’ situations
- Sales, formulary acceptance, contract status and product use in designated Key Accounts
- Funding available for Pfizer products
- Customer Plans
- Access to customer business plans
- Prioritize key accounts
- Help develop customer value propositions
- Identify and build meaningful business relationships with key customers throughout the distribution chain
- Keep up to date customer records and systems
- Build relationships with payers and non prescribing influencers in key accounts
- Work closely with TL to ensure the right business / commercial strategies are being implemented in priority accounts
- Coordinate product launches at pharmacy / wholesale level
Additional Assignments
- As agreed with Manager, undertake additional assignments, ensuring objectives are met and outputs delivered to the brief given
- Feedback from project stakeholders
- Delivery on project deliverables
- Dependent on project and capability of colleague
Business Skills
Skills, Knowledge, Qualifications, Experience and Competencies
- Commercial and financial acumen
- Business analysis and reporting
- Systems understanding
- Strong negotiation and influencing skills
- Customer understanding
- Computer literate including manipulating Excel spreadsheets, PowerPoint, Word
- Oral and written skills
Business Experience And Qualifications
- Experience of working in the healthcare environment ( 4 years as a sales representative) or experience as a Key account manager
- Knowledge of the evolving healthcare environment
- Broad knowledge of Pfizer products
- Account management understanding
- Cross functional collaborative experience
- Influencing broad range of stakeholders
- Graduate
- Proficient in written and spoken English
Competencies
- Demonstrates Business Acumen
- Acts Decisively
- Seizes Accountability
- Holds People Accountable
- Grows Others
- Leads Change
- Self-Awareness
- Commits to “ One Pfizer”
- Builds Effective Teams
