ROLE SUMMARY 

The Sterile Injectables (SI) Area Business Manager will lead a team of sales professionals to achieve sales and financial goals for Pfizer Injectables 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 Area Business Manager has leadership responsibility for a multistate geography, primarily including WA, OR, AK, MT, ID, CA, UT, CO.

The Area Business Manager will be responsible for leading performance via a cross functional matrix of stakeholders for key accounts and Hospital Integrated Delivery Networks/Systems (IDNs) and Alternate Site facilities throughout the District including National Accounts, HSAE’s, PCA, Trade, SAS, Portfolio and Sales Leadership. 

 The Area Business Manager will directly influence the success of the US Pfizer Injectables organization by overseeing the hiring, training and execution of their sales representative team (referred to as Health and Science Representatives) and managing their development and success of their geography. This role will require both strategic thinking and tactical execution to ensure that the team meets its key objectives and commitments of the assigned district, region and division. 

The individual will report to a National Business Director, Pfizer Injectables 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 Injectables 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 hospital accounts and clinics as well as managing a team of Health and Science Representatives in calling directly on all accounts and driving accountability through the team regarding metrics and overall achievement of plan. 

 The Area Business Manager will oversee the development and application of business processes that lead to achievement of sales goals and objectives. This role will also be the primary liaison to Account management teams within Pfizer Biopharma and other Pfizer sales teams regarding pull through strategies with key accounts as well as to effectively drive acceptance of promoted product(s) within a designated business area and geography. 

 The Area Business Manager should be capable of working with cross-functional teams within HBU Sterile Injectables to drive optimization of selling strategies, efficiencies of call activity and planning and maximize effectiveness. This includes working collaboratively with Operation, BAI, National Accounts, external business alliances, PCA, Portfolio, HR Business Partners, Training, Sales Leadership, SPA Captains and Executive Sterile Injectables and HBU Leadership. 

ROLE RESPONSIBILITIES 

• Manages a district team of 8-12 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. 

• The Sterile Injectables Area Business Manager will also be 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 hospital 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 hospitals and alternate site facilities. Require that sales team members understand customer contracts in order to identify additional opportunities and to optimize 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 Buying Influences (Pharmacy, Nurse, Surgery, Materials, etc.) 

• Establishes and maintains effective communication with all members of the District, Region, National Account, and Leadership Teams and effectively execute plan of action with regard to large group practices (IDNs) 

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

• Ability to manage a large geography with travel 

• Candidate will preferably reside in the geography 

BASIC QUALIFICATIONS 

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

• At least 3-5 years spent in a position with demonstrated leadership across peer and customer groups. 

• 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 

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

• 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. 

PREFERRED QUALIFICATIONS 

• 3 - 5 years selling specialty hospital products preferred 

• Direct people management experience or 2 years in a field leadership role preferred. 

• Prefer at least 3 years hospital sales experience and a deep understanding of moving hospital customers through the sales process 

• Prefer minimum 3 years of Injectables market experience including ready to use drug delivery innovation preferred 

• Experience working with key thought leaders or high influence customers in large group practices, hospitals, or IDN (integrated delivery networks). 

• Purchase options include (1) hospital buying process (wholesaler or GPO) or Hospital contracting perspective  

• Understanding of the process for driving Contract compliance with hospital and 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 hospital account management and ability to articulate contracting terms and conditions 

• Knowledge of sales force excellence best practices 

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