ROLE SUMMARY

The Strategic Hospital Partner (SHP) working in close collaboration with the internal X-functional and external Distributor team (to provide support what Pharma Law allows) to take a holistic, long-term view of partnerships with the prioritized healthcare institutions and systems (hospitals, SoH, Local VSS…).  He/she will collaborate on initiatives that will meet the healthcare/patient’s needs, enable the ongoing availability of Pfizer medicines and look for opportunities to reach a greater number of patients to provide value for the key accounts with which Pfizer partners.

In this role, the candidate will:

- Develop a good understanding through targeting and segmentation on the right accounts with which to focus Pfizer’s efforts

- Gather a full understanding of customer needs and insights through research and leveraging the expertise of members of the IAT for greater understanding.

- Identify opportunities for collaboration and alignment between Pfizer and the key accounts for an ongoing partnership.

- Take a medium to long term vision of the account partnership with Pfizer identifying different milestones in that development along the way.

- Maximize Patient access to the company’s products with the assigned accounts through access solutions and policy implementation.

- Collaborate and lead members of the X-functional team to advocate/educate Account stakeholders to enhance the quality acknowledgment of Pfizer’s products and diseases

- Deliver access goals including KAs objective but not limited to key account performance, facilitate business goals/patients access successfully

- Increase disease awareness and loyalty/adherence for each key account to enhance the patient reach, also doing policy engagement at account level

- Centralize Pfizer activities to develop Account Plan and monitor all progress as a contact point between Pfizer and Account.

ROLE RESPONSIBILITIES

Account Engagement and Management:

1.Manage stakeholders/accounts on the assigned territory/ channel or portfolio through Account Plan:

• To collect competitive intelligence, analyze and maximize the information for actionable efforts.
• To understand the Key stakeholder influence network and create a map of the influence and understanding of the accounts’ operations.
• To build and execute value propositions with key accounts with respect to enhancing patient access/treatment outcome.
• To monitor accessing progress in key accounts and evolve action plans as appropriate to ensure Patient access (monitor account contacts, account action plan execution…)
• To discuss with key accounts to uncover patients’ needs, discuss potential opportunities for partnership and provide information as appropriate on the necessity and value of the innovator approach so as to ensure that potential business opportunities are acted upon  across the total product portfolio in order to increase patients’ access to standard treatment.
• To be responsible for developing collaboration with the account and stakeholders
• To inform and educate  Accounts on Pfizer product’s value to propose to MoH all Patient access solution.

2. To pay close attention to health policy development as well as chances and challenges in industry and impact to the business, which also includes the impact of the publication of health policy, impact on prescription behaviors, new medical guidelines, especially in Tender policy, Price Negotiation policy progresses… and communicate/update to BU team frequently to ensure the team is aware, updated and guided well.

3. To engage key accounts/stakeholders to support Medical/MKT/Access strategy/ sales/ including legal and finance as appropriate on program and access solutions at the key account level (PAP, reimbursement, AMS…)

4. Engage with, Guide and Train the Distributor team on value of Pfizer products and Account insights as the SME to support them on initiatives for enhancing access to Pfizer medications in various accounts (what allow by Law)

Leadership

• Applies a mastery of business acumen, including understanding of key account business, industry, economic trends, issues and competition. Is prepared to educate colleagues across Pfizer on insights gained.
• Leads development of Strategic Account Plans that align Pfizer core capabilities to key account strategic imperatives.
• Coordinates with cross functional teams to deploy Pfizer plan implementation and/or value propositions with customers.
• Lead a monthly meeting cross portfolio and provide feedback.
• Provides Marketing and Strategy Teams key customer specific insights that can be utilized in creating new market specific materials.
• Can take a short/mid/long-term view of Pfizer’s business with key accounts, aligning across Pfizer Business Units when appropriate.
• Demonstrates highest level of teamwork and professionalism.
• Provide all Pfizer support to Distributor team what the Law allows.
• Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to high standards of business conduct.

QUALIFICATIONS

Education: Bachelor’s Degree in Pharmaceutical or Medical area.

Certification: Knowledge of the evolving healthcare environment, health policy

Work Experience:

• Minimum 5 years of experience in the Pharma industry.
• Minimum 2 years’ experience in field force management including hiring, directing, and managing field force activities. (DSM or equal)
• Marketing experience if preferred

Competencies:

• Business analysis and reporting skills.
• Strong negotiation and influencing skills with both internal and external customers.
• Customer knowledge and networking.
• Problem-solving skills.
• Strong business acumen
• Ability to generate actionable market, customer, & competitor insights
• Demonstrated ability to build valuable customer relationships.
• Demonstrated ability to effectively execute business plans.
• Demonstrated ability to leverage cross-functional partnerships that are aligned with business goals.

Skills

• Cross-functional collaborative experience.
• Good communication in written and spoken English. Computer literate including manipulating Excel spreadsheets, PowerPoint, and Word.
• Leadership skill: able to lead, coach, and motivate the cross-functional team to achieve the company objectives
• Advanced negotiation
• Good collaboration/relation

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.

Mkt & Sales/Commercial Bus

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