Pfizer
Location
Mumbai | India
Job description
Position Responsibilities:
1. Strategic:
Develop the strategic plan for institutional sales in the Govt/Reimbursement accounts for the territory by taking a short, mid and long-term view of the business
Analyze and understand the impact of macroeconomic factors and industry trends on the institutional sales business and create account plans accordingly to optimize sales opportunities
Study the sales analytics for the entire territory for institutional sales to help draw out trends that impact the future business plans and provide inputs to the key accounts manager for driving growth
Achieve agreed overall business objectives for each of the assigned accounts
Scoping for opportunities in the assigned govt accounts, Shaping therapy, recommendations, formulary inclusion, tender announcement.
Maximizing business opportunities by introducing innovative assets / SKUs in existing accounts or winning back lost accounts/SKUs, also work on established portfolios
2. Operational / Process
Account Management:
Stay updated about changes in terms and conditions, criteria for selection of products, information on prices, etc by liaising with formulary heads, KOLs, hospital Administrators and helping account-wise purchase
Work with the team and other stakeholders towards getting Pfizer products included into the preferred list of products for the accounts managed
Independently also manage a set of prioritized (designated) accounts to achieve agreed business objectives
Monitor progress of accounts managed and evolve action plans as appropriate (monitor account contacts, plan execution, profit, value, volume growth, and market share)
Ensuring that business is conducted in line with Company s policies, ethical practices, Vision, Mission and Core
Coordinate with tender manager to Submit Tenders and Rate Enquires of all assigned govt accounts ( CARE/ State Govt. / PSUs/AGI)
Attend Technical/Financial Bid Meetings
Attend Price Negotiation Committee Meetings
Executing Rate Contract with the help of RBM
Process Purchase Orders and supplies, stamping. Acceptance
Arranging POs from Accounts/ ISPs, stamped stocks and coordinating with CFA for dispatches and correct shipping documents ,
Customer engagement:
Know the decision making and influencing network (within and those impacting the accounts) for the accounts identified within the territory
Develop / maintain effective relationships with national, regional or local bodies / government officials
and any other key stakeholders and decision making authorities within prioritized accounts
Leverage opportunities for synergy and collaboration (with relevant internal and external stakeholders) to
adequately meet the customer needs and achieve the business goals for Pfizer
Develop relationships with Key Opinion Leaders who would have a strong influence in institutions in the region
Cross Functional Interactions:
Coordinate with cross functional teams to deploy offerings and value propositions created for the Govt/Reimbursement accounts
Coordinate with the sales teams to ensure that the account plans are adhered to and the sales opportunities are maximized across the total product portfolio offered by Pfizer for the accounts managed
Update key stakeholders routinely on the status of the accounts managed and align them with any modifications in the account plans
Provide key account / customer insights to the marketing and strategy teams to help them co-create the marketing / strategic plan for the Govt/Reimbursement accounts
Ensure communication of account information, competitor information, and value proposition (insights) to commercial team
Work with business team and distribution team to ensure availability of products as per the account plans
Handle account receivables and payment realization in direct accounts
Managing and developing relationships with Key Stakes holders (Procurement, Administration of CARE& States and NHM,
Managing Business Service Providers ( Appointments /Agreements/Service Fees payments)
Participate in Audits
Coordination with Sales team for demand creation, with medical, market access, state squads, public affair for engagement.
Maintain information on key accounts (organograms, KYC)
Registering Pfizer entities with various Govt accounts.
Communication with assigned accounts on behalf of Pfizer in coordination with RBM, Legal & business.
3. People
Demonstrate leadership behaviors
4. Financial
Ensure achievement of sales budgets from the Govt/Reimbursement accounts in the territory
Align budgets and resources based on the account opportunities & business potential to optimize return on investment
Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.
5. Technology
Use technology solutions for enabling better information availability.
Financial Accountability
Ensures all products budgets and Business plans are met.
Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.
Skills / Knowledge / Qualification / Experience:
10+ years of pharmaceutical experience in Key Accounts Management preferred (Sales, Marketing, Operation, Account management etc)
Key Account Management in Govt/Reimbursement accounts /or Sales Leadership experience preferred
BA/BSc degree required. MBA preferred.
Commercial Acumen & Customer Management: Demonstrate knowledge of the healthcare market, ability to develop and manage relationships with institutional customers, demonstrate account management & negotiation skills and understand how to prioritize resources and develop business plans.
Account Management: Understand, influence and adapt to changing local healthcare, key customer and stakeholder needs. Assess the portfolio of accounts and prioritize limited resources in order to create wins for the account and for Pfizer.
Strategic Thinking: Align account needs with Pfizer goals, understand the healthcare and local market trends and accordingly develop appropriate account plans.
Collaboration & Cross-Functional Teamwork: Build and maintain strong trusting relationships.
Learning agility: Demonstrate ability to manage ambiguity and perform at a high level in unfamiliar situations.
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