Vaccines Area Business Manager - Pittsburgh, PA

ROLE SUMMARY 

The Vaccines Area Business Manager (ABM) will report into the Regional Business Director (RBD) and will work with customer-facing (Accounts and Pharmacy) and Headquarters (HQ) teams across the organization.  The ABM will be responsible for the supervision and leadership of 12-14 representatives within the Northeast area, sales performance of the business portfolio of products, and business knowledge of the area landscape to assess key stakeholders plus future trends within the business marketplace. This position will require regular in field and virtual coaching and observation of Field Representatives and frequent customer contact as well as the development of a strong, effective partnership with accounts, retail, and marketing colleagues.  The ABM will ensure compliant execution by team members, driving understanding of relevant policies and guidance and advancing a culture of integrity. 

ROLE RESPONSIBILITIES  

• Responsible for supervising operations of the Area to include hiring, live coaching, virtual coaching, representative development, performance management, and the assignment of key "priority" accounts within the medical community, managing 12-14 representatives. 

• Develops and implements strategic plans for the Area, business plan, and overall responsibility for budgets at District level in alignment with RBD expectations.  

• Plans, organizes, and monitors performance to achieve the business potential of the Area and Region. 

• Ensuring effective territory representatives utilization of promotional material, making valuable contribution to the formulation of marketing plans for the year, measuring efficient implementation of the plans in the field and undertaking regular assessment of marketing activities as an integral part of the total marketing operations  

• Proactive data analysis to identify market trends  

• Collaborates, identifies, & motivates key account development and opportunities that impact regional/national business  

• Build relationships with customers (including KOLs) and key stakeholders (including members of the Area and Region Management Teams, Channel Partners, and other cross-functional partners) and utilizes content appropriately for engagement  

• Develops external advocates and contributes to advocacy and community engagement (as necessary)  

• Understands and champions the value of cross-functional collaboration to deliver on customer needs, while ensuring that compliance guardrails are respected by representatives 

• Coaches’ representatives on seamlessly connecting cross-functional colleagues reactively to address customer needs and how to use digital tools  

• Effectively plan and conduct plan of action and other meetings with Area Management Teams, Channel Partners, and other cross-functional partners  

• Collaborate effectively in an integrated account team  

• Ensures cross-functional partnerships within all of Pfizer’s Markets / customers to build up effective relationships and face-to-face selling  

• Leads cross functional partnerships ensuring patient services are being met (as necessary)  

• Maintains enhanced product and/or portfolio, disease state, and market knowledge to respond accurately to all questions regarding products, policies, and business-related issues from customers & reps  

• Able to expertly operate digital and virtual tools/platforms  

• Leverages insights from new analytics tools (e.g., 360-degree customer insights)  

• Demonstrates advanced virtual communication skills (e.g., empathy, listening, asking probing questions)  

• Retains flexible time management (e.g., time allocation of Face to Face and virtual engagements to meet business objectives to maximize HCP engagement across large(r) geographies)  

• Works with all members of Area to coach and counsel on improvement of performance and skill execution of selling skills, product knowledge, and capabilities needed for successful representative development, including the development of business plans  

• Ensures actions of self and team are fully compliant; has complete understanding of all relevant compliance policies and processes; escalate issues, as necessary, and ensures appropriate commitment to integrity within their team  

• Implements and upholds Area Standards with sales colleagues 

• Applies situational leadership skills (e.g., knowing when to intervene aligning coaching to colleague’s developmental level)  

• Employs multiple and interactive methods of coaching across all engagement types (e.g., F2F coaching in front of customers, when appropriate a virtual ‘ride along’,)  

• Builds strong team cul