US Territory Optimization Lead

ROLE SUMMARY

The US Territory Optimization Lead is a Commercial Operations role responsible for leading services that drive performance, engagement, scale, simplicity, and efficiency for Customer Facing Colleagues (CFCs).

Commercial Operations strategic levers and platforms allow Pfizer CFCs to achieve productivity, engagement excellence and superior customer experience.

The US Territory Optimization Lead role will function as a territory optimization subject matter expert supporting seven business lines and ~4,500 CFCs. The role will be responsible for quarterly realignments, FF mapping and proactive territory health for Commercial CFCs including Sales, Account Management, Patient and Reimbursement.

The role will also support the Contracted Deployments Management (CDM) service category by leading territory design and optimization specific to contracted service provider programs covering contracts worth $130M.

ROLE RESPONSIBILITIES

Field Force Mapping Delivery

• Lead major field force mapping activities (Pfizer Commercial & Contracted CFCs) in support of deployments led by CFCD BU leads, covering ~4,500 CFCs across 7 BUs (30+ teams)

• Ensure promotional strategies translate into increased profitability through effective allocation of resources

• Partner with Data Science / Insights Strategy & Execution to ensure deployment models are aligned with Pfizer’s overall sales strategy

• Subject matter expert on FF mapping tools and software (ie, JTD, Regiograph); lead mapping tool evaluation and selection in partnership with Digital and CMO colleagues

Territory Optimization

• Key advisor to sales leadership on best practices and long-term strategy regarding field force design

• Identify opportunities for cross brand discussions to facilitate knowledge sharing and development of best practices.

• Develop deployment insights report to be shared semesterly with senior leaders describing territory health of current alignments (ie, workload balance, geo size, etc.)

• Develop post-alignment KPIs to be measured and reported upon following all major deployments, ensuring quality

• Proactively keep Leadership Team, Business Operations Partners and CFC Excellence & Enablement informed of all territory optimization activities, to ensure the optimal resourcing model is being applied to the commercial event

Orchestrate end-to-end contracted deployments within managed systems and tools

• Operations lead for territory optimization of CDM engagements covering ~650 US contracted CFCs ($126M); build efficient and optimized sales structures, reporting alignment and geographies.

• Review CDM program alignments to accommodate changes due to business need, to include addition of CFC headcount, new product additions/removals and creation of new territories in order optimize overall deployment effectiveness.

• Support CDM Service Delivery Lead with category-specific initiatives illustrating revenue impact and operational efficiency of contracted engagements

Partners with Commercial stakeholders in defining priorities to drive market performance and CFC impact

• Collaborate with Commercial Teams, Digital, Data Science and Chief Marketing Office to ensure alignment requirements are understood and implemented correctly and on time.

• Identify opportunities to drive greater efficiencies across functional silos optimizing the end-to sales planning and execution process

• Maintain strong partnership with Legal, Compliance and Procurement, ensuring systems, processes and contracted sales engagements are consistent with Pfizer and government regulations. Be able to identify and report any potential risks/impacts and ensure appropriate action.

BASIC QUALIFICATIONS

• BS/BA Required

• 8+ years relevant, preferably commercial experience, in Sales Force Enablement and working across complex organizations, in diverse cultures and business environments; willingness for cross cultural learning.

• 7+ plus years of experience in pharmaceutical, biotech, or medical marketing/sales with at least five years spent in a promoted sales, marketing or operations position and/or developmental role with demonstrated leadership across peer and manager groups.

• Experience with mapping software (JTD/Regiograph/Other) and knowledge of territory design principles

• Experience working with Contract Service Providers/flexible resources preferred.

• English language fluency; very strong communication and collaborative skills

• History of devel