Hospital Business Unit Sterile Injectables Area Business Manager Midwest

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 Indiana, Illinois, Wisconsin, Minnesota among midwest states.

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 t