Job Description

\xe2\x80\x93 Regional Healthcare Manager

At Pfizer, we\xe2\x80\x99re driven to discover the cure, driven to significantly improve the lives of everyone & everywhere. If you\xe2\x80\x99re similarly driven, you\xe2\x80\x99ll find there\xe2\x80\x99s no better place than at Pfizer.

Our Purpose is to deliver Breakthroughs that change patients\xe2\x80\x99 lives, and it is built on a very strong foundation of Pfizer values of courage, excellence, equity and joy. You can read more about our culture and values by going to the link below:

Join us and you\xe2\x80\x99ll partner with colleagues of diverse backgrounds and abilities, people who contribute to all aspects of what we do, from drug development to marketing, technology to sales, and so much more.

We\xe2\x80\x99ve transformed growth and development at Pfizer to ensure that everyone can follow the path to their dream career, whether that\xe2\x80\x99s climbing a traditional, vertical ladder or as we like to call it \xe2\x80\x98zig-zagging\xe2\x80\x99 their way to a new role. Growth at Pfizer isn\xe2\x80\x99t linear, success isn\xe2\x80\x99t limited, and advancement opportunities are abundant.

Pfizer India Inflammation and Immunology has a robust pipeline in Dermatology Portfolio with the launch of Crisaborole in atopic dermatitis scheduled for Q3 2023 followed by breakthrough launches in the Atopic dermatitis and Alopecia space. Crisaborole, being a new class of product, represents significant therapeutic benefits to patients and will offer Pfizer\xe2\x80\x99s innovation for Atopic Dermatitis Patients as an alternative to Topical Steroids and Calcineurin Inhibitors.

This launch will soon be followed by launch of a new breakthrough class of Therapy in Moderate to Severe Atopic Dermatitis, which will further strengthen Pfizer\xe2\x80\x99s place in Dermatology.

Considering the AD Space is still dominated by the conventional therapies with no significant innovation in past 2-3 decades, Pfizer presents a great opportunity for the candidates to lead the launch of new class of therapies and significantly impact patient lives suffering from Atopic Dermatitis.

Purpose

A Regional Healthcare Manager - Dermatology leads a team of Sr. Health Care Executives (Sr. HCEs) to achieve and exceed the budgeted sales for the assigned geographical area. The role holder is also responsible for optimizing productivity through planned coverage of customers, resource deployment and meaningful and timely implementation of sales promotion initiatives for self and the team, in accordance with established sales & distribution policies and procedures.

Strategic/ Policy

• Prepare the regional targets for each of the key products, plan monthly sales targets and schedule sales for each member of the team to optimize the potential and field force productivity for the assigned regions
• Prepare and achieve the Sales Budget for the assigned regions
• Conduct sales analytics for the assigned regions, drawing out trends and focus areas / stakeholders to impact the future business plans and drive business growth
• Plan and develop suitable sales strategy for the assigned region/s. Take the inputs of the Sr. HCE to prepare the sales plan. Finalize district targets for each of the key products
• Validate the sales forecast and the rolling sales plan as per the defined frequency
• Manage salvage net to maintain it at an acceptable level
• Coordinate the sales efforts of Sr. HCE in the region to ensure availability of products with the wholesalers and take prompt action to fill gaps, if any
• Plan and organize sales promotion campaigns by selecting high potential medical practitioners
• Guide and assist the Sr. HCE in implementing the sales strategy, selection of customers, profitable coverage of sale area and determining frequency of calls.
• Guide and instruct Sr. HCE on compliance with promotional guidelines and adverse event reporting policies and procedures as related to expiry date products.
• Lead the therapy shaping in the assigned regions with the Key Opinion Leaders and build a network for KOLs for the regions

Operational / Process

• Stay updated on the competitor\xe2\x80\x99s activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data, statistics and information from Sr. HCE in the field.
• Make personal visits to customers to build effective relationships through face-to-face selling and promotion of sale.
• Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage and sales administration.
• Provide periodic updates / reports to the Category Lead on sales achieved, market conditions, competitors\xe2\x80\x99 activities, and the performance of team members.
• Provide recommendations to the Category Lead on sales strategy, operations and methods of reducing costs
• Support Strategic Accounts team for the regions by developing and managing relationships with key institutions in the district. Follow up with relevant stakeholders on institutional tenders and assist the NAM (Network Account Managers) for the inclusion of new products in the list
• Build relationships with and manage Key Opinion Leaders (KOLs) and key customers
• Implement product promotion campaigns for new and existing products for the district
• Provide inputs to the marketing team for articulation of the marketing strategy
• Coordinate with the CFA (carrying and Forwarding agents) and internal distribution teams to ensure product availability in the district; and for timely resolution of issues including ordering and dispatches
• Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs, Consultants and administration department of hospitals

People

• Responsible for the recruitment and appointment of Sr. HCEs in the region in coordination with the Field Hire Team
• Maximize productivity of the team through efficient decision making and delegation of authority
• Set out targets and objectives jointly with each team member
• Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions
• Ensure subordinate development through performance monitoring, periodical counseling, guiding and coaching
• Accompany the team for calls with medical practitioners, retailers or hospitals to help build their self-confidence and sharpen their skills
• Responsible for having Growth Conversations and creation of Growth paths for the reportees at the beginning of every year and conduct of periodic reviews on the progress made. Provide them with the requisite assistance to enable their development as per the plan
• Assist the Field Training Manager in identification of training needs for the field force in the region
• Ensure imparting of product and selling skills training for team members in line with their training needs
• Coach and mentor new regional managers
• Provide guidance to the team with respect to company procedures, policies and guidelines
• Act as the custodian of all compliance related matters for the district and ensure compliance for the assigned regions
• Demonstrate and promote global values in all interactions
• Demonstrate leadership behaviors

Financial

• Ensure achievement of Sales budgets for the assigned geographical area
• Regulate the acceptance and execute orders within the authorised limit
• Ensure that customer dues are collected in accordance with credit terms & outstanding are kept to the bare minimum
• Ensure proper utilization of product samples, detailing aids and other promotional material.
• Ensure budget control and adherence for the area
• Ensure proper accounting and reporting of expenses
• Manage the operating expense for the regions

Technology

• Use technology solutions for enabling better information availability.
• Use technology developments for effective field operations and training

Qualification

Degree in Sciences / Pharmacy or Graduation with relevant experience is desirable.

Diploma/ Degree in sales/marketing is advantageous

Experience of 12-16 years in specialty therapy sales in Pfizer preferred

Special Skills & Knowledge

Knowledge of Dermatology as a therapy area (Specifically Clinical Dermatology) will be a great advantage

Skills for new therapy building and shaping

Knowledge of the therapeutic segments and related medical information.

Knowledge of regulatory aspects and issues related to the pharmaceutical industry.

Key Attributes:

• I&I Experience (Derma Experience prefered, Rheuma and Gastro is an added advantage)
• Strong relationship with Target Derma customers in the geography
• Team Leadership with focus on high science concept selling.
• Result Orientation
• Launch experience preferred.

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

Sales

Pfizer