Role Summary
Lead the Customer Facing Roles for the Specialty Care (HBU, RD, Onco) therapeutic areas (TA) to develop a best-in-class model based on a pull and push strategy to improve interactions and outcomes in the Specialty Care setting. The incumbent will be responsible for managing a complex portfolio with different product life cycles, ensuring the right level of resources deployed at the right channels, according to commercial need, optimizing the promotional efforts in alignment with the represented TA and brand leadership. Design, develop and promote key stakeholders’ relationships to maximize patients access to innovation.
The HRM will align Sales and SME teams’ objectives with Specialty Care brands requirements, ensuring the implementation of Strategic Brand Plans, Maximize commercial capabilities of the Sales teams, supporting and leading the transformation of the Health Representatives into Hybrid Digital Sales Representatives, adopting new digital tools and virtual interactions with HCP, aimed to provide a better customer experience. The HRM will enable sales execution excellence through capability building of all customer facing roles, identifying, and maximizing the channels which is most appropriate for the brands.
The HRM will develop and implement added value programs for Customer Facing teams to improve HCP and Patients experience within the Specialty Franchise. Focused on providing relevant solutions to shorten the patient journey through early diagnosis up till the point of receiving best in class vaccine and treatment or enable the patient to be referred.
Ensuring a close coordination and collaboration with CFC Lead, and other X-Functional Teams, supporting the Singapore brands strategies.
**ROLE RESPONSIBILITIES **
- Responsible for leading the customer facing organization for the created platform to achieve its strategic goals and financial objectives
- Ensure sales excellence working together with various sales representatives and help identify core KPIs to assess the health and success of customer facing groups across categories and brands. Capability building of customer facing organization
- Responsible for developing tailored customer strategies to provide relevant solutions, improve the experience of patients with focus in an early diagnosis and treatment.
- Foster a customer centric perspective for HCPs and Patients.
- Establish deep understanding of customer needs, challenges, competition, and key market trends to bring insights and nurture portfolio strategy
- Monitor the market potential to adopt innovative initiatives focus on improving customer and patient experience
- Promote innovation within the team to improve HCP and Patient experience. Implement Pfizer Digital Strategy, adopting the tools that provide a better commercial efficiency, customer and patients experience, and competitive advantage. Integrate the new technologies and new ways of working
- Strong collaboration spirit with all other cross-functional team, promoting One Pfizer behaviour and advocate of Pfizer Values and culture, leading by example.
- Foster a culture that values, recognizes, and generates innovation and challenges the status quo
- Optimize resource allocation and utilize collective advantage to attain business objectives, in collaboration with Categories marketing leads
- Responsible to ensure compliance processes are aligned with business direction .
Operational Excellence:
- Leads and coaches a high performing team and develop colleagues in line with the Pfizer competency models
- Collaboration and partnership with strategic partners in Pfizer to ensure services for the category/platform are met
- Ensures high standards of compliance to norms, policies, and procedures and instil a proactive compliance risk management culture throughout his/her direct team and the cross-functional organization
- Role models Pfizer values with visible and inspirational leadership focused on compliance and integrity
- Will be a key member of the CFC leadership team contributing to the overall success of Pfizer in the country.
Talent Management & Development:
- Lead, direct and coach Customer Facing team members.
- Focus on people development, adopting the Growth at Pfizer principles
- Use PLI to support Performance management –– ensure objectives, growth mindset, reviews for all direct reports, maintaining quality and timeliness of content
- Responsible for attracting, recruitment, training, and retention of talent
- Ensure that field force is continuously trained, empowered & motivated to meet their sales objectives& maximize their potential productivityin the right compliant manner. Focus on their product knowledge, excellence in selling skills, customer knowledge and execution of account plans
- Responsible for the enhancement of the engagement of team members and collaborate with them to implement the agreed upon plan of action
Job Specific Technical/Functional/Professional Competencies:
- Thorough knowledge of the pharmaceutical industry and Healthcare environment
- Ability to assimilate clinical and market knowledge of the therapy area, to a level to be conversant with opinion leaders
- Ability to develop strategic direction for the platform and the market
- Ability to develop creative solutions for the implementation of market plans
- Ability to identify and capture sales opportunities
- Comprehensive knowledge of the sales process, sales performance indicators and core marketing principles. Performance Management capability
- Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication
- Strong interpersonal skills with an understanding of people management – motivation, coaching and development
- Commercially astute with strong business acumen
- Strong problem solving and process management skills
- Change Leadership - Risk taking / Judgement / Innovation
- Implementation/execution skills
- Negotiation skills – internal and external
**QUALIFICATIONS **
- Strong track record of marketing experience within the healthcare industry, Pharmaceutical management roles, and experience with New Product launches including brand forecasting would be an added advantage
5 years Brand, Key Account or Sales experience
- Bachelor's Degree or equivalent required
- Strategic and innovative thinker and able to anticipate future needs.
- Collaborative approach to matrix relationships to lead, develop and execute strategies with commercial and non-commercial functions internally is required
- Have HCP/patient focused mindset with a broad understanding of healthcare, and pharmaceutical environment to shape market and brand strategies to meet HCPs/patients’ needs
- Excellent verbal and written communications skills
- Ability to persuade, negotiate or influence others without authority
- Fluency in written and spoken English
Work Location Assignment: Hybrid
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Sales