This role will report into the Sales Lead and will work with customer-facing and cross function team across the organization. The Health Representative - Manager (HRM) will be responsible for the supervision and leadership of Health Representatives within the area assigned, 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 Health Representatives and frequent customer contact as well as the development of a strong, effective partnership with marketing and channel colleagues. The HRM will ensure compliant execution by team members, driving understanding of relevant policies and guidance and advancing a culture of integrity.
**The Health Representative - Manager is responsible for supporting their Health Representatives and customers with their designated portfolio within a defined geographical territory that includes both metro and regional areas. **
The HRM is responsible for supervising operations of the assigned territory to include hiring, live coaching, virtual coaching, representative development, performance management, and the assigned customer accounts, managing a team of Health Representatives.
• Develops and implements strategic business plan for assigned territory, and overall responsibility for sales target achievement in alignment with Category expectations. • Plans, organizes, and monitors performance to achieve the business potential of the assigned territory • Successfully implementation of strategic customer selling and management skills to team members • Ensuring effective utilization of promotional material, making valuable contribution to the formulation of POA plans for the year, measuring efficient implementation of the plans in the field and undertaking regular assessment of field force activities as an integral part of the total sales operations. • Proactive data analysis to identify market trends. • Collaborates, identifies, & motivates key customers development and opportunities that impactbusiness. • Leads team to seek opportunities to compliantly gather customer and market insights, manage business relationships, and understand formulary access, protocols and pathways. • Understands Stakeholder Mapping and the Patient Journey • Build relationships with customers (including KOLs), internal key stakeholders (SME) and utilizes approved content appropriately for engagement. • Understands and champions the value of cross-functional collaboration to deliver on customer
needs, while ensuring that compliance guardrails are respected by Health Representatives. • Contributes to the productivity and effectiveness of team members, including generating and sharing insights, relationship management, pull through where appropriate. • Coaches Health Representatives on seamlessly connecting cross-functional colleagues reactively to address customer needs and how to use customer facing digital tools
• Maintains enhanced product and/or portfolio, disease state, and market knowledge in order to respond accurately to all questions regarding products,policies, and business-related issues from customers & Health Representatives. • Able to expertly operate digital and virtual tools/platforms. • Leverages insights from new analytics tools. • Maintains growth and entrepreneurial mindset to work through new working model (e.g., proactively identify areas of improvement with new hybrid rep responsibilities). • Retains flexible time management in hybrid environment (e.g., time allocation of F2F vs. virtual engagements to meet business objectives to maximize HCP engagement across large(r) geographies). • Works with all members 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 in a hybrid environment. • Ensures actions of self and team are fully compliant; has complete understanding of all relevant compliance policies and processes; escalates issues, as necessary, and ensures appropriate commitment to integrity within their team. • Applies situational leadership skills (e.g., knowing when to intervene, aligning coaching to colleague’s developmental level on hybrid engagements). • Employs multiple and interactive methods of coaching across all engagement types (e.g., virtual ‘ride along’, utilization of chat function while shadowing, F2F versus virtual coaching) to build hybrid rep capabilities (incl. hybrid selling skills). • Builds strong team culture, colleague engagement, and morale in a hybrid environment. • Promotes a feedback culture and continuous improvement mindset in team to assess quality of customer experience (e.g., pulse surveys, customer feedback). • Set team goals and hold team members accountable for consistent adherence in a hybrid environment (e.g., time management, technical knowledge, communication, compliance, use of technology, meeting new virtual objectives (e.g., up to 50% virtual engagements).
PREFERRED QUALIFICATIONS
• Experience working with key thought leaders or high influence customers in large group practices, hospitals, or managed care organizations preferred. • Cross-functional collaboration mindset to facilitate ‘One Pfizer’ commitment to customer • Feedback culture mindset, to proactively identify areas of improvement with new hybrid Rep responsibilities • Model/leader for change, agility, and adaptability • Advanced virtual communication skills for customer engagement, team management, and remote collaboration • Multimodal coaching capabilities to account for hybrid model • Demonstrated ability both to think strategically and to execute flawlessly to deliver results • Strong track record of collaborative and motivational leadership and internal stakeholder management skills • Enterprise thinking; anticipates consequences • Excellent facilitation skills
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Sales