Global Hospital & Biosimilars (GH&B) Area Business Manager - Northeast

Pfizer • Providence, VT

6d • $139,000 - $280,400

About The Position

The Global Hospital & Biosimilars (GH&B) Area Business Manager leads a team of eight Global Hospital & Biosimilars Sales Representatives responsible for sales and financial goals for Pfizer’s Sterile Injectables and Biosimilars portfolio in a multistate Northeast geography. The role oversees strategic sales planning and execution, hiring and development of the sales team, key customer account management, compliance, and effective use of market resources. The geography primarily includes New York, Northern New Jersey, Massachusetts, Connecticut, Rhode Island, Maine, Vermont, and New Hampshire. The candidate should preferably reside within this geography. The role involves managing a large territory and up to 40% travel, including possible overnight stays.

Reporting to a Regional Business Director, GH&B, the Area Business Manager oversees district business planning and sales strategy to support product launches, adoption, and portfolio performance across targeted hospitals, Hospital Integrated Delivery Networks/Systems (IDNs), and alternate-site facilities. The position leads through a cross-functional matrix, partnering with internal Pfizer teams and account stakeholders to optimize selling strategies, account pull-through, contract compliance, and customer engagement. Engagement includes in-person and virtual interactions.

The role is accountable for district sales performance, budget management, and team development. It establishes disciplined call planning and documentation, uses sales data, digital tools, and analytics to identify opportunities and next-best actions, and ensures customer communications use approved messaging and materials in accordance with Pfizer policies and regulatory requirements. The position also oversees product trials, contract conversions, formulary and contract performance, and new product launches across the portfolio.

A bachelor’s degree is required; a concentration in sciences, business, or a related field is preferred. An MBA or related advanced degree is preferred. Candidates must have six years of pharmaceutical, biotech, or medical marketing/sales experience, including at least three to five years demonstrating leadership across peer and customer groups. Direct people management or at least two years in field leadership is preferred, as are hospital sales, injectables and biosimilars, hospital account management, contracting, product-launch, and key-customer experience.

The annual base salary range is $139,000–$280,400, plus a Sales Incentive bonus. Pfizer offers benefits including a 401(k) plan with matching and an additional retirement savings contribution, paid vacation, holidays and personal days, paid caregiver/parental and medical leave, and medical, prescription drug, dental, and vision coverage. Relocation assistance may be available based on business needs and eligibility. Candidates must be authorized to work in the United States; work visa sponsorship is not available.

Requirements

• Bachelor’s degree required.
• Six years of pharmaceutical, biotech, or medical marketing/sales experience, including at least three to five years in a position demonstrating leadership across peer and customer groups.
• Ability to develop and motivate others, lead through change, and deliver on business imperatives.
• Strong organizational and analytical skills, including ability to analyze sales data and call-reporting software or applications and draw appropriate conclusions.
• Demonstrated ability to influence and collaborate with peers, develop and coach others, and oversee colleagues’ work to achieve meaningful outcomes and business impact.
• Ability to manage a large multistate geography and travel to accounts throughout the area; travel may include overnight stays.
• Candidates must be authorized to work in the United States by any employer; U.S. work visa sponsorship is not available.

Nice To Haves

• A concentration in sciences, business, or a related field.
• MBA or advanced degree in a related field.
• Direct people-management experience or at least two years in a field leadership role.
• At least three years of hospital sales experience and a strong understanding of moving hospital customers through the sales process.
• At least three years of Injectables and Biosimilars market experience, including ready-to-use drug-delivery innovation.
• Experience with key thought leaders or high-influence customers in large group practices, hospitals, or IDNs.
• Experience with hospital purchasing processes, including wholesaler or GPO purchasing, or hospital contracting.
• Understanding of contract-compliance processes with hospitals and account buyers, Directors of Pharmacy, Procurement, and Materials Management.
• Managed-care knowledge, including product policies and how products may be obtained under managed-care policies and approvals.
• Understanding of customer contract terms and conditions.
• Strong change agility and experience building and leading teams and modeling culture.
• Demonstrated leadership in product launches.
• Deep understanding of hospital account management and ability to explain contracting terms and conditions.
• Knowledge of sales force excellence best practices.
• Experience in other commercial functions, such as marketing, finance, or contracting.
• Preferred residence in New York, Northern New Jersey, Massachusetts, Connecticut, Rhode Island, Maine, Vermont, or New Hampshire.

Responsibilities

• Lead a district team of eight Global Hospital & Biosimilars Sales Representatives to maximize performance and achieve or exceed sales and budget targets.
• Screen, interview, and hire qualified candidates; provide ongoing coaching and timely feedback; conduct performance and competency assessments; and develop team members.
• Train and coach representatives in value-based selling, approved messaging, asking for the sale, hospital formulary acceptance, contract communication, and pull-through activities.
• Guide representatives in managing relationships with key opinion leaders and hospital and alternate-site leadership, and ensure they understand customer contracts to identify opportunities and improve contract compliance.
• Lead through complex and changing market conditions by solving problems, influencing cross-functional stakeholders, and adapting priorities and solutions.
• Set performance targets and expectations, monitor district and representative results, analyze the sales funnel, identify account opportunities, and take timely action to address performance gaps.
• Ensure the team complies with applicable laws, policies, business requirements, and regulatory requirements.
• Ensure representatives deliver relevant, targeted product messaging using approved materials and engage customers within Pfizer compliance guidelines.
• Review and coach territory and account call schedules and business plans, prioritizing face-to-face interactions supplemented by virtual engagement as appropriate.
• Promote disciplined call execution with clear objectives, defined next steps, and documentation aligned with key performance indicators.
• Assess and coach effective use of sales tools, reports, resources, digital platforms, and analytics for customer engagement, pre-call planning, and next-best-action insights.
• Develop and implement the district business plan with regional colleagues; manage the district budget and overall district sales performance.
• Provide feedback on allocation and use of internal and external resources, including discretionary spending, and oversee effective use of Pfizer resources such as product demonstrations, in-services, and contract discussions.
• Oversee geography business plans and implementation of national sales strategies and programs; facilitate district business reviews and track the impact of marketing messages and programs.
• Conduct district sales meetings and collaborate with Pfizer headquarters teams to provide feedback and develop solutions supporting field execution.
• Ensure representatives build and maintain trust-based relationships with customer buying influences, including Pharmacy, Nursing, Surgery, and Materials stakeholders.
• Maintain effective communication across district, regional, national account, and leadership teams, and execute action plans for large group practices and IDNs.
• Oversee product trials, contract conversions, new product launches, formulary and contract performance, and pipeline pull-through across the Sterile Injectables and Biosimilars portfolio.
• Partner with Pfizer account management and cross-functional teams to develop and execute pull-through strategies and drive acceptance of promoted products.

Benefits

• 401(k) plan with Pfizer matching contributions and an additional Pfizer Retirement Savings Contribution.
• Paid vacation, holiday, and personal days.
• Paid caregiver/parental and medical leave.
• Medical, prescription drug, dental, and vision coverage.
• Sales Incentive bonus.
• Relocation assistance may be available based on business needs and eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager