Senior Account Manager - Puerto Rico

Pfizer • San Juan, PR

1d • $116,000 - $193,400

About The Position

The Senior Account Manager is responsible for Biosimilars – Oncology / Inflammation and Immunology sales; Is a critical component to the growth of the overall business with increasing consolidation and complexity in how these accounts conduct their business and manage patients, this individual will be required to effectively work in a dynamic business environment. The primary function is to develop, maintain and grow strategic long-term HCPs, SPPs, Alternate Site and Key Stakeholders customer relationships, develop and execute customer business plans and ultimately maximize sales and margin growth within assigned Accounts ROLE RESPONSIBILITIES Essential Functions: Customer Relationship Management: Developing, maintaining and enhancing strategic customer relationships across the entire HCPs and accounts’ organization including but not limited to Pharmacy/Procurement, clinical, and other critical stakeholders. Other Customer Relationship Management responsibilities include • Ensure that HCPs and accounts have a positive experience when dealing with Pfizer. • Effectively navigate through complex organizations to grow HCPs contacts within the territory to gain influence among key decision makers; establish and leverage relationships to expand access to product offering. • Effectively articulate value proposition statements conveying economic, clinical and other key differentiators and quickly assess the success of messaging, revising strategy & tactics if/when required. Business Planning & Strategic Execution: Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives. Other responsibilities include: • Understand assigned HCPs and accounts business model; find mutually beneficial economic solutions to increase Pfizer value proposition. • Develop and adapt focused and customized strategies for each assigned HCPs and customers (and their members for GPO’s); ensure alignment of plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditions. • Conduct monthly (or as needed) business reviews with assigned accounts. • Effectively utilize and deploy resources (people, systems, information and products) to accomplish sales goals and support key customer objectives and business strategy. Leadership: Provide strong leadership to internal stakeholders to effectively accomplish the following: • Provide a collaborative environment for all members within a matrix to effectively serve our HCPs/IDN/SPPs/Alternate Site/Key Stakeholders customers and resolve concerns/issues our customers may have. • Provide a positive environment where accountability, collaboration, ingenuity and problem solving are expected and encouraged. Contracting: Manage HCPs and customer contracts by liaising with customers and internal contracting team • Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and gain support for inclusion of products in the next contracting cycle. Internal Relationship: Collaborate closely with BU Lead, Field Sales, Contracting and Trade to develop strategies and value add programs that help maintain and grow the business as well as improve contract compliance. Secondary Functions: • Perform special project and assignments as directed by the Supervisor

Requirements

• BA/BS Degree from an accredited institution
• Ability to travel domestically and stay overnight as necessary.
• Valid US driver’s license and driving record in compliance with company standards. Any DUI/DWI or other impaired driving citation within the past 7 years will disqualify you from being hired.
• Candidate must reside in San Juan, Puerto Rico preferred – Local Candidates Only.
• The Senior Account Manager must have a minimum of 6 years of successful healthcare sales experience with proven results or equivalent and must possess strong leadership skills
• This person must have strong business management skills, demonstrate an excellent understanding of marketing practices, be able to develop and execute strategic plans, and understand and apply the fundamentals of financial management to performprofit and loss analyses to plan strategies
• This person must have strong analytical and problem-solving skills, a demonstrated ability to gather, understand, evaluate information from various sources (establishes links between sources of data, draws logical conclusions and provides appropriate options, makes recommendations and wise decisions in a timely manner, and has the ability to utilize various analytical tools to gather, understand and evaluate information (Excel, etc).
• This person must have well-developed project management/organizational skills to manage multiple projects and priorities. The candidate will have a proactive, results-oriented willingness to drive changes across the organization while working effectively with cross-functional teams in a matrix environment, focusing energy in the right places to work efficiently.
• This person must have a high degree of self-direction with the ability to constantly seek innovative ways to perform tasks in an efficient and timely manner.
• This person must be fully bilingual (English & Spanish)
• Proficient in Microsoft Excel, Word, and PowerPoint

Nice To Haves

• MBA or advanced degree is a plus
• Experience in other facets of commercial organizations is a plus including marketing, finance, specialty market (Biosimilars / Oncology / Immunology / Rare Disease) or contracting.
• They also must have demonstrated ability to serve customers’ needs (immediate follow-up, addressing issues promptly) and collaborate with multiple and diverse product lines, customer segments, and levels of internal/external stakeholders.

Responsibilities

• Customer Relationship Management: Developing, maintaining and enhancing strategic customer relationships across the entire HCPs and accounts’ organization including but not limited to Pharmacy/Procurement, clinical, and other critical stakeholders.
• Ensure that HCPs and accounts have a positive experience when dealing with Pfizer.
• Effectively navigate through complex organizations to grow HCPs contacts within the territory to gain influence among key decision makers; establish and leverage relationships to expand access to product offering.
• Effectively articulate value proposition statements conveying economic, clinical and other key differentiators and quickly assess the success of messaging, revising strategy & tactics if/when required.
• Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives.
• Understand assigned HCPs and accounts business model; find mutually beneficial economic solutions to increase Pfizer value proposition.
• Develop and adapt focused and customized strategies for each assigned HCPs and customers (and their members for GPO’s); ensure alignment of plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditions.
• Conduct monthly (or as needed) business reviews with assigned accounts.
• Effectively utilize and deploy resources (people, systems, information and products) to accomplish sales goals and support key customer objectives and business strategy.
• Provide strong leadership to internal stakeholders to effectively accomplish the following:
• Provide a collaborative environment for all members within a matrix to effectively serve our HCPs/IDN/SPPs/Alternate Site/Key Stakeholders customers and resolve concerns/issues our customers may have.
• Provide a positive environment where accountability, collaboration, ingenuity and problem solving are expected and encouraged.
• Manage HCPs and customer contracts by liaising with customers and internal contracting team
• Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and gain support for inclusion of products in the next contracting cycle.
• Collaborate closely with BU Lead, Field Sales, Contracting and Trade to develop strategies and value add programs that help maintain and grow the business as well as improve contract compliance.
• Perform special project and assignments as directed by the Supervisor

Benefits

• participation in Pfizer’s Global Performance Plan with a bonus target of 15.0% of the base salary and eligibility to participate in our share based long term incentive program
• comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life’s moments
• Benefits offered include a 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, and health benefits to include medical, prescription drug, dental and vision coverage.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees