Vaccines Area Business Manager - Raleigh, NC

Pfizer

About The Position

The Vaccines Area Business Manager (ABM) will report into the Regional Business Director (RBD) and will work with customer-facing (Accounts and Pharmacy) and Headquarters (HQ) teams across the organization. The ABM will be responsible for the supervision and leadership of 12-14 representatives within the Northeast area, 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 Field Representatives and frequent customer contact as well as the development of a strong, effective partnership with accounts, retail, and marketing colleagues. The ABM will ensure compliant execution by team members, driving understanding of relevant policies and guidance and advancing a culture of integrity.

Requirements

Bachelor’s Degree Required
Must live within 50 miles of the Area boundary
Previous pharmaceutical, biotech, or medical marketing/sales experience with at least 3-5 years spent in a position with demonstrated leadership across Peer and Customer Groups.
Experience working with key thought leaders or high influence customers in large group practices, hospitals, or managed care organizations preferred.
This position will require travel as needed to develop internal and external relationships.
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 demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact.

Nice To Haves

MBA or relevant graduate degree preferred
5 or more years people management experience preferred and ability to develop and motivate others, lead through change, and deliver on Pfizer business imperatives is necessary to be successful in this role.
Vaccines experience and expertise strongly preferred
Ability to develop and reinforce team expertise on broader portfolio of content to show ‘Science First’ mindset
Cross-functional collaboration mindset to facilitate ‘One Pfizer’ commitment to customer
Feedback culture mindset, Additional digital training to ensure personal adherence, as well as leadership by example for team adherence (incl. contracting permissions/guidelines)
Model/leader for change, agility, and adaptability
Excellence in engaging customers and coaching team members in a hybrid environment, including:
Enhanced competency level on virtual and digital tools/platforms
Data-driven resource management to ensure proper channel deployment
Strong organizational and analytical skills are also required and ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications and able to adapt to Pfizer's long-term technology model in bringing Pfizer information to market.
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

Responsibilities

Responsible for supervising operations of the Area to include hiring, live coaching, virtual coaching, representative development, performance management, and the assignment of key "priority" accounts within the medical community, managing12-14 representatives.
Develops and implements strategic plans for the Area, business plan, and overall responsibility for budgets at District level in alignment with RBD expectations.
Plans, organizes, and monitors performance to achieve the business potential of the Area and Region. Ensuring effective territory representatives utilization of promotional material, making valuable contribution to the formulation of marketing plans for the year, measuring efficient implementation of the plans in the field and undertaking regular assessment of marketing activities as an integral part of the total marketing operations
Proactive data analysis to identify market trends
Collaborates, identifies, & motivates key account development and opportunities that impact regional/national business
Build relationships with customers (including KOLs) and key stakeholders (including members of the Area and Region Management Teams, Channel Partners, and other cross-functional partners) and utilizes content appropriately for engagement
Develops external advocates and contributes to advocacy and community engagement (as necessary)
Understands and champions the value of cross-functional collaboration to deliver on customer needs, while ensuring that compliance guardrails are respected by representatives
Coaches’ representatives on seamlessly connecting cross-functional colleagues reactively to address customer needs and how to use digital tools
Effectively plan and conduct plan of action and other meetings with Area Management Teams, Channel Partners, and other cross-functional partners
Collaborate effectively in an integrated account team
Ensures cross-functional partnerships within all of Pfizer’s Markets / customers to build up effective relationships and face-to-face selling
Leads cross functional partnerships ensuring patient services are being met (as necessary)
Maintains enhanced product and/or portfolio, disease state, and market knowledge to respond accurately to all questions regarding products, policies, and business-related issues from customers & reps
Able to expertly operate digital and virtual tools/platforms
Leverages insights from new analytics tools (e.g., 360-degree customer insights)
Demonstrates advanced virtual communication skills (e.g., empathy, listening, asking probing questions)
Retains flexible time management (e.g., time allocation of F2F v. virtual engagements to meet business objectives to maximize HCP engagement across large(r) geographies)
Works with all members of Area 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
Ensures actions of self and team are fully compliant; has complete understanding of all relevant compliance policies and processes; escalate issues, as necessary, and ensures appropriate commitment to integrity within their team
Implements and upholds Area Standards with sales colleagues
Applies situational leadership skills (e.g., knowing when to intervene aligning coaching to colleague’s developmental level)
Employs multiple and interactive methods of coaching across all engagement types (e.g., F2F coaching in front of customers, when appropriate a virtual ‘ride along’,)
Builds strong team culture, colleague engagement, and morale
Promotes a feedback culture and continuous improvement mindset in team to assess quality of customer experience
Set team goals and hold team members accountable for consistent adherence i (e.g., time management, technical knowledge, communication, compliance, and use of technology)