Hospital Sales Effectiveness Senior Manager – Puerto Rico

ROLE SUMMARY
The Hospital Sales Effectiveness Sr Manager will provide key support/leadership to (Sr Director, PR LT, and Sales Team) by representing the interests of the sales function with key internal stakeholders, and continuously improving sales operational effectiveness and efficiency for the benefit of colleagues, customers, and external partners. The role will be required to establish analytical framework to generate strategic Insights, action plans and innovation. The role should be capable to support with customer facing strategy and operational support to optimize field Force deployment, account management deployment, wholesalers / distributors and brand performance - Align strategy and execution across brand, distribution, and field force. The role has leadership responsibility for Puerto Rico and USVI and report directly to the Sr. Director, U.S Hospital – Puerto Rico

The role will support a team of sales professionals to achieve sales and financial goals in the assigned market and ensure the execution of strategic sales plans. Responsible for attaining results through the optimum utilization of market resources, ensuring compliance with all policies and procedures, management of key customer accounts, and utilization of their people management skills as well as support a team of Health and Science Representatives in calling directly on all HCPs, accounts and driving accountability through the team regarding metrics and overall achievement of plan.

ROLE RESPONSIBILITIES
• Contribute to the achievement of sales strategic goals and operating plan commitments (such as sales targets, budget and expenditure) by maximizing field force operational effectiveness .
• Work with Sr. Director and PR leadership team to pull through all major U.S. and local Hospital sales effectiveness and Culture initiatives.
• Collaborate with the Sr. Director and PR leadership team, by providing ongoing input on brand strategies, messaging and resources for the field. 
• Collaborate with Sales Training to ensure that all training needs are met (including field rides and coaching to ensure practical knowledge/understanding of Hospital marketplace). 
• Work closely with Sr. Director to strengthen and enhance sales and leadership capabilities of sales organization. 
• Collaborate with business technology internal partners, to develop, deploy and fully leverage new technologies designed to improve and enhance customer engagement activities.
• Facilitate Sales Leadership Team awareness of key sales performance data & insights for successful management of the business. When needed, provide data analysis / insight, project management and/or development of tools to enable adequate monitoring of sales force resource deployment, customer targeting, and sales team performance.

 • Provide productive business review environment by brand/portfolio with diagnosis of key performance drivers, data-driven insights, and robust action plans to address recent trends and performance.

• Deepen market knowledge to identify opportunities and gaps in strategy/ tactical execution, develop and implement solutions via consistently/frequent interactions with field-based colleagues and Account management team.
• Liaise with HQ-based platform functions, such as Incentive Compensation, Sales Training, and BT. 
• Responsible for management and coordination of TA aligned Operations Experts (AOEs), Marketing Field Based Strategy Teams (FBSTs), etc. 
• Support a district sales team of Health and Science Representatives to maximize performance and help achieve/exceed sales and budget targets by screening, interviewing, and hiring the best qualified candidates; delivers ongoing coaching and timely feedback to both manage performance and develop team members; conducts performance assessments and competency/behavioral assessments to drive high performance culture.

• Responsible for training and coaching Health and Science Representatives to develop skills in key aspects of their sales job (i.e. selling on value and other conceptual topics).

• Assist in coordinating sales force participation in National/Regional and Local Scientific Symposia/Conferences or Conventions.
• Maintain an accurate picture of sales force needs and requirements to ensure adequate operational support is provided. 
• Establish and leverage external networks and forums to identify sales effectiveness best practices, technologies, environment insights and benchmarking capabilities to continually improve our operational effectiveness.

Sales Operations Management:
• Partner with Area Business Managers and Regional Sales Leaders to ensure compliance with applicable policies and procedures for field force. 
• Accountable for effective planning/support for product launches and National/Regional and Local sales meetings.
• Accountable for effective broadcast communication to the sales team by leading the development of newsletters and other communication tools. 

• Manage the effective implementation of new technologies and the utilization of existing systems that impact the sales and account management function.

• Liaison between the O2C team, customers, and the sales team to accelerate any collection management.

 • Gain deep understanding and interpretation of data & systems needed to execute on and track key strategies and tactics.

• Develop FF and account management KPIs and standardized tools/resources to monitor performance against established goals throughout the year in partnership with Sr. Director and Sales Leadership Team.

• Responsible for operational support and ongoing improvements for Sales Reporting and analytics (PRISM, Smart, Tableau, aCoach, Performance dashboard) and lead cross functional performance meetings.

BASIC QUALIFICATIONS
• Bachelor’s Degree required. MBA (or similar advanced degree) considered a plus. 
• Demonstrated understanding of the pharma sales and account management environment.
• 7+ years of demonstrated sales success in a field sales (or related) role, and / or specialty brands, surgical, sterile injectable products preferred.
• Demonstrated ability to work effectively across multiple teams and motivate others, lead through change, and deliver on Pfizer business imperatives.  

• Strong communication (written and verbal), influencing, negotiating, listening and interpersonal skills to effectively develop/maintain productive internal and external relationships. Effectively communicates with colleagues at all levels and across multiple functions (including senior leaders in the organization). 
• Ability to communicate with confidence and influence outcome of interactions. 
• Demonstrated strong customer service skills.

• This position will require travel as needed to develop internal and external relationships. Ability to manage a large geography with travel – PR and USVI. Candidate must reside in Puerto Rico.
• 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.

• Valid US or PR driver’s license and a driving record in compliance with company standards.

PREFERRED QUALIFICATIONS

• Recent Hospital or Specialty Brands experience strongly preferred and a deep understanding of moving specialty products, Buy and Bill, SPPs and hospital customers through the sales process. 

• Direct people management experience or >7 years in a field leadership role preferred.

• Experience working with key thought leaders or high influence customers in large group practices, SPPs, specialty market, hospitals, or IDN (integrated delivery networks). Ability to develop and motivate others, lead through change, and deliver on Pfizer business imperatives is necessary to be successful in this role. Strong organizational and analytical skills and ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications required.
• Highly effective at utilizing current sales force technology platforms, aCoach and reporting, analyzing deriving insights from pharma sales data. 
• Identifies and develops industry networks to solicit information and integrate industry best practices to the organization.

• Demonstrated ability to think strategically and to execute flawlessly to deliver results Purchase options include (1) SPPs, Specialty business or hospital buying process (wholesaler or GPO) or Hospital contracting perspective.

• Understanding of the process for driving Contract compliance with hospital, SPPs, Buy and Bill, Account Buyers, Directors of Pharmacy, Procurement, and Materials Management.

• Managed care knowledge –understand the policy for the product and how it can be obtained based on the managed care policy and approval.

• Understanding the terms & conditions of a contract for a given customer High degree of change agility expertise, building, leading teams, and modeling culture.

• Demonstrated leadership in product launches.

• Deep understanding of specialty market, buy and bill or hospital account management and ability to articulate formulary opportunities or contracting terms and conditions.

• Knowledge of sales force excellence best practices.

• Experience in other facets of commercial organizations is a plus including marketing, finance, specialty market (Immunoglobulins / Oncology/Rare Disease) or contracting.

Other Job Details:

Last day to apply: July 5th

Expected job related travel up to 25%.

Ability to travel to all Representatives within District as well as Area/National Meetings, as required. 

Depending on size of District/Area and business need, candidates may be required to stay overnight as necessary.

Relocation assistance may be available based on business needs and/or eligibility.