Area Business Manager, Cardiac Rare Disease, Mid-Atlantic

ROLE SUMMARY 

The Area Business Manager (ABM) Role is responsible for leading Pfizer Cardiac Rare Disease Sales efforts within the area assigned in the United States. In this role, this individual will be responsible for shaping and executing the sales strategies for the Amyloidosis Multi-Disciplinary Specialists (AMS).

The role will report into the US Rare Cardiac Regional Business Director and be required to work closely with customer facing teams across the organization.  The ABM will serve as a member of the US Rare Cardiac Sales Leadership Team and will work closely with key HQ colleagues, including Brand Marketing, Planning & appropriate ROC partners innovation to build strategies that ensure continued success. 

The ABM will be responsible for the supervision and leadership of Amyloidosis Multi-Disciplinary Specialists (AMS). The position will require regular in field observation and coaching of field representatives.   Frequent customer contact is expected where/when appropriate.  The ABM will ensure effective and compliant promotional communications are delivered to our customers.  Extensive travel will be required in the specific Area.  

ROLE RESPONSIBILITIES 

Report into the Cardiac Rare Disease Regional Business Director. Responsibility for staff development of direct reports (Direct: 8-9 AMS’, field representatives) 

• Includes hiring, coaching, talent development, and performance management 
• Proactively work with Sales training team, ensuring all adequate training programs are coordinated. 
• Create a high performing organization through talent planning and career development 
• Develop a change agile organization to effectively and consistently deliver results in a changing competitive, market and economic landscapes 

Actively partner with marketing leads & teams to shape brand/customer strategies and initiatives to drive demand and meet customer needs 

• Partner with Brand Marketing to help inform the annual Operating Planning and Tactical Planning efforts. 
• Convey Area customer needs to Brand team and other HQ teams as appropriate to help identify / design new customer solutions 

Area Business Planning 

• Develop Area business objectives and define key performance metrics that are aligned to National Sales and Brand objectives 
• Develop and implement insight-driven, integrated and compliant business plans at Area, Territory and Account levels 
• Ensure sales forecast and operational budgets are achieved 
• Support the implementation of the sales representative incentive compensation structure. 
• Build a network of physicians and industry contacts to improve sales leads and successes. 

Area Business Leadership 

• Accountable for successful account engagement and internal coordination for all customers within the Area geography 
• Manages resource allocation across the Area geography 
• Ensures appropriate cross-functional communication & coordination to meet the local market needs 
• Lead the implementation of the Area business plan through; provide guidance and coaching to Area team members to ensure alignment and seamless working across multiple geographies 
• Maintain required technical expertise in order to respond accurately to all questions regarding products, policies and business-related issues from customers and representatives 
• Maintain in-depth understanding of current and emerging market and customer trends in order to coach brand messaging 
• Engage with cross-functional teams to execute on opportunities with brand pull-through 

Partner with Strategy & Operations Team to closely monitor area business performance down to the local market / account levels and implement processes to accelerate business performance.  

• Develop and execute local market and account strategies 
• Proactively analyze data to identify market trends. 
• Represent area business at Quarterly business reviews (QBR) and manage execution of assigned action items; report status through Planning & Innovation processes. 
• Actively & appropriately participate in team meetings to share insights (risks, issues, opportunities, best practices, etc.) and to develop action plans to accelerate business performance 

Culture & Values 

• Build and maintain a culture of trust and collaboration with local colleagues 
• Promote appropriate execution, innovation (where appropriate), and openly sharing learnings across the organization 
• Facilitate open and honest conversations with peers and leaders and provide candid honest feedback 
• Ensure effective and compliant utilization of approved promotional materials. 
• Ensure successful, compliant selling activities  
• Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer's high standards of business conduct. 

QUALIFICATIONS  

• Bachelor's Degree required; MBA or relevant graduate degree preferred 
• Minimum of 10+ years of specialty pharmaceutical commercial experience (including sales leadership). 
• Rare Disease and/or Specialty Cardiovascular experience and expertise strongly preferred 
• Minimum 3 years successful District/Area/Regional Manager experience preferred 
• Product launch experience preferred 
• Hospital Sales experience preferred 
• Demonstrated ability both to think strategically and to execute flawlessly to deliver results 
• Demonstrated ability to formulate, develop, write, communicate, and monitor the execution of business plans 
• Strong track record of collaborative and motivational leadership and internal stakeholder management skills 
• Strong analytical thinking and problem-solving skills 
• Successful track record of project management and leadership in cross functional teams 
• Understand people dynamics and interface; how to engage and motivate 
• Enterprise thinking; anticipates consequences 

This position may require significant travel (+60%) to develop internal and external relationships 

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