Oncology Hematology Area Business Manager - Northwest

ROLE SUMMARY 

Everything we do, every day, is in line with an unwavering commitment to the quality and the delivery of safe and effective products to patients. Our science and risk-based compliant quality culture is innovative and customer oriented. Whether you are involved in manufacturing, testing, or compliance, your contribution will directly impact patients.  

ROLE RESPONSIBILITIES 

This role will report into the Regional Business Director and will work with customer-facing and HQ teams across Oncology. The ABM will be responsible for the supervision and leadership of 5-8 Senior Oncology Account Specialists within the area assigned, 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 Sales Representatives and frequent customer contact as well as the development of a strong, effective partnership with marketing and channel colleagues. The ABM will ensure compliant execution by team members, driving understanding of relevant policies and guidance and advancing a culture of integrity. 

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, managing 5-8 Senior Oncology Account Specialists. 

• Develops and implements strategic plans for the Area, business plan, and overall responsibility for budgets at Area level in alignment with RBD expectations. 

• Plans, organizes, and monitors performance to achieve the business potential of the Area and the RBU 

• Ensures effective 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 

• Conducts 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 (e.g., digital triage app) 

• Effectively plan and conduct plan of action and other meetings with Area Management Teams, Channel Partners, and other cross-functional partners 

• Collaborates effectively in an integrated account team 

• Partners with Marketing in the development of the key strategies, business imperatives and objectives during the Op Plan process 

• 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 in order 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 

• Leverage’s insights from new analytics tools (e.g., 360-degree customer insights) 

• Demonstrates advanced communication skills (e.g., empathy, listening, asking probing) 

• Keeps systematic approach to virtual engagement (e.g., clear agenda, next steps/follow ups) 

• Retains flexible time management in environment (e.g., time allocation of F2F v. virtual engagements to meet business objectives to maximize HCP engagement across large geographies 

• Works with all members of the Area Team 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; escalates 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 and aligning coaching to colleague’s developmental level on customer engagements) 

• Employs multiple and interactive methods of coaching across all engagement types (e.g., virtual ‘ride along’, utilization of chat function while shadowing, F2F versus virtual coaching) to build rep capabilities and selling skills 

• Builds strong team culture, colleague engagement, and morale 

• Promotes a feedback culture and continuous improvement mindset in team to assess quality of customer experience (e.g., uses virtual pulse surveys, team barometers, customer feedback) 

• Set team goals and hold team members accountable for consistently exceeding those goals (e.g., brand growth goals, time management, technical knowledge, communication, compliance, use of technology and utilizing effective live and virtual engagements 

BASIC QUALIFICATIONS 

• Bachelor's Degree required 

• 5+ years pharmaceutical, biotech, or medical marketing/sales experience 

• Experience working with key thought leaders or high influence customers in large group practices, hospitals, or managed care organizations preferred. 

• Skilled with data-driven resource management to ensure proper channel deployment 

• This position will require travel as needed to develop internal and external relationships. 

• Strong communication skills including the ability to think and communicate with the audience’s need first. 

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

• Cross-functional collaboration mindset to facilitate ‘One Pfizer’ commitment to customer 

• Model/Leader of excellence with change, agility, and adaptability 

• 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. 

PREFERRED QUALIFICATIONS 

• 2+ years of Oncology Area Business Manager Experience leading a sales team 

• MBA or relevant graduate degree 

• Advanced communication skills for facilitation, customer engagement, team management, and remote collaboration and coaching 

• Demonstrated ability both to think strategically and to execute flawlessly to deliver results 

• Live within the Sales Area or near its boundary 

• Strong track record of collaborative and motivational leadership and internal stakeholder management skills