Healthcare District Manager-Partnerships, Hospitals | Pfizer | Mumbai

Job Description

District Business Manager is responsible for the business performance of the partnership model for assigned Geography / Locations ensuring the right business planning, execution, outcomes, and oversight /controls. HDM leads the regional business focusing on 3 key areas: field force execution, HCP engagement/activities, and sales planning, and ensures execution rigor and compliance through the sales hierarchy and as per Pfizer standards.

The role is responsible to achieve and exceed the budgeted sales for the assigned geographical region. The role partners with the Business Partner to optimize productivity,  coverage of customers, and resource deployment in accordance with growth opportunities, evolving operating environment, and customer preferences. Deliver the short term and envision and prepare for the mid to long-term success of the business. Identify business and growth opportunities and develop an operating business plan.

Position Responsibilities:

Business Performance:

• Oversight of business performance & Responsible to achieve budget
• Management of the Routine tasks
• Field Force Strategy execution through CSO
• Promotion Strategy execution and feedback.
• Leading the transition to the new operating model
• Ensuring and closing the loops in plan execution
• Smooth onboarding of stockists/ wholesales to new supply points

Field force Execution:

• Plan & Conduct fieldwork. Monitor the SLA and coverage KPIs. Ensure rigor/discipline of field force
• Coaching/feedback on product knowledge/execution
• Responsible for training planning, delivery, and sustainability in product knowledge and selling skills

HCP Engagement Activities & Channel Partners Engagement: 

• HCP Engagement planning and execution
• Smooth transition of HCP engagement and relationships
• Marketing activities execution and feedback from HCPs. Focus on business process and maintaining the overall quality of work, channel execution through different platforms.

• Management of sales operations lies with the CSO team, while the accountability of driving sales through strategic leadership/ intervention lies with the DBM
• Implementation of sales and marketing initiatives is supervised by the DBM, while is directly managed on the ground by the CSO team
• Considering the above priorities, the geographical coverage for the HDM role is expected to be wider
• Good Management skills with 3rd parties and vendor management. Should be able to create a significant influence on the key stakeholders.
• Proficiency in analytical skills of complex data to draw meaningful insights to drive the business efficiently

Detail description of the role is as below.

Strategic:

• While the CSO is responsible for driving the end sales, it is the responsibility of the HDM to provide a strategic direction for the region while collaborating with the key leadership stakeholders of the CSO
• Prepare the regional targets for each of the key products, and plan monthly sales targets for each district so as to optimize the potential and field force productivity for the region as a whole.
• Monitor DMs distribution of targets to territories – product-wise and value-wise for each key product with annual and monthly sales targets
• Validate the sales targets set by the CSO
• Plan and develop a suitable sales strategy in consultation with the team
• Organize a collection of market intelligence through systematic collection and analysis of data, statistics, and information from the field and use the same to recommend and/or redesign sales strategy to meet competition.
• Support the SM in budgeting for the BU
• Conduct sales analytics to identify areas/stakeholders to be focused upon for driving business growth

Operational / Process

• Keep updated on the competitors’ activities through personal visits to medical practitioners, wholesalers, and retailers and through systematic collection and analysis of data, statistics, and information.
• Make joint visits to key customers/opinion leaders to build up effective relationships and assess the effectiveness of promotional strategy / promotional campaigns. Make suitable recommendations to HO as deemed fit.
• Coordinate with Medical Research Department in updating information and data on pharma products for its dissemination to the field force.
• Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage, and sales administration.
• Maintain contacts with eminent medical practitioners and opinion makers, wholesalers, hospital authorities, and concerned government officers to promote goodwill and the Company’s image.
• Support in driving institutional sales for the region by developing and managing relationships with key institutions in the region.
• Build relationships with and manage key opinion leaders & key customers
• Supervise product promotion campaigns for new & existing products in the region
• Provide inputs to the marketing team to assist marketing strategy articulation
• Coordinate with the CFA and internal distribution teams to ensure product availability in the region

Culture/ Compliance/ People:

• Demonstrate and promote Pfizer’s global values in all interactions
• Demonstrate leadership behaviors
• Set out targets and objectives jointly for key positions
• Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions
• Handle grievances and disciplinary issues in the region in consultation with HO departments
• Actively focus on subordinate development through performance monitoring, periodical counseling, guiding and coaching
• Assure imparting of product and selling skills training for team members. This is not limited to direct reports. The DBM is responsible for training the concerned CSO employees
• Provide guidance on company procedures, policies, and guidelines
• Conduct manpower planning for the region in association with the CSO for the Contractual field force resources

Financial:

• Manage P&L for the region
• Responsible for expense management for the region including the promotional budget for their team
• Ensure achievement of Sales budgets for the assigned geographical region
• Regulate the acceptance and execute orders within the authorized limit
• Ensure that customer dues are collected in accordance with credit terms & outstanding are kept to the bare minimum
• Ensure proper utilization of detailing aids and other promotional material.
• Ensure budget control and adherence for the area
• Ensure proper accounting and reporting of expenses for their team.

Technology:

• Driving adoption and usage of technology/Digital initiatives for HCP and Trade stakeholders in the region
• Use IT tools and integrated software for Business and MIS.
• Identify technology solutions for enabling better information availability.
• Continuously evaluate technology developments for evaluating and adopting innovations in training.

Skills and Experience required:

Graduation: A degree in Science/ Pharmacy with relevant experience is desirable.

• A degree or Diploma in Marketing is advantageous
• 5-8 years experience in Hospital sales with vendor management, project management, and Analytics skills

This is an individual contributor role.