Healthcare Regional Manager-Partnerships, Hospitals | Pfizer | Mumbai

Job Description

HRM, the Partnerships for Hospitals team will lead the partnership models, responsible for the delivery of a portfolio of products in the HBU category. This segment while fragmented provides a significant opportunity for penetration of our portfolio. The core responsibility is to identify business opportunities, grow revenue and achieve budgeted sales for the Indian market for the products in the identified markets. The role holder is responsible for managing a team of external partners and also coaching Healthcare District Managers.

This leader will need to drive differentiation based on science with the competitor products & optimizing productivity by maintaining rigor on the planned coverage. The role is also responsible to build & cascade the compliance culture. The position will drive revenue as per the OP’s aspiration

Position Responsibilities:

Strategic/ Policy:

• Analyze the Secondary Sales, and customer engagement activities by the partner team and provide feedback with recommended actions
• Plan and agree on annual budgets for the identified markets. Recommend changes in the sales and demand forecast depending upon the emerging secondary sales trends.
• Plan and develop a suitable sales strategy in consultation with the marketing and leadership team to increase demand trends and engage KOLs.
• Manage and develop business relations with key stakeholders including regulators, and trade associations across India Monitor secondary sales and closing inventory trends. Optimize the potential and productivity of distributors and Contractual field force
• Have an oversight on the timely renewal of mandatory certificates/contracts in coordination with the regulatory and legal team Counsel on manpower planning in consultation with the category lead
• Conduct sales analysis to identify areas/stakeholders to be focused upon for driving business growth
• 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
• Work closely with the business lead, market access & pricing team for the pricing proposals with a business case to compete for competition and retain/enhance volume market share

Operational / Process

• Lay down a process and ensure compliance with to process for coordinating with the distributors and arrange for monthly POs
• Coordinate and supervise with the admin. support to follow up with the GSC to ensure registered products’ availability as per POs
• Coordinate and supervise with the admin. support to follow up with the ALC to get invoicing done per POs
• Stay 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 regular personal visits to key customers/opinion leaders to build up effective relationships and assess the effectiveness of promotional strategy / promotional campaigns. Make suitable recommendations to various teams as deemed fit
• 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 Pfizer’s image
• Support institutional sales by developing and managing relationships with key institutions
• Work with the Strategic Accounts team in relevant tenders & necessary inputs where required
• Supervise the implementation of product promotion campaigns for registered products
• Provide inputs to the marketing team for the articulation of the marketing strategy

People: 

• Demonstrate and promote Pfizer values in all interactions
• Demonstrate leadership behaviors Identify training needs for the team, guide, coach, and motivate the team through interaction, field visits, and feedback so as to develop a high-performing team and build talent for the future.
• Ability to lead with indirect influence and drive the effectiveness of the contract sales organization

Financial:

• Ensure payments from all the distributors are received/reconciled timely Responsible for promotional budget management as per laid policies and seek approvals at the beginning  of the year
• Regulate the acceptance and execute orders within the authorized limit
• Ensure proper utilization of product samples, detailing aids, and other promotional material
• Ensure timely checking and approval of debit notes of the distributors Ensure proper accounting and reporting of expenses

Technology

• Work along with the Digital Marketing team in drawing out market insights in incorporate in sales strategy
• 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

Compliance & Policy Adherence:

• Ensure that distributors/stockists and their teams’ MAPP, FCPA, YRR, and other applicable policies training, including the refresher training are completed on time.
• Ensure all agreements, DDQs, Annual Certifications, etc. are renewed timely
• Act as the custodian of all compliance-related matters
• Ensure that business is conducted in line with Company’s policies, ethical practices, Vision, Mission, and Core Values.

Stakeholders:

• External: Medical Practitioners, Consultants, Distributors, Chemists, Wholesalers, Hospital /Nursing Home / Clinics Administration, Hospital / Nursing Home Pharmacists
• Internal: all enabling functions and CFAs

Experience & Skills:

• Minimum 10 years + experience in Pharma Sales, especially Hospitals BU or other Super Specialty business
• Successful track record in Pharma field sales defined as consecutive years of increased sales or market share
• Should be aware of market conditions, competitive intelligence, and market trends
• Excellent interpersonal skills, Negotiation skills, and commercial acumen
• Expert in Project Management, Vendor Management
• Analytical acumen, team player, paired with an agile mindset
• Self-motivated, Proactive, and Business drove with the entrepreneurial thought process