KAM Hospital

Purpose of the position: Responsible for calling on practicing hospitals physicians, pharmacists, pharmacy chains key accounts, managed care and other health-related organizations/personnel within an assigned territory.  Provides the most recent information related to HBU products and their approved indications in a manner which will ensure the appropriate use of these products and achieve the business potential of the territory. Responsible for organizing local educational activities in collaboration with marketing colleagues for targeted customers. Follow tender opportunities, propose forecast, and coordinate implementation. Identify market trends and translate them into business opportunities.

Responsibilities and tasks

Product promotion and sales

• Have deep understanding on products/therapeutic area positioning and prioritization. Promote products to targeted customers in order to achieve territory plan objectives

• Collect, analyze, interpret and share relevant market information, including competitor and sales data to support the identification of sales and customer opportunities

• Organize and implement face to face and digital activities according to tactics of assigned products` portfolio

• Build and keep good relations and contacts with the key Pfizer distributors & Retailers

• Maintain an excellent level of understanding of the access and pricing conditions of each key Division assets

• Monitor and ensure products availability- shared responsibility with other departments

Customer relationship

• Build professional relationship with targeted costumers (healthcare professionals and organizations) to enhance territory knowledge to generate sales

• Directly manage key senior stakeholders to drive the best possible formulary, protocol and pathway positioning

• Leverage customer focused approach and “go to market” model

• Make significant impact on HCP education increasing awareness, safety and availability of quality treatment for patients

Business planning and management

• Constantly monitor and update targeting which best reflects business needs

• Develop and maintain relationships with external stakeholders to understand customer needs, values, drivers and behaviours. Constantly give feedback to commercial colleagues

• Regularly perform sales data analysis and provide suggestions to achieve  business objectives

• Anticipate changes and market trends that could impact organizational strategies and tactics. Look for opportunities and suggest possible ways to grow business

• Participate in Business performance meetings, make requested input in creation of strategic and operating plans

Collaboration

• Develop constructive internal relationships with Commercial, Supply, Access and Medical and Compliance departments to facilitate teamwork. Constantly give feedback to the appropriate Pfizer  department

Professional development

• Create annual individual development plan (IDP) that identifies strengths and skills development opportunities based on business and career goals. Execute IDP to enhance performance on the job or to develop self further to prepare for any future roles

Administrative Systems

• Ensure territory and administrative  system are maintained  and updated  to ensure an accurate record of territory  is available  at all times

MAPP implementation (Compliance)

• Coordinate an administrative procedures in accordance with Pfizer policies

• Maintenance of all relevant and required MAPP (Compliance) documents and conditions

Safety reporting and Product Quality

• Safety reporting of spontaneous adverse events for Pfizer products  - to report  adverse events for Pfizer product within 24 hours to responsible colleagues as per YRR (your reporting responsibilities training)

• Product Quality Complaints (PQC) for Pfizer products – to report PQC for Pfizer product within 24 hours to PQCM

Key Performance Indicators (KPIs)

• Quarterly/ Annual Sales Targets

• Profitability

• Market share and growth

• Responsivness to market dynamics

• Built community of KOLs / Assigned Customers

Knowledge, skills, background, abilities                       

• University degree in Science, Health Sciences or Business

• 2 to 5 years of sales experience (healthcare, pharmaceutical or related field is an advantage)

• Excellent selling skills

• Excellent verbal and written skills. Trilingualism (local language and English & Russian) is preferable

• Customer Focus

• Impact and Influence

• Networking

• Planning and Prioritizing

*other duties than those specified in this job description may be required at times

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.