Gastroenterology Area Business Manager - Northeast

Pfizer Inc; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Pfizer in the United States seeks a Field-based Account Business Manager (ABM) to supervise a district of 6–10 representatives, drive sales performance, and develop business insights across the field. The role emphasizes leadership, compliance, and strategic collaboration with marketing and channel colleagues.

Responsibilities include hiring, coaching (live and virtual), performance management, and planning with district leadership to align with corporate objectives while utilizing digital tools

Responsibilities

• Supervise operations of the District, hire, coach, manage performance, and assign 6-10 representatives.
• Develop and implement strategic plans for the District and budget at District level.
• Plan and monitor performance to reach District and RBU potential.
• Contribute to marketing plans, measure implementation, assess marketing activities.
• Analyze data to identify market trends.
• Build relationships with customers (including KOLs) and key stakeholders.
• Collaborate with Marketing on key strategies during the Op Plan process.
• Ensure compliance and integrity across the team.
• Coach reps on connecting cross-functional colleagues and using digital tools.
• Lead cross-functional partnerships and patient services as needed.

Job description

ROLE SUMMARY

This role will report into the RBD and will work with customer-facing and HQ teams across the organization. The ABM will be responsible for the supervision and leadership of 6-10 representatives 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 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.

ROLE RESPONSIBILITIES

• Responsible for supervising operations of the District to include hiring, live coaching, virtual coaching, representative development, performance management, and the assignment of key "priority" accounts within the medical community, managing 6-10 representatives.
• Develops and implements strategic plans for the District, business plan, and overall responsibility for budgets at District level in alignment with RBD expectations.
• Plans, organizes, and monitors performance to achieve the business potential of the District and the RBU
• Ensuring 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
• Proactive data analysis to identify market trends
• Collaborates, identifies, & motivation key account development and opportunities that impact regional/national business
• Build relationships with customers (including KOLs) and key stakeholders (including members of the District 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 District Management Teams, Channel Partners, and other cross-functional partners
• Collaborate effectively in an integrated account team
• Collaborates, identifies, and 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 virtual communication skills (e.g., empathy, listening, asking probing questions)
• Keeps systematic approach to virtual engagement (e.g., clear agenda, next steps/follow ups)
• Maintains growth and entrepreneurial mindset to work through new working model (e.g., proactively identify areas of improvement with new hybrid rep responsibilities)
• Retains flexible time management in hybrid environment (e.g., time allocation of F2F v. virtual engagements to meet business objectives to maximize HCP engagement across large(r) geographies)
• Works with all members of District 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 in a hybrid environment
• Maintains visibility into planning of individual sales rep
• 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 District Standards with sales colleagues
• Applies situational leadership skills (e.g., knowing when to intervene in virtual environment, aligning coaching to colleague's developmental level on hybrid 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 v