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Alternate Site Account Executive - Pfize
Category: Other
  • Your pay will be discussed at your interview

Job code: lhw-e0-88396003

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  Job posted:   Tue Apr 17, 2018
  Distance to work:   ? miles
  1 Views, 0 Applications  
Alternate Site Account Executive - Pfize
ROLE SUMMARYThe Alternate Site Major Account Management team is responsible for an estimated $350 Million in sales and will be a critical component to the growth of the business unit. With the execution of Project Pan (IVIG partnership to sell into Alternate Site channel), there's the potential to grow the base between 50-100%. There are currently 5 individuals responsible for Alternate Site Major Accounts and with increasing consolidation and complexity in how these accounts conduct manage patients, this individual will be required to effectively work in a dynamic business environment.The primary function is to develop, maintain and grow strategic customer relationships, develop and execute customer contracts & business plans and ultimately maximize sales and margin growth within assigned Alternate Site Major Accounts. Product focus will be Pfizer Injectable portfolio utilized by assigned accounts with the potential to leverage relationships with other critical Pfizer molecules used by this customer base. This individual will be responsible for base sales between $50-$150 million and driving growth of up to $30+ million in incremental sales.ROLE RESPONSIBILITIESCustomer Relationship Management: Developing, maintaining and enhancing strategic customer relationships across the entire accounts' organization including but not limited to C-Suite level procurement/finance, clinical, operations and other critical stakeholders. Other Customer Relationship Management responsibilities includeEnsure that accounts have a positive experience when dealing with PfizerEffectively navigate through complex organizations to grown contacts within accounts to gain influence among key decision makers; establish and leverage relationships to expand access to product offeringEffectively articulate value proposition statements conveying economic, clinical and other key differentiators and quickly asses the success of messaging, revising strategy & tactics if/when requiredServe as the single point of authority (SPA) for issues, queries and complaints and follow through to ensure closure/resolutionBusiness Planning & Strategic Execution: Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives. Other responsibilities include:Understand assigned accounts business model; eek mutually beneficial economic solutions to increase Pfizer value propositionDevelop and adapt focused and customized strategies for the each assigned customers (and their members for GPO's); ensure alignment of plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditionsConduct quarterly (or as needed) business reviews with assigned accountsEffectively utilize and deploy resources (people, systems, information and products) to accomplish sales goals and support key customer objectives and business strategyContracting: Manage customer contracts by liaising with customers and internal contracting teamAnalyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and potential price increase opportunities and gain support for inclusion of products in the next contracting cycleObtain favorable contracting positions with all new product introductions; effectively present economic and clinical value when applicableInternal Relationship: Collaborate closely with Field Sales to ensure pricing & contract changes are communicated regularly; develop strategies to improve contract complianceBASIC QUALIFICATIONSBachelor's DegreeMinimum of 8 years healthcare successful sales experience with experience in managing accounts that have senior executives and multiple key stakeholders/decision makersMinimum of 3 years leading a sales team and/or managing large accounts requiring internal (Pfizer or equivalent) senior leadership/executive interactionStrong interpersonal and communications skillsStrong collaborator with the ab

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