1+ months

Contract Sales Management (CSM) Category Lead

New York, NY 10007
  • Jobs Rated

The NA Contract Sales Management (CSM) Category Lead is a key position within Global Commercial Operations NA. This position will be responsible for defining the flexible resourcing strategy for the organization, working closely with the Pfizer Business unit leads (Sales and Marketing) and their designees to drive evaluation, adoption, and implementation of flexible contracted resource programs across all Commercial Business Units in US and Canada. Responsible for defining all end to end execution requirements across multiple stakeholders: Commercial, vendor management, procurement, Digital, legal and compliance. The CSM category lead is accountable for over $40M in spend , no fewer than ~10 distinct programs at a time, working with 5 preferred partners and managing ~200 contractors. This position will also serve as part of the NA Service Delivery (SD) LT, working closely with other SD function leads to identify opportunities to advance operational capabilities across silos.


+ Ensure efficient/ compliant processes are in place to effectively steward the $40 million of spend facilitated via this category

+ Responsible for designing and evolving the CSM end to end engagement model. This includes defining roles and responsibilities for stakeholders (internal GCO and external) and defining SLAs that can be tracked against benchmarks

+ Create scaleable compliance framework, ensuring adherence to Pfizer Compliance minimum standards for all programs

+ Partner closely with Commercial leaders and the GCO NA Account Managers to identify opportunities to proactively leverage flexible resources to address promotional gaps, extend promotional reach and enable disciplined experimentation.

+ Lead Re-Branding efforts of CSM category with business unit leaders as a "Fit to purpose" solution to commercial challenges

+ Drive strategy discussions with commercial program owners, to ensure their CSOs are enabled with the most impactful tools and content to effectively impact their markets

+ Partner with BU program owners to ensure Key Performance Indicators (KPIs) are identified that drive intended business results and are captured in Service Excellence Agreements (SEA)

+ Own the relationship with all CSO Partners. This includes directing negotiations with procurement, ensuring preferred supplier agreements align with category capabilities strategy and holding vendors accountable to performance metrics.

+ Lead operating plan development and execution for CSM category. Define operating budget for ongoing management and identify areas for potential investment

+ Evaluate external innovations and market trends to make informed adjustments to operations and strategic plans to maximize category value proposition

+ Partner closely with Regional Legal, Brand attorney's and Compliance Leads to ensure adherence to Pfizer governing policies and regulatory requirements at all times.

+ Create repository of SEA, SOW, and SOP templates to drive efficient onboarding, ensuring program deployment quality standards are met consistently

+ Lead efforts to evolve CSM work flow as captured within the Service Management Tool, supporting Global Service Delivery

+ Identify regional business opportunities using data and/or customer insights to ensure no opportunity is missed, to link a BU promotional gap with a CSO capability.This will include ongoing rigorous business analysis and measurement with the goal of identifying actionable opportunities that would benefit from CSO support, & alignment with GCO AMs.

+ Matrix Team management capabilities across several functions internally and externally.Ability to create effective culture that emulates equity and joy to drive results.


+ 12 + years of experience in pharmaceutical, biotech, or medical marketing/sales organizations

+ 4 + years' experience working in contract management

+ 10+ years' experience working across matrix organizations

+ MBA or advanced degree preferred; BA/BS degree required

+ Experience developing Enterprise level contract strategy and directing negotiations with external stakeholders.

+ Experience within the Contract Sales Organizations/flexible resources strongly preferred.

+ At least 5+ years spent in a promoted sales, marketing or operations position with demonstrated leadership across peer and manager groups.

+ Demonstrated ability to effectively partner and advise Senior Commercial Leaders who have P&L responsibilities.

+ Ability to set clear expectations, hold others accountable (example higher level leaders) and define solution-oriented path under tight deadlines

+ Very strong communication and collaborative skills

+ History of developing strategies, developing work instruction, and workflows that deliver tactical results.

+ Ability to listen and ask relevant and probing questions and use analysis to support effective decision-making.

+ Ability to manage stakeholders at all levels of the commercial organization

+ Documented experiences leading crucial conversations and building credibility.


+ Understanding of the impact of evolving customer and market landscapes on the role of field forces and the changes required to remain competitive

+ Ability to develop and motivate others in a matrix environment, to lead through change, and to deliver on Pfizer business imperatives.

+ Project management skills

+ Vendor management skills

+ Process consultancy

+ Financial management skills and business acumen

+ Account Management mindset (example customer obsession)

+ Strong relationship building skills

+ Ability to make quick decisions with limited or partial information

+ High degree of bandwidth and operational capacity to manage multiple moving parts at same time

+ Strong leadership skills modeling consistent leader behaviors as role model

**Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact.**

Last Date to Apply for Job: May 15th, 2020

Additional Location Information: New York, NY, Collegeville, PA, US-Remote


**Sunshine Act**

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider's name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

**EEO & Employment Eligibility**

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer.



Jobs Rated Reports for Sales Manager

Posted: 2020-05-01 Expires: 2020-07-05

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Contract Sales Management (CSM) Category Lead

New York, NY 10007

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