1+ months

GCO Lead



*title reflected in Outlook and Pfizer Org Chart

APAC GCO Lead- Thailand/Vietnam




**CAREER TRACK LEVEL** **(Proposed):**

**CAREER TRACK (Proposed):**




Global Commercial Operations




Global Commercial Operations - APAC GCO Lead


In completion of the position description, provide definitions for all acronyms.


Summarize the primary purpose & key accountabilities of the position, including scope of responsibility in 5-7 concise sentences. (i.e. Global vs. Country/Region) It may be helpful to complete this section after you have finished the other sections of the document.

**The Global Commercial Operations (GCO) Thailand/Vietnam Cluster Lead (KAM for GCO function )** will lead the in-market GCO Organizations and the delivery of GCO services for Commercial Effectiveness, HCP/Patient Engagement on Meeting & Events, Training and Commercial Quality & Oversight to enable business to compliantly but effectively succeed in Thailand/Vietnam . The Lead will serve as a liaison and point of contact to relevant country and cluster BU leads for these two m arkets. On an on-going basis for his/her markets/cluster, the Lead must understand business strategy and context, anticipate future demands to feed into GCO strategy and direction, and obtain business requirements for services. In addition, the Lead must provide Thailand/Vietnam insight to the four global GCO functional C o E leaders (Training, Service Delivery, HCPs/Patients Engagement, CQO ). The lead will also be accountable for leading the planning and funding process for Thailand/Vietnam during the yearly Operating Plan cycle and reporting out actual performance versus budget throughout the year. The lead will be appropriately co-located with relevant BU leaders.


In order of importance, list the primary responsibilities critical to the performance of the position. It is recommended not to list actual tasks but focus on essential responsibilities that highlight accountability and level of judgment required.

**Thailand/Vietnam Country Lead Responsibilities:**

+ Ensure GCO services for Commercial Effectiveness, HCP/Patient Engagement Meetings & Events, Training, and Commercial Quality & Oversight are provided with quality accros s Thailand/Vietnam markets

+ Commercial Effectiveness: Manages Field-Force Effectiveness in areas such as Territory Re-alignment Quota Setting, Incentive Design, SFA, KPI & FF Performance Tracking and PforceRx Project Roll-out

+ HCP/Patient Engagement Meetings & Events: Manages Pfizer Meetings & Event policies, processes, vendor management with execution of key events aligned with the businesses

+ Training: Manages the development/delivery of Training Programs for Customer Facing Colleagues

+ Commercial Quality & Oversight: Manages the Customer Engagement Program, Client Interaction Tool compliance oversight

+ Service Delivery: Manages the Incentive Calculations, Service Demand Tracking, Central Report Development & Management and Sample Operations

+ Ensure integrated solutions are offered within Thailand/Vietnam , and across Thailand/Vietnam such that the business sees seamless GCO delivery of services

+ Evolve service delivery model as required across Thailand/Vietnam

+ Build, foster and sustain strong collaborative working relationships across GCO and Pfizer to ensure support of business goals

+ Provide a single point of contact to Commercial Leaders for Thailand/Vietnam as they think through strategy and implementation of their business needs

+ Proactively understand & influence strategic direction of BUs, where appropriate, based on specific knowledge, acting as a thought partner

+ Ensure GCO strategy for Thailand/Vietnam positively impacts the ability of the business to achieve their near-term and long-term operating plans

+ Drive the GCO Operating Plan process across Thailand/Vietnam by engaging appropriate colleagues in Pfizer

+ Leverage global resources and processes to design, develop and implement strategies that reduce cost and improve quality of GCO services to meet business needs

+ Anticipates changes in Thailand/Vietnam demands and ensure that GCO continues to deliver appropriate solutions for the business

+ Lead, mentor and develop Thailand/Vietnam GCO colleagues

+ Provide Thailand/Vietnam feedback to the Global CoEs to ensure solutions they develop are in line with the needs of the Thailand/Vietnam

+ Negotiate relevant funding for regional/global resources required by C o Es and mutually agreed and allocated to Thailand/Vietnam

+ Manage GCO Budget within Thailand/Vietnam on an ongoing basis

+ Work with APAC GCO Leadership Team to ensure, where appropriate, aligned customer strategies, plans and activities

+ Manage vendors at the cluster level as appropriate and include other parts of GCO as necessary

+ Represent the Thailand/Vietnam perspective on the APAC GCO Leadership Team

+ May have matrix reporting of some activities as required

+ May lead some Regional Initiatives as a member of the APAC GCO Leadership team focused in improving APAC GCO's capabilities, quality, process, People & Culture.


Provide the primary groups or key positions that this position will have interaction with as a regular part of the position responsibilities (i.e. key stakeholders). Include any external interactions as appropriate.

+ Interaction with Thailand/Vietnam BU Leaders, BU Cluster Leads, BU Country/Cluster Marketing Leads

+ SPOC for Country Leadership Teams - former CMFs (unless delegated)

+ Member of GCO APAC Leadership Team

+ May have interaction with enabling functions that support the Thailand/Vietnam or APAC Cluster overall



Indicate the typical number of Colleagues managed. Include direct & indirect reports, matrix responsibility and or additional resources (i.e. contingent workers), as applicable.

+ 12 Pfizer colleagues and additional contractors as direct reports

+ Members of APAC Cluster Leadership Team may have single point of contact for one of 3 GCO service areas or for enabling functions for the APAC Cluster

+ May have matrix responsibility(ies)/reporting structure(s) for select service area(s)


Indicate the formal education, certification or license required and/or preferred. Include the minimum number of years of relevant experience required for the position (where legally permissible).

+ BA Required; MBA or equivalent Master's level education preferred

+ Fluency in English

+ 10 years of relevant experience in an operational or sales organization required

+ 3-5 years of team leadership experience required

+ Experience managing budgets

+ Understanding of pharmaceutical marketing & sales processes including operating plan development preferred, especially processes for gathering business demand

+ Ability to work in a matrix environment

+ IT literacy

+ Significant understanding of field based technology

+ Proven understanding of field force deployment processes


Indicate the technical skills required and/or preferred, as applicable.

+ Excellent knowledge of MS Excel/MS Word/ MS PowerPoint required

+ MS Project preferred

+ Field based technology operational experience or knowledge

+ Excellent knowledge of Excel and database functionality (e.g., SQL)

+ MS Word/ MS PowerPoint required


Note the physical conditions in which work will be performed, if applicable to the position. Examples: Lifting, sitting, standing, walking, ability to travel, drive, unusual attendance requirements, weekend work or travel requirements, etc.


This position is office-based; however periodic travel might be required depending on business requirements. The incumbent will be required to work a normal working week as per local Country practices. It is expected that the incumbent will be willing to work outside of normal hours and/or on weekends in special circumstances to deliver on critical and/or urgent business deliverables.

**COMPETENCIES - This section is Optional to complete.**

List 3-5 competencies only, see **talent.pfizer.com** for references. Provide detail for each competency. Include skills and knowledge essential to perform the position.



Business Acumen & Decision-Making

+ Abilty to quickly pick up & understand market and business issues facing commercial leaders

+ Ability to critically analyze situations and understand their impact on businesses

+ Ability to devise solutions to meet business imperatives

+ Ability to be respected as a leader because of business knowledge & decision-making

+ Ability to know when to analyze and when to decide

Excellent Communication Skills

+ Enthusiastic, energetic & confident communication style

+ Ability to communicate clearly complex information and concepts across all levels of the organization to audiences of all levels of seniority

+ Ability to influence decisionmakers and own team through engaging communication style

+ Capacity to interact with all levels of Pfizer organization in a professional manner

Strategic, Creative & Analytical Thinker/Leader

+ Ability to breakdown issues and create actionable plans

+ Fresh, insightful thinking to develop creative approaches to processes and practices, services and solutions

+ Ability to manage risk and balance short term financial priorities and long term vision and come up with optimal solutions that consider both

+ Does not get paralyzed by analysis (can use 80/20 rule)

+ Can lead based on knowledge

Project Management with Attention to Detail

+ Ability to 'get into the weeds' as necessary to ensure delivery of services that meet business needs

+ Ability to multi-task and prioritize efforts for the good of clients

+ Ability to creatively re-deploy resources to meet tight timelines

+ Ability to know when to ask for assistance & not afraid to display managerial courage

+ Flexibility to get the job done

+ Can lead or execute as required by the project at hand

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


Posted: 2019-09-13 Expires: 2020-03-14

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