5 days old

Sr. Director, U.S. Pharmacy Vaccines Team National Lead

Pfizer
Collegeville, PA 19426
**ROLE SUMMARY**

The U.S. Pharmacy Vaccines Team Lead has national-level responsibility to lead a team of National Pharmacy Directors calling on large, national stakeholders and organized healthcare accounts such as Walgreens and CVS Health, and a Pharmacy Account Business Manager (PABM) team responsible for the management of the Pharmacy Account Specialists (PAS) calling on sub-headquarter level customers and stakeholders for the accounts listed above. The Team Lead reports to the U.S. Sales and Accounts Lead/VP and sits on the Sales and Accounts Leadership Team (SALT). The selected candidate will set national pharmacy strategy, coach and develop account directors, and optimize deployment across accounts and the nation. This position will also require direct engagement with customers on a prioritized/as needed basis. The role is highly dependent on advanced collaboration skills and, in addition to managing direct reports, will need to influence others (including but not limited to the Sales and Inside Sales teams) without direct authority to be successful.



+ Budgetary Impact: Approx. $250M+ in sales

+ Span of Control: Approximately 6 direct reports; full org size of 50+ colleagues

+ Travel: Up to 25% domestic travel



This role reports to U.S. Sales and Accounts Lead/VP



**ROLE RESPONSIBILITIES**

The U.S. Pharmacy Vaccines Team Lead will lead, coach and develop a national team calling on large, national pharmacy stakeholders.



+ Develop and gain endorsement of strategic plan for pharmacy channel deployment. This plan is dynamic and must be updated as the channels, and US Vaccines' approach to the channels, change over time.

+ Must understand business models for complex customers and understand the differences in how these customers interact with vaccines versus other Pfizer products and manage the interplay at customer level.

+ Understand and Influence the Customer Environment: Understand the market for long-term sustainability and develop a thorough understanding of the drivers of customer and market dynamics to prioritize, balance and focus resources to grow the business

+ Create and track metrics and key performance indicators in sales, marketing and telesales.

+ Responsible for generating and communicating customer insights to marketing teams

+ Develop, in partnership with CAI, forecast for new channels based on insights

+ Collaborate with Public Affairs to track legislation state-by-state, which impacts customer channels and change approach as needed, based on governing laws and regulations.

+ The Team Lead position is both internally and externally facing. Customer Meetings are critical for pushing accounts to engage at higher levels within their own organization. Must engage, understand and partner with prioritized/senior customers at a C-Suite level as well as vaccination business stakeholders to better understand customer needs and to create net revenue for Pfizer over a 1-3 year time horizon

+ Create and maintain annual customer business plans. Collaborate with marketing and PCA to strengthen these plans.

+ Collaborate with and hold team accountable for collaborating with Pharmacy Area Business Managers and Regional Business Directors to set priorities for teams that share pharmacy account responsibilities.

+ Follow all Pfizer Policies and all applicable laws and government regulations. The strength of these collaborations will dictate the level of success in the channel.

+ Embrace and lead the organization to advance our Core Values.

+ Lead formal cross-functional and peer collaboration across US Vaccines. Share lessons learned from successes and failures.

+ Create and use business cases to make informed decisions on differential resourcing

+ Improve the feedback to HQ of both brand and customer propositions ensuring a closed loop

+ Collaborate with multiple brand teams and hold the marketing teams accountable for driving demand in new channels.

+ Partner closely with US Trade to collaboratively to own the results for vaccines with our retail customers. Partnering appropriately is critical to the success with retail pharmacy.



**QUALIFICATIONS**



+ Demonstrated success in a senior commercial, marketing and/or sales role, including experience in sales/account management, marketing, strategy, operations and HQ functional roles.

+ Demonstrated success in a competitive setting.

+ Documented ability to lead innovation in building new business opportunities and organizational competencies/capabilities.

+ 10+ years pharmaceutical, Biotech or medical marketing/sales experience with at least 5+ years in a promoted position with demonstrated leadership experience.

+ Experience managing a team of diverse colleagues in multi-disciplinary positions.

+ Track record of developing colleagues and leaders.

+ Experience managing a function, marketing and/or sales, with a large budget

+ Demonstrates One Pfizer approach by operating above-brand or cross-function/BU on policy and strategic issues

+ Demonstrates Executive Presence necessary to conduct presentations to senior leadership

+ Demonstrates strong Business and Financial Acumen: Is able to identify significant new revenue opportunities; understands how to interpret performance data to prioritize resources and develop plans. Gathers and evaluates information making timely business decisions based on trade-offs

+ Strategic Thinking: Aligns Pfizer needs and Customer goals, understands healthcare industry and local market trends and accordingly develops appropriate plans for customers and influencers

+ Marketing Acumen: Understand and leverage demand drivers within customers and markets

+ Collaboration & Cross-Functional Teamwork: Builds and maintains strong relationships of trust; able to influence without authority to set joint goals and share lessons learned

+ Communication: Effective listening and communication skills - thinks and communicates with the audience's needs first

+ Change Management Leadership: Adapts positively to new challenges/ ambiguity, stays focused on performance and coaches others to react to change positively

+ Account Management: Able to understand, influence and adapt to changing local healthcare, key customers and stakeholder needs; astute networker who assesses the portfolio of accounts and prioritizes limited resources in order to create the largest net revenue generating impact for Pfizer

+ BA/BS Degree required. MBA or advanced degree in a related field preferred.

+ Preference given to candidates with experience in pharmacy channel

+ Preference given to candidates with vaccines experience



+ Pharmacy Vaccines Team members, including Pharmacy Account Business Managers and their teams

+ US Vaccines Sales RBDs, DBMs and their teams

+ Vaccines Brand Marketing teams

+ Partner closely with US Trade to collaboratively to own the results for vaccines with our retail customers. Partnering appropriately is critical to the success with retail pharmacy.

+ Leverage all local resources and people (Sales, Inside Sales, Accounts, Brand & Customer Marketing, PCA/Trade, Government/Public Affairs/Policy, etc.) to achieve business results through evaluation of the significant net revenue opportunities

+ Work collaboratively with Sales and Accounts to share lessons learned from successes and failures within and across regions to achieve scalability of solutions while avoiding duplication and redundancy of effort



**RESOURCES MANAGED**

**Financial Accountability**

Indicate the Average Budget or Revenue accountability, as applicable.



+ Responsibility for delivering ~$250M+ in vaccines sales



**Supervision**

Indicate the typical number of Colleagues managed; include direct & indirect reports and matrix responsibility. Note if direct reports are people managers or individual contributors. Indicate additional resources (i.e. contingent workers) managed, as applicable.



+ Responsible for managing ~6 direct reports



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.



**NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS**



+ Domestic travel estimated at 25%



**OTHER INFORMATION**



+ Last Date to apply: Nov 23, 2020

+ Eligible for Employee Referral program

+ Relocation assistance is available

+ Location: Remote position or Collegeville HQ



**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.



Sales

Categories

Posted: 2020-11-18 Expires: 2020-12-18

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Sr. Director, U.S. Pharmacy Vaccines Team National Lead

Pfizer
Collegeville, PA 19426

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