Area Business Manager, Associate Hospital Sales

Why Pfizer 

All over the world, Pfizer colleagues have the opportunity to grow and develop a career that offers both individual and company success; be part of an ownership culture that values diversity and where all colleagues are energized and engaged; and have the ability to impact the health and lives of millions of people. Pfizer, a global leader in the biopharmaceutical industry, continuously seeks top talent inspired by our purpose to innovate and bring therapies to patients that significantly improve their lives. 

Role Summary 

The GH&B AHS Area Business Manager (ABM) reports to the US Hospital Sales and Health System Lead and works with U.S. customer-facing and Pfizer GH&B teams across the organization. This role requires on-site leadership at the designated Pfizer Inc facility in Tampa, Florida. 

The ABM is responsible for delivering sales and customer experience objectives for an assigned group of Pfizer customers through outbound and inbound virtual engagements, in partnership with GH&B U.S. Sales Leadership. 

The ABM partners seamlessly with GH&B Sales and Customer Facing leadership to deliver an optimal customer experience, advance colleague capabilities and performance through directing and leading the Associate Hospital Sales team and collaborate with U.S. GH&B cross-functional teams and sales leadership to achieve sales and engagement metrics. The role effectively plans and operationalizes strategies to achieve assigned business and customer experience objectives, working with Management Teams, Channel Partners, and other cross-functional partners. 

• The supervision, development, and leadership of 7-16 GH&B AHS Health & Science Representatives (HSRs) at the Pfizer Tampa Office. 

• Sales performance of the assigned business portfolio of products 

• Development of superior virtual excellence capabilities across the team 

• Business knowledge of the area landscape to assess key stakeholders and future marketplace trends 

• Review of priority accounts within the medical community while managing 7-16 sales representatives 

• Oversight of assigned virtual-area operations, including hiring, coaching, colleague development, and performance management 

• Frequent and regular in-person coaching and observation of HSRs at the designated GH&B AHS Center, with frequent customer contact 

• Development of strong, effective partnerships with portfolio, marketing, training, and cross-functional colleagues across Pfizer Business Units 

• Compliant execution by team members, including understanding relevant policies and guidance and advancing a culture of integrity 

Key Responsibilities 

The Area Business Manager is accountable for the following areas: 

BU Area Ownership and Alignment 

• Develop and implement strategic plans for the assigned virtual area, with overall responsibility for budgets, in alignment with the expectations of the U.S. Hospital Sales and Health Systems Lead and Customer Facing Business Lead. 

• Proactively analyze data to identify market trends. 

• Collaborate to identify and motivate key account development opportunities that impact regional or national business. 

• Build relationships with customers, including key stakeholders, including members of Regional Management Teams, Channel Partners, and other cross-functional partners. Use content appropriately for engagement. 

• Effectively plan and conduct plan-of-action and other meetings with U.S. GH&B Sales Lead and Regional Business Teams, Channel Partners, and other cross-functional partners. 

• Collaborate effectively within integrated account teams and champion cross-functional collaboration to deliver on customer needs. 

• Lead cross-functional partnerships. For example, partner with an in-field counterpart to coordinate a program for an office or healthcare professional that addresses defined needs in a compliant manner. 

• Maintain enhanced product and portfolio, GPO agreements, customer contracts, and market knowledge to respond accurately to questions from customers and representatives regarding products, policies, and business-related issues. 

Team Leadership 

• Ensure that the actions of self and team are fully compliant and demonstrate a complete understanding of relevant compliance laws, policies, and processes. 

• Implement and uphold required standards with operational, compliance, and customer experience colleagues. 

• Ensure appropriate integration with customer-facing field sales teams for the ABM and HSRs, including the appropriate Area Business Managers and Region Business Directors. 

• Apply situational leadership skills and multiple interactive coaching methods, including virtual ride-alongs, chat-based coaching while shadowing, and face-to-face coaching, to build representative skills and competencies. 

• Build a strong team culture, colleague engagement, and morale. 

• Promote a feedback culture and continuous improvement mindset to assess the quality of the customer experience through virtual pulse surveys, team barometers, and customer feedback. 

• Set team goals and hold team members accountable for consistent adherence in areas such as time management, technical knowledge, communication, compliance, and use of technology. 

• Maintain visibility into individual call planning for direct reports to determine strategic deployment of processes and human resources. 

• Proactively promote knowledge transfer through peer collaboration across Business Units. 

Virtual Excellence, Customer Experience, and GH&B AHS Leadership 

• Work with the U.S. Hospital Sales and Health System Lead, Regional Business Directors, Customer Facing Business Lead and peers to continuously improve performance and execution of promotional skills, product knowledge, and capabilities needed by individuals and teams. 

• Use metrics to continuously monitor and improve the customer experience provided by team representatives, while sharing best practices and learnings with other GH&B Sales leaders. 

• Build a diverse, capable pipeline of talent for future Health & Science Sales roles within the Pfizer GH&B and the Pfizer Enterprise. 

• Expertly operate digital and virtual tools and platforms and train the team to master available digital and virtual content. 

• Demonstrate high level of emotional awareness (EQ), advanced virtual communication skills, including empathy, listening, and probing questions. 

• Model a systematic approach to virtual engagement, including a clear agenda, next steps, and follow-up. 

• Demonstrate virtual, site-based collaboration skills that seamlessly connect with other GH&B customer-facing colleagues and use digital tools, including a digital triage application. 

• Leverage insights and time-management opportunities from available analytics tools, including the Fit-for-Role Profile. 

Basic Qualifications 

• Bachelor's degree required. 

• 6 or more years of experience required; fewer years may be considered with an advanced degree. 

• At least 3 to 5 years in a position demonstrating leadership across peer and customer groups. 

• At least 2 years of experience in a business or professional setting using computers, software, or applications for day-to-day business processes. 

• Strong organizational and analytical skills, including the ability to analyze sales data and call-reporting information and draw appropriate conclusions. 

• Ability to travel as needed to develop internal and external relationships. 

• Demonstrated breadth of leadership experiences and capabilities, including the ability to influence and collaborate with peers, develop and coach others, guide colleagues toward meaningful outcomes, and create business impact. 

• Demonstrated analytical skills, including generating system reports, using real-time monitoring data, and making recommendations based on available data. 

• Ability to maintain a 40-hour workweek with flexible hours ranging from 7:00 a.m. to 7:00 p.m. 

• Ability to report full time to the Pfizer GH&B office in Tampa, Florida. 

Preferred Qualifications 

• MBA or relevant graduate degree preferred. 

• Previous pharmaceutical, biotechnology, or medical marketing or sales experience preferred. 

• Demonstrated experience or knowledge and understanding of the buy-and-bill space. 

• Prior experience coaching direct reports on contract and pricing promotion in the buy-and-bill space preferred. 

• Experience working with key thought leaders or high-influence customers in large group practices, hospitals, or managed care organizations preferred. 

• At least 2 years of prior virtual-selling experience strongly preferred. 

• Prior management experience, including developing, coaching, and managing for performance. 

• Prior experience with contracting permissions and guidelines. 

• Demonstrated experience facilitating meetings or small-group events. 

• Experience using real-time reporting and monitoring solutions.