Pfizer Hiring for Network Account Manager, HBU Job at Dubai Full Time

ROLE SUMMARY

The Network Account Manager (NAM) is responsible for developing long-term, mutually beneficial relationships with specific key accounts in order to represent Pfizer in these accounts and meet our strategic goals while optimizing value for both organizations.

• Develop and implement strategic account plans in order to represent Pfizer in key accounts on a broad therapeutic portfolio basis (or BU specific) and enable the flexibility of customizing plans based on account specific needs.

• Lead the development of an ‘Account Management’ mindset within the organization to drive early and continuous access of Pfizer’s innovative medications in identified key accounts.

• The BU Focused NAM is responsible for demand generation based on an understanding of how the assigned Pfizer portfolio can meet the needs of the account, and the ability to service and connect account level customers to meet agreed business objectives.

ROLE RESPONSIBILITIES

• Identify customers including those that influence network and decision making.

• Connect and communicate multiple insights from various stakeholders to develop an account plan of action.

• Disseminate information via multi- and omnichannel communication in the customer target group via the customer preferred channel(s).

• Ensure customer support by engaging with customers through both in-person and virtual interactions.

• Problem-solve complex account or institution challenges related to billing and product procurement with stakeholders.

• Analyze current contracts, identify opportunities, build innovative contracts with the relevant stakeholders and execute contracts with customers.

• Respond to customer requests by connecting with cross functional team experts to provide responses and input.

• Arrange meetings to support communication and education related to assigned disease areas.

• Bring customers together to progress areas of mutual interest related to our therapy areas (e.g.: to establish and optimize cross-sectoral and cross-specialty referral structures).

Customer Management & Partnerships:

• Ensure the development of a customer focused organization – ‘Put the customer at the center of what we do.’ Proactively anticipate and deliver on customer needs in close coordination with all internal stakeholders (marketing, medical, enablers etc.)

• Represent customer needs in building Pfizer strategy and investments across all customer groups.

• Establish, maintain, and leverage quality relationships with current and emerging customers. Recommend and build partnerships in areas that will help Pfizer obtain greater market access.

• Work with the manager to propose and enact Partnership Plans, which need to be updated at a minimum of twice annually.

• Be the face of Pfizer for all customer requests & complaints and manage with internal Pfizer stakeholders as appropriate.

• Acquire and enhance Pfizer access and visibility to policy making in allocated accounts.

• Have a complete understanding of Decision-Making Process and Decision-Making People:

  • Maintain up-to-date details and map of formal decision makers and decision-making process for each allocated account and update the information and map quarterly.

  • Partner with Pfizer stakeholders to leverage Pfizer activities and investment

• Be completely informed and educated on the account framework, priorities, challenges, policies and procedural changes of each relevant institution.

• Report and coordinate Pfizer response accordingly to sustainably position Pfizer portfolio access over the long-term.

Operation Excellence / Business Coordination Objectives:

• Build, track annual strategic objectives and report progress quarterly for allocated customers and accounts – such as key accounts, managed care, insurance firm etc.

• Build, track annual sales objectives and report progress quarterly for allocated customers and accounts such as key account, managed care etc.

• Build strategic account plans for key accounts, share executive summaries and track progress of both account and Pfizer strategies and tactical plans on a quarterly basis.

• Build account profitability model to support BU leads on account-based investment decisions.

• Coordinate the different sales activities and programs inside certain accounts among the different team members.

• Support the development and implementation of customer management tools e.g. targeting, key account management

• Ensure that customer focus is built into BU / country organization learning and development programs.

• Serve as a champion of the customer focused organization and a resource to encourage Customer Centric Services (CCS) through learning and development and informal coaching.

Marketing Responsibilities:

• Develop customized and local marketing campaigns in order to partner with government as per their annual agenda, to support vaccination adherence.

• Drive the development and renewal of marketing materials and digital communication tools per therapy area along with GCMA deployment.

• Track performance of omni-channel marketing communication tools and provide insights for the marketing team to shape a relevant market strategy.

• Provide local insights on the macro/microenvironment to support brand plans and strategy for the vaccine therapy area.

• Monitor HCP customer experience across different vaccine brands and guide CBL, Category Managers, and Category Leads to develop communication actions that leverage HCP immersion and engagement with Pfizer messages.

• Support the marketing team in tactical sequencing plans as per local market insights.

QUALIFICATIONS

• Bachelor’s degree in Pharmacy or Medicine. Business Management degree is an advantage.

• Minimum 1 to 2 years of Account Management experience in the Market.

• Total of 5 years of Sales/Commercial experience within the region or local market, in the Healthcare/Pharmaceutical Industry

• Knowledge of local laws and regulations related to Pharmaceutical industry is an advantage

• Good business acumen & understanding of key marketing principles.

• Computer literate: Excel spreadsheets, PowerPoint, Word

• Bachelor’s degree.

• Proficient in written and spoken English, Arabic is an advantage.

Technical Skills Requirements

• Pfizer Manager Competencies.

• Commits to “One Pfizer” and our Bold move organization imperatives.

• Demonstrable capabilities to manage or work withing a matrix organization.

• Strong interpersonal skills with in-depth understanding of customer management – motivation, needs and building partnerships.

• Demonstrated team player/dedicated to supporting a team culture that values, recognizes and generates high performance, supports innovation and challenges the status quo.

• Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear, and logical communication.

• Thorough understanding of how to develop and use customer insights proactively.

• Commercially astute with strong business acumen with ability to identify and capture sales opportunities.

• Comfortable with risk taking and risk management.

• Ability to make strategic decisions and propose innovative solutions.

• Strong Problem solving and Stakeholder management skills.

• Strong Negotiation skills – internal and external – ability to exercise informal influence.

• Change agile and resilient with a growth mindset paradigm.

• Strong collaborator within and outside the Gulf Cluster.

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

Sales

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