Lead I|amp|I

Job Description for Inflammation and Immunology Lead :
The I&I Lead manages the marketing and sales operations of the Inflammation and Immunology category for all its products namely Betrecep, Enbrel, Staquis, Cibinqo, Etrasimod, Ritlecitinib. The roles core responsibility is to shape the therapy in Derma, since it is the first launch in India in this space and get the Sales Team trained and aligned to the concept selling for very high science products to a very close knot community of HCPs where building key relationships and influencing will play a major role in the success of these launches.
The incumbent will also identify business opportunities, grow revenue and achieve budgeted sales for India market. The role holder is responsible for managing a team of 3 Country Brand Managers, 4 Regional Healthcare Managers and 35 Healthcare Executives across India who will manage all the I&I Products including the new launches in Derma, Rheuma and Gastro. This leader will need to drive differentiation based on high science with the competition products, building and leveraging the synergy within the product portfolio, building relationships with KOLs & optimizing productivity by maintain rigor on the planned coverage. The role is also responsible to build & cascade the compliance culture.
Strategic/ Policy
Plan and agree on annual budgets for the I&I Portfolio.
Recommend change in the sales and demand forecast depending upon the emerging secondary sales trends
Plan and develop suitable sales and marketing strategy in consultation with the leadership team to increase demand trends and engage KOLs
Manage and develop business relations with key stake holders including regulators, trade associations across India
Monitor secondary sales and closing inventory trends. Optimize the potential and productivity of distributors and field force
Analyze the Secondary Sales, customer engagement activities and provide feedback to field force and recommend actions
Have an oversight on timely renewal of mandatory certificates / contracts in co-ordination with the regulatory and legal team Conduct manpower planning in consultation with the category lead
Conduct sales analytics to identify areas / stakeholders to be focused upon for driving business growth
Work closely with the business lead, market access & pricing team for the pricing proposals with a business case to compete competition and retain / enhance volume market share
Explore opportunities for building synergy and cross-sell of product group
Operational / Process
Lay down a process and ensure compliance to process for coordinating with the distributors and arrange for monthly Pos
Organize collection of market intelligence through systematic collection and analysis of data, statistics and information from the field and use the same to recommend and/or redesign sales strategy to meet competition
Coordinate and supervise with admn. support to follow up the GSC to ensure registered products’ availability as per POs
Coordinate and supervise with the admin. support to follow up with the ALC to get invoicing done per Pos
Establish processes of gathering, interpreting, and using market information as well as customer insights to create valuable programs and value offerings
Stay updated on the competitors’ activities through personal visits to medical practitioners, wholesalers, and retailers and through systematic collection and analysis of data, statistics and information
Make regular personal visits to key customers / opinion leaders to build up effective relationships and assess the effectiveness of promotional strategy / promotional campaigns. Make suitable recommendations to various teams as deemed fit
Work closely with the team for scanning the market for potential new avenues of revenue generation, developing market entry strategy for previously untapped geographies based on market intelligence
Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage and sales administration
Provide an input in portfolio management on life cycle strategies and guide the development of pre and launch plan
Maintain contacts with eminent medical practitioners and opinion makers, wholesalers, hospital authorities, concerned government officers to promote goodwill and Pfizer’s image
Support institutional sales by developing and managing relationships with key institutions
Work with Govt KAM in relevant tenders & necessary inputs
Supervise implementation of product promotion campaigns for registered products
Provide inputs to the marketing team for articulation of the marketing strategy
Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs, Consultants and hospital admin department
People
Demonstrate and promote Pfizer values in all interactions
Demonstrate leadership behaviors Identify training needs for the field force in the markets, ensure the field force undergoes training in line with the identified needs as well as relevant product and selling skills training programs
Provide strategic guidance to CBMs to develop both short term and long term and execute the marketing plan including brand vision, objectives, product positioning, strategies, tactical plan, KPI to achieve annual budgeted sales and profitability of product group
Provide guidance to the team with respect to company procedures, policies and guidelines Guide, coach and motivate the team through interaction, field visits, feedback to develop a high performing team and build talent for the future.
Work with CBMs to integrate key customer channel approach (e.g., retail, hospitals, governments, etc.) and build brand synergy to increase customer value
Financial
Ensure payments from all the distributors are received/reconciled timely Responsible for promotional budget management as per laid policies and seek approvals in the beginning of the year
Regulate the acceptance and execute orders within the authorised limit Ensure proper utilisation of product samples, detailing aids and other promotional material Ensure timely checking and approval of debit notes of the distributors
Ensure proper accounting and reporting of expenses
Oversee the pricing strategy to ensure optimal pricing of products so that the top-line & bottom-line objectives of the brand group are met.
Market analysis and assess revenue potential for product portfolio
Technology
Work along with the Digital Specialist in drawing out market insights in incorporate in sales strategy
Use IT tools and integrated software for Business and MIS
Identify technology solutions for enabling better information availability
Continuously evaluate technology developments for evaluating and adopting innovations in training
Demonstrate marketing innovation in non-traditional promotion and work closely with digital marketing lead to drive and implement the digital marketing practice
Compliance and Policy Adherence
Ensure that distributors / stockists and their teams’ MAPP, FCPA,YRR and other applicable policies training, including the refresher trainings are completed on time
Ensure all agreements, DDQs, Annual Certifications etc. are renewed timely
Act as the custodian of all compliance related matters
Ensure that business is conducted in line with Company’s policies, ethical practices, Vision, Mission and Core Values.
Key Attributes for I&I Lead:
Strong strategic thinking and Marketing experience
Experience with the I&I Portfolio (Preferably Derma) or Super Specialty
Change Agility and entrepreneurial mindset
Ability to Work with Cross Cultural Global teams
Launch Excellence
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
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