Regional Healthcare Manager | RD | West and South

Job Description
Job Description – Regional Healthcare Manager
At Pfizer, we’re driven to discover the cure, driven to significantly improve the lives of everyone & everywhere. If you’re similarly driven, you’ll find there’s no better place than at Pfizer.
Our Purpose is to deliver Breakthroughs that change patients’ lives, and it is built on a very strong foundation of Pfizer values of courage, excellence, equity and joy. You can read more about our culture and values by going to the link below:
Culture and Values | Pfizer India Limited (pfizerltd.co.in)


Join us and you’ll partner with colleagues of diverse backgrounds and abilities, people who contribute to all aspects of what we do, from drug development to marketing, technology to sales, and so much more.

We’ve transformed growth and development at Pfizer to ensure that everyone can follow the path to their dream career, whether that’s climbing a traditional, vertical ladder or as we like to call it ‘zig-zagging’ their way to a new role. Growth at Pfizer isn’t linear, success isn’t limited, and advancement opportunities are abundant.

Purpose
A Regional Healthcare Manager leads a team of Sr. Health Care Executives (Sr. HCEs) to achieve and exceed the budgeted sales for the assigned geographical area. The role holder is also responsible for optimizing productivity through planned coverage of customers, resource deployment and meaningful and timely implementation of sales promotion initiatives for self and the team, in accordance with established sales & distribution policies and procedures.
Strategic/ Policy
Prepare the regional targets for each of the key products, plan monthly sales targets and schedule sales for each member of the team to optimize the potential and field force productivity for the assigned regions
Prepare and achieve the Sales Budget for the assigned regions
Conduct sales analytics for the assigned regions, drawing out trends and focus areas / stakeholders to impact the future business plans and drive business growth
Plan and develop suitable sales strategy for the assigned region/s. Take the inputs of the Sr. HCE to prepare the sales plan. Finalize district targets for each of the key products
Validate the sales forecast and the rolling sales plan as per the defined frequency
Manage salvage net to maintain it at an acceptable level
Coordinate the sales efforts of Sr. HCE in the region to ensure availability of products with the wholesalers and take prompt action to fill gaps, if any
Plan and organize sales promotion campaigns by selecting high potential medical practitioners
Guide and assist the Sr. HCE in implementing the sales strategy, selection of customers, profitable coverage of sale area and determining frequency of calls.
Guide and instruct Sr. HCE on compliance with promotional guidelines and adverse event reporting policies and procedures as related to expiry date products.
Lead the therapy shaping in the assigned regions with the Key Opinion Leaders and build a network for KOLs for the regions
Operational / Process
Stay updated on the competitor’s activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data, statistics and information from Sr. HCE in the field.
Make personal visits to customers to build effective relationships through face-to-face selling and promotion of sale.
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 periodic updates / reports to the Category Lead on sales achieved, market conditions, competitors’ activities, and the performance of team members.
Provide recommendations to the Category Lead on sales strategy, operations and methods of reducing costs
Support Strategic Accounts team for the regions by developing and managing relationships with key institutions in the district. Follow up with relevant stakeholders on institutional tenders and assist the NAM (Network Account Managers) for the inclusion of new products in the list
Build relationships with and manage Key Opinion Leaders (KOLs) and key customers
Implement product promotion campaigns for new and existing products for the district
Provide inputs to the marketing team for articulation of the marketing strategy
Coordinate with the CFA (carrying and Forwarding agents) and internal distribution teams to ensure product availability in the district; and for timely resolution of issues including ordering and dispatches
Supervise planning and organizing of Continuing Medical Education (CME) programs with help from HODs, Consultants and administration department of hospitals
People
Responsible for the recruitment and appointment of Sr. HCEs in the region in coordination with the Field Hire Team
Maximize productivity of the team through efficient decision making and delegation of authority
Set out targets and objectives jointly with each team member
Appraise performance on the achievement of targets against predefined objectives and recommend career progression decisions
Ensure subordinate development through performance monitoring, periodical counseling, guiding and coaching
Accompany the team for calls with medical practitioners, retailers or hospitals to help build their self-confidence and sharpen their skills
Responsible for having Growth Conversations and creation of Growth paths for the reportees at the beginning of every year and conduct of periodic reviews on the progress made. Provide them with the requisite assistance to enable their development as per the plan
Assist the Field Training Manager in identification of training needs for the field force in the region
Ensure imparting of product and selling skills training for team members in line with their training needs
Coach and mentor new regional managers
Provide guidance to the team with respect to company procedures, policies and guidelines
Act as the custodian of all compliance related matters for the district and ensure compliance for the assigned regions
Demonstrate and promote global values in all interactions
Demonstrate leadership behaviors
Financial
Ensure achievement of Sales budgets for the assigned geographical area
Regulate the acceptance and execute orders within the authorised limit
Ensure that customer dues are collected in accordance with credit terms & outstanding are kept to the bare minimum
Ensure proper utilization of product samples, detailing aids and other promotional material.
Ensure budget control and adherence for the area
Ensure proper accounting and reporting of expenses
Manage the operating expense for the regions
Technology
Use technology solutions for enabling better information availability.
Use technology developments for effective field operations and training
Qualification
Degree in Sciences / Pharmacy or Graduation with relevant experience is desirable.
Diploma/ Degree in sales/marketing is advantageous.
Experience of 12-16 years in specialty therapy sales in Pfizer preferred.
Key Attributes:
Understanding of markets and geography
Experience / Understanding of Govt Tendering and rate contracting
Preference of candidates with RD Portfolio or specialty experience
Team Leadership
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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