Founded in 1849, Pfizer is the world's premier biopharmaceutical company taking new approaches to better health. We discover, develop, manufacture and deliver quality, safe and effective prescription medicines to treat and help prevent disease for both people and animals. We also partner with healthcare providers, governments and local communities around the world to expand access to our medicines and to provide better quality health care and health system support. At Pfizer, colleagues in more than 90 countries work every day to help people stay happier and healthier longer and to reduce the human and economic burden of disease worldwide.
Post: Institutional District Manager- India
Job Description:
Purpose:
• Identify and develop institutional business
• Manage Key accounts
• Achieve Sales (both top and bottom line) objectives across various teams and business Units in line with established standard operating procedures on Institutional sales.
Required Profile:
• Education: Graduate / Post-Graduate, preferably in Management.
• Experience: Minimum 5-8 years in sales management. First Line Managerial (minimum 2 years) experience is preferred. Experience of managing large accounts/hospitals is desired.
Key Responsibilities:
Strategic/ Policy
- Identify and develop Institutional Business in tendering and contracting space for both government and private accounts
- Maintain relationship with Key accounts, Key Decisions makers and business/Institutional service providers
- Shape tendering and contracting environment to make it favorable to Pfizer
- Conduct business per established SOP
Operational
- Participate in all Pfizer specific tendering and contracting opportunities ( including electronic tenders)
- Explore new business opportunities in Government and private institutions.
- Update on the competitor’s activities through personal visits to key institutions and through systematic collection and analysis of data and statistics and information from PSOs in the field.
- Maintain healthy business relationship with Key decision makers viz. Head of Institutions, KOLs, Purchase Heads, Material Manager and Pharmacists and all others involved in decision-making for inducting/ buying a product in an institute.
- Maintain all trackers required as per established SOP.
- Generate and share MIS on sales achieved, market conditions, competitors’ activities and the performance with teams concerned.
- Make recommendations on pricing and discounting strategy.
- Co-ordinate with Sales Management teams of all the Divisions through regular communications & interactions towards achievement of common Institution objectives.
- Provide inputs to brand leads & Sales teams to develop strategies to grow Institutions sales.
- Maintain and update the Tender support documents( regulatory, quality and finance etc.) regularly.
- Ensure timely response and submission of tender enquiries & quotation/bid.
- Work on tender intelligence. Adopt proactive measures to overcome tender competition.
- Organize programs with help of enabling functions ( MRD, CAF, Regulatory, BUs) to strengthen networking and bonding with key accounts
People
- Understand and manage interdependencies among various teams and develop effective relationships.
- Demonstrate Pfizer Core Values in all interactions.
Financial
- Ensures all products budgets and Business plans are met without compromising on profitability.
- Timely recovery and reconciliation of payments
- Assessing and recommending credit days, discounts or commissions after due diligence
Technology
- Use technology solutions for enabling better information availability.
- Leveraging on GTCS tool
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Skills and Competencies required:
1. Demonstrates business acumen
2. Negotiation Skills
3. Strong interpersonal and networking skills
4. Effective communication skills
5. Acts decisively
6. Seizes accountability
7. Leads change
8. Self-awareness
9. Commits to “One Pfizer”
10. Market, Customer and Competitor Insight
11. Strategic and Operational Business Planning
12. Analytical Skills
Additional Information
Experience: 5-8 Years
Education: Graduate / Post-Graduate
Job ID: 1008265
Functional Area: Sales
Location: Chennai and Trivandrum
Last Date: 8th September, 2015
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