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About the Role

The Global Hospital & Biosimilars (GH&B) Area Business Manager will lead a team of sales professionals to achieve sales and financial goals for Pfizer’s Sterile Injectables and Biosimilars portfolio in the assigned market. This role ensures the execution of strategic sales plans, manages key customer accounts, and oversees a multistate geography primarily including New York, Northern New Jersey, Massachusetts, Connecticut, Rhode Island, Maine, Vermont, and New Hampshire. The manager will lead performance via a cross-functional matrix of stakeholders for key accounts and Hospital Integrated Delivery Networks/Systems (IDNs) and Alternate Site facilities. This role directly influences the success of the US Pfizer GH&B organization by overseeing the hiring, training, development, and execution of their sales representative team.

Responsibilities

Manages a district team of 8 Colleagues to maximize performance and help achieve/exceed sales and budget targets by screening, interviewing, and hiring the best qualified candidates.
Delivers ongoing coaching and timely feedback to manage performance and develop team members.
Conducts performance assessments and competency/behavioral assessments to drive a high-performance culture.
Responsible for training and coaching Global Hospital & Biosimilars Sales Representatives to develop skills in key aspects of their sales job.
Coaches and guides Sales Representatives through the hospital formulary acceptance process, communicating contract terms and conditions to appropriate customers and managing key relationships.
Leads through complexity by applying strategic problem-solving, influencing across a cross-functional matrix, and rapidly adapting priorities and solutions to changing market dynamics and business needs.
Effectively monitors District and Sales Representative performance by setting targets and expectations, holding self and others accountable for results and taking timely and appropriate action to address opportunities for improvement.
Assists in driving results of team through the analysis of the district sales funnel and identification of upcoming key account opportunities.
Ensures actions of self and team are fully compliant with all relevant compliance laws, policies, and processes.
Oversees training and overall compliance with business and regulatory requirements.
Ensures the team delivers relevant, targeted messaging using approved materials to educate providers on branded and unbranded product value propositions.
Reviews and coaches to territory and account call routing schedules and business plans that prioritize face-to-face customer interactions, supplemented by virtual engagement as appropriate.
Ensures disciplined call execution, including clear objectives, defined next steps, and thorough documentation aligned to key performance indicators.
Assesses effective use of all sales tools, reports, and resources, ensuring team is maximizing these tools to drive results within the district.
Coaches the team to adopt and effectively leverage current and emerging digital tools, platforms, and analytics for customer engagement, pre-call planning, and next-best-action insights.
Develops and implements the District business plan, manages the District budget, and has overall responsibility for sales performance at the District level in alignment with expectations.
Provides feedback to district teams on the marketing, allocating, monitoring, and leveraging of internal and external resources.
Oversees the effective utilization of Pfizer resources to accomplish sales goals and strategies.
Demonstrates a strong understanding of customer business, financial needs, and strategy; oversees the development of business plans for the geography and implements national sales strategies and programs.
Hosts/facilitates district business reviews to ensure plans and strategies are having impact.
Tracks the progress of marketing messages and programs.
Ensures the successful execution of sales strategies with specific and actionable feedback on approach, professionalism, and compliance.
Conducts district sales meetings to ensure alignment with corporate and district strategy.
Works with various internal Pfizer HQ teams providing feedback and working collaboratively to provide acceptable solutions to support the field.
Ensures all representatives establish and continually manage sales activities to build trust-based relationships with all Buying Influences.
Establishes and maintains effective communication with all members of the District, Region, National Account, and Leadership Teams and effectively executes plan of action with regard to large group practices (IDNs).
Oversees the effective management of product trials, contract conversions, and new product launches across the Sterile Injectables and Biosimilars portfolio.
Ability to manage a large geography with travel.

Requirements

Bachelor’s degree is required with a concentration in sciences, business or related field preferred.
6 years of previous pharmaceutical, biotech, or medical marketing/sales experience with at least 3-5 years spent in a position with demonstrated leadership across Peer and Customer Groups.
Ability to develop and motivate others, lead through change, and deliver on Pfizer business imperatives is necessary to be successful in this role.
Strong organizational and analytical skills and ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications required.
Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact.
Direct people management experience or 2 years in a field leadership role preferred.
Prefer at least 3 years hospital sales experience and a deep understanding of moving hospital customers through the sales process.
Prefer minimum 3 years of Injectables and Biosimilars market experience including ready to use drug delivery innovation preferred.
Experience working with key thought leaders or high influence customers in large group practices, hospitals, or IDN (integrated delivery networks).
Purchase options include (1) hospital buying process (wholesaler or GPO) or Hospital contracting perspective.
Understanding of the process for driving Contract compliance with hospital and account buyers, Directors of Pharmacy, Procurement and materials management.
Managed care knowledge – understand the policy for the product and how it can be obtained based on the managed care policy and approval.
Understanding the terms & conditions of a contract for a given customer.
High degree of change agility expertise, building, leading teams and modeling culture.
Demonstrated leadership in product launches.
Deep understanding of hospital account management and ability to articulate contracting terms and conditions.
Knowledge of sales force excellence best practices.
Experience in other facets of commercial organizations is a plus including marketing, finance or contracting.
Candidates must be authorized to be employed in the U.S. by any employer.
U.S. work visa sponsorship is not available for this role now or in the future.
This position requires permanent work authorization in the United States.

Skills

Sales
Leadership
Strategic thinking
Tactical execution
Business planning
Sales strategy
Market analysis
Customer relationship management
Cross-functional collaboration
Performance management
Coaching
Training
Problem-solving
Adaptability
Budget management
Data analysis
Digital tools utilization
Product launches
Contract management
Managed care knowledge
Change agility

Location

New York
Northern New Jersey
Massachusetts
Connecticut
Rhode Island
Maine
Vermont
New Hampshire

Work Type

Full-time
Hybrid

Experience Level

6 years of previous pharmaceutical, biotech, or medical marketing/sales experience
3-5 years in a leadership position
Direct people management experience preferred
2 years in a field leadership role preferred
3 years hospital sales experience preferred
3 years of Injectables and Biosimilars market experience preferred

Education Level

Bachelor's degree in sciences, business or related field
MBA or advanced degree in a related field preferred

Salary/Compensations

$139,000 - $280,400

Benefits

Sales Incentive bonus
401(k) plan with Pfizer Matching Contributions
Additional Pfizer Retirement Savings Contribution
Paid vacation, holiday and personal days
Paid caregiver/parental and medical leave
Health benefits to include medical, prescription drug, dental and vision coverage

About the Company

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations.
Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status.
Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA.
Pfizer is an E-Verify employer.
Pfizer endeavors to make www.pfizer.com/careers accessible to all users.

Equal Opportunity

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status.
Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA.
Pfizer is an E-Verify employer.
This position requires permanent work authorization in the United States.