The Biosimilars Sales District Managers will directly influence the success of the US Biosimilars launch by overseeing the hiring, training and execution of their sales representative team (referred to as Biosimilar Portfolio Managers) and then managing the success of their territory. This role will require both strategic thinking and tactical execution to ensure that the team meets its key objectives and commitments.
The individual will report to the National Sales Director, US Biosimilars and will be responsible for overseeing the creation of business plans and execution of overall sales strategy to ensure the adoption and overall success of Pfizer US Biosimilar products. The role is accountable for overseeing the preparation of the market in general and the optimization of business opportunities in targeted hospital accounts and clinics as well as managing a team of Biosimilar Portfolio Managers in calling directly on all accounts and driving accountability through the team regarding metrics and overall achievement of plan. The US Biosimilars District Sales Manager will oversee the development and application of business processes that lead to achievement of sales goals and objectives. This role will also be the primary liaison to Major Accounts management teams within Pfizer Essential Health and other Pfizer sales teams regarding pull through strategies with key accounts as well as to effectively drive acceptance of promoted product(s) within a designated business area and geography.
ESSENTIAL JOB FUNCTIONS:
► Manage district team of 7-9 Biosimilar Portfolio Managers to maximize their performance and help achieve/exceed sales and budget targets by screening, interviewing, and hiring the best qualified candidates; deliver ongoing coaching and feedback to both manage performance and develop team members; conducting performance reviews and competency/behavioral assessments to drive high performance culture.
► Oversee the development of business plans for geography and implement national sales strategies and programs. Host / facilitate district business reviews to ensure plans and strategies are having impact. Track the progress of marketing messages and programs.
► The US Biosimilars District Sales Manager is responsible for coaching and guiding the BPMs through the hospital formulary acceptance process, communicating contract terms and conditions to appropriate customers and eventual pull-through activities while managing key relationships such as key opinion leaders and key leadership in hospitals and clinics within one’s territory.
► The US Biosimilars District Sales Manager will also be responsible for training and coaching BPMs to develop skills in key aspects of their sales job (ie. selling on value and other conceptual topics).
► Provide feedback to district teams on the marketing, allocating, monitoring, and leveraging of internal and external resources (e.g., discretionary spend).
► Conduct district sales meetings to ensure alignment with corporate and district strategy.
► Oversee training and overall compliance with business and regulatory requirements.
►Work with various internal Pfizer HQ teams (ie. Marketing, Market Access, Compliance, etc.) providing feedback and working collaboratively to provide acceptable solutions to support the field.
► Ability to manage a large territory with up to 50% travel.
EXPERIENCE & QUALIFICATIONS:
We seek a high performing individual who has:
► Bachelor’s Degree required; concentration in sciences, business or related field preferred.
► 5+ years demonstrated success and achievement of direct people management experience, with at least 3 years in a field management role.
► 5+ years hospital sales experience and a deep understanding of moving hospital customers through the sales process.
► 5+ years calling on oncology or rheumatology or gastroenterology.
► 3 – 5 years of buy & bill experience:
+ Clear understanding how the medication can be accessed and purchased for use
+ Purchase options include (1) hospital buying process (wholesaler or GPO) or (2) physician buys the product for the appropriate patient and bills the insurance once patient services have been completed.
+ Understand billing codes for product and services rendered
+ Managed care knowledge -understand the policy for the product and how it can be obtained based on the managed care policy and approval
+ Understand HUB services – Verification of benefits for patients coverage
+ Understand the terms & conditions of a contract for a given customer
► 3 – 5 years selling biologics.
► Infused Anti-TNF agents and/or Erythropoietin Stimulating Agents (ESA) market experience ideal.
► Demonstrate leadership in product launches (particularly biologic products).
► Deep understanding of hospital account management and ability to articulate contracting terms and conditions.
► Sales force excellence best practices.
► Experience in other facets of commercial organizations is a plus including marketing, finance or contracting.
The US Biosimilars District Sales Manager reports directly to the US Biosimilars Director of National Sales. He/She will be a peer to other District Managers who will manage a team of Biosimilar Portfolio Managers.
The selected candidate will be a leader with a “can do” attitude, high degree of professionalism and business acumen; ability to build relationships and credibility across the organization; works effectively with cross functional teams in a complex, matrix environment. Highly skilled in all forms of communication (i.e. oral, written, presentations) at team, peer, customer and executive levels by establishing clear and easy to follow line of thinking and rationale to others. The selected candidate will be collaborative, approachable, intuitive, relatable to employees, a relationship builder within a complete organization, trusted/trustworthy with a roll-up-your-sleeves get it done approach, self-starter, entrepreneurial mentality, passionate, energetic, detail oriented, organized, driven, accountable and process oriented driving business results. The individual will hold demonstrated ability to work in a large, complex, global environment and collaborate with a cross-functional team, customers and internal stakeholders to drive results. Above all, the individual will have unquestionable personal and business ethics.
This is an outstanding opportunity for someone who desires to be on the ground floor or an emerging market and, at the same time, continue to build skills in sales strategy within a highly regarded, global pharmaceutical health company. This position will provide professional growth by strengthening deep knowledge of biosimilars sales practices within a regulated environment and is an exceptional chance to have an impact on the long term growth of the organization. Compensation for this position will include a generous base salary and sales incentive compensation bonus program complemented by an outstanding set of fringe benefits which include competitive health, dental, vision and prescription drug benefits that are designed to provide quality care at an affordable cost, development programs, including tuition reimbursement, leadership development, life insurance, disability benefits, employee assistance program, an adoption benefit program, generous number of days paid time off to name a few.
**EEO & Employment Eligibility**
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 reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider’s name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.
**Additional Offer Details:**
+ **Last Date to Apply for Job: February 20, 2019**
+ Additional Location Information: PA remote
+ Eligible for Employee Referral Bonus
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.