ROLE SUMMARY
The Strategic Hospital Partner Lead (SHP Lead) will lead the SHP team working in close collaboration with the internal X-functional and external Distributor team (to provide support what Pharma Law allows) to take a holistic, long-term view of partnerships with the prioritized healthcare institutions and systems (hospitals, SoH, Local VSS...). The team will collaborate closely on initiatives that will meet the healthcare/patient's needs and enable the ongoing availability of Pfizer medicines. The expected roles and responsibilities of the role are as follows (though not exhaustive):
- Develop a good understanding through targeting and segmentation on the right accounts with which to focus Pfizer's efforts
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- Gather a full understanding of customer needs and insights through research and leveraging the expertise of members of the IAT for greater understanding.
- Identify opportunities for collaboration and alignment between Pfizer and the key accounts for an ongoing partnership.
- Take a medium to long term vision of the account partnership with Pfizer identifying different milestones in that development along the way.
- Maximize Patient access to the company's products in the assigned territories through access solutions and policy implementation
- Collaborate with X-functional teams to advocate/educate Account stakeholders to enhance the quality acknowledgment of Pfizer's products and diseases
- Deliver access goals including KAs objective but not limited to key account performance, facilitate business goals/patients access successfully
- Increase disease awareness and loyalty/adherence for each key account to enhance patient reach
- Centralize Pfizer activities to develop Account Plans and monitor all progress as a contact point between Pfizer and the Accounts.
ROLE RESPONSIBILITIES
In order of importance, indicate the primary responsibilities critical to the performance of the role. It is recommended not to list actual tasks but focus on 5-8 essential responsibilities that highlight accountability and level of judgment required.
Account Engagement and Management: lead the team to develop and implement as follows:
1. Manage stakeholders/accounts on the assigned territory/ channel or portfolio through Account Plan development:
- To collect customer insights, analyze and maximize the information.
- To understand the Key stakeholder influence network and create a map of the influence within the accounts.
- To build and execute value propositions with key accounts with respect to enhancing patient access/treatment outcomes.
- To monitor progress in key accounts and evolve action plans as appropriate to ensure Patient access (monitor account contacts, account action plan execution...)
- To discuss with key accounts patients' needs and provide information on the necessity and value of the innovator approach so as to ensure that business opportunities are maximized across the total product portfolio in order to increase patients' access to standard treatment.
- To be responsible for developing collaboration with the account and stakeholder
- To highlight to Key Accounts, the value of Pfizer products and to propose to MoH all Patient access solution where appropriate.
2. To closely monitor health policy development as well as changes and challenges within the industry and the impact it may have to the business. This may also include the impact of the publication of health policy, impact on prescription behaviors, new medical guidelines, especially in Tender policy, Price Negotiation policy progresses... and communicate/update to BU team frequently to ensure the team is briefed and updated as quickly as possible for action.
3. To engage key accounts/stakeholders to support Medical/MKT/Access strategy and others where appropriate on the programs and access solutions at the key account level (PAP, reimbursement, AMS...)
Leadership
1. Demonstrate successful team leadership:
- Applies a mastery of business acumen, including understanding of the key accounts businesses, industry, economic trends, issues and competition including educating colleagues across Pfizer on insights gained.
- Leads development of Strategic Account Plans that align Pfizer core capabilities to key account strategic imperatives.
- Coordinates with cross functional teams to deploy Pfizer plan implementation and/or value propositions with customers.
- Lead monthly strategy and account plan meeting across the portfolio and provide feedback and next steps.
- Provides key customer specific insights to the Marketing and Strategy Teams that can be utilized in creating new market specific materials.
- Can take a short/mid/long-term view of Pfizer's business with key accounts, aligning across Pfizer Business Units when appropriate.
- Demonstrates highest level of teamwork and professionalism.
- Provide Pfizer support to Distributor team as the Law allows.
- Be aware of and complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to high standards of business conduct.
2. Self leadership:
- X-functional collaboration to develop Account plan and implementation.
- Champions the support to Distributor team on therapeutic area and diseases-product training, materials, policy and business meeting....
- GM-2 leadership responsibility, especially in leading in X-functional projects.
- Develop Team as talent team
QUALIFICATIONS
Indicate qualifications that are job related, consistent with business necessity and necessary for the performance of an essential function of this role including: education/licenses/certifications, relevant experience (where legally permissible), technical and/or other job-related skills.
QUALIFICATIONS
Education
- Bachelor's Degree in Pharmaceutical or Medical area.
Certification
- Knowledge of the evolving healthcare environment, health policy
Work Experience
- Minimum 5 years of experience in high level of field force management including hiring, directing, and managing field force activities.(Senior RSM or National CFC)
- Marketing experience if preferred
Competencies
- Business analysis and reporting skills.
- Strong negotiation and influencing skills with both internal and external customers.
- Customer knowledge and networking.
- Problem-solving skills.
- Strong business acumen
- Ability to generate actionable market, customer, & competitor insights
- Demonstrated ability to build valuable customer relationships.
- Demonstrated ability to effectively execute business plans.
- Demonstrated ability to leverage cross-functional partnerships that are aligned with business goals.
Skills
- Cross-functional collaborative experience.
- Good communication in written and spoken English. Computer literate including manipulating Excel spreadsheets, PowerPoint, and Word.
- Leadership skill: able to lead, coach, and motivate the cross-functional team to achieve the company objectives.
- Advanced negotiation
- Good collaboration/relation
ORGANIZATIONAL RELATIONSHIPS
Provide the primary groups or key role(s) that this role will have interaction with as a regular part of the role responsibilities. Include any external interactions as appropriate.
Internal: Work collaboration with MKT/CFC/Medical/Access and of course Legal/Compliance/PhEX/Finance/Communication..
External: Hospital Board of Director, including other Head of Departments; Local Vietnam Social Security, Service of Health at City/Provincial level
RESOURCES MANAGED
Financial Accountability
Indicate the Average Budget or Revenue accountability, as applicable.
Around 50M USD/year
Supervision
- Manage 5 - 6 headcounts
- Indirect manage Phyto KAM (work on filed to align objectives and scientific activities)
People Manager, report to Market Access Director
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Mkt & Sales/Commercial Bus
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