Strategic Account Manager

The Govt Strategic Account Manager is responsible for budget achievements by maximizing business opportunities in the Govt/Reimbursement accounts for biopharma products. The role holder is responsible for managing his/her Teritory Govt/Reimbursement accounts and is involved in management of overall commercial performance of the institutional business and developing key relationships. He / she is responsible for working with sales team and cross-functional Pfizer stakeholders to ensure appropriate level of support for an account, including identification and development of additional revenue opportunities.
Position Responsibilities:
1. Strategic/ Policy
• Develop the strategic plan for institutional sales in the Govt/Reimbursement accounts for the territory by taking a short, mid and long term view of the business
• Analyze and understand the impact of macroeconomic factors and industry trends on the institutional sales business and create account plans accordingly to optimize sales opportunities
• Study the sales analytics for the entire territory for institutional sales to help draw out trends that impact future business plans and provide inputs to the key accounts manager for driving growth
• Achieve agreed overall business objectives for each of the assigned accounts
• Scoping for opportunities in the assigned govt accounts, Shaping therapy, recommendations, formulary inclusion, tender announcement.
• Maximizing business opportunities by introducing innovative assets / SKUs in existing accounts or winning back lost accounts/SKUs, also work on established portfolios
• He/she shall also work projects with states, NHM & CARE accounts on different therapy area
• Identify opportunities for upcoming innovative assets and prepare a plan for early access in GSAM accounts
2. Operational / Process
Account Management:
• Stay updated about changes in terms and conditions, criteria for selection of products, information on prices, etc. by liaising with formulary heads, KOLs, hospital Administrators and helping account-wise purchase
• Work with the team and other stakeholders towards getting Pfizer products included into the preferred list of products for the accounts managed
• Independently also manage a set of prioritized (designated) accounts to achieve agreed business objectives
• Monitor progress of accounts managed and evolve action plans as appropriate (monitor account contacts, plan execution, profit, value, volume growth, and market share)• Ensuring that business is conducted in line with Company's policies, ethical practices, Vision, Mission and Core
• Coordinate with tender manager to Submit Tenders and Rate Enquires of all assigned govt accounts ( CARE/ State Govt. / PSUs/AGI)
• Attend Technical/Financial Bid Meetings
• Attend Price Negotiation Committee Meetings
• Executing Rate Contract with the help of RBM
• Process Purchase Orders and supplies, stamping. Acceptance
• Arranging POs from Accounts/ ISPs, stamped stocks and coordinating with CFA for dispatches and correct shipping documents,
Customer engagement:
• Know the decision making and influencing network (within and those impacting the accounts) for the accounts identified within the territory
• Develop / maintain effective relationships with national, regional or local bodies / government officials
and any other key stakeholders and decision making authorities within prioritized accounts
• Leverage opportunities for synergy and collaboration (with relevant internal and external stakeholders) to
adequately meet the customer needs and achieve the business goals for Pfizer
• Develop relationships with Key Opinion Leaders who would have a strong influence in institutions in the region
Cross Functional Interactions:
• Coordinate with cross functional teams to deploy offerings and value propositions created for the Govt/Reimbursement accounts
• Coordinate with the sales teams to ensure that the account plans are adhered to and the sales opportunities are maximized across the total product portfolio offered by Pfizer for the accounts managed
• Update key stakeholders routinely on the status of the accounts managed and align them with any modifications in the account plans
• Provide key account / customer insights to the marketing and strategy teams to help them co-create the marketing / strategic plan for the Govt/Reimbursement accounts
• Ensure communication of account information, competitor information, and value proposition (insights) to commercial team
• Work with business team and distribution team to ensure availability of products as per the account plans
• Handle account receivables and payment realization in direct accounts
• Managing and developing relationships with Key Stakes holders (Procurement, Administration of CARE& States and NHM,
• Managing Business Service Providers ( Appointments /Agreements/Service Fees payments)
• Participate in Audits
• Coordination with Sales team for demand creation, with medical, market access, state squads, public affair for engagement.
• Maintain information on key accounts (organograms, KYC)
• Registering Pfizer entities with various Govt accounts.
• Communication with assigned accounts on behalf of pfizer in coordination with RBM, Legal & business.
3. People
• Demonstrate and promote Pfizer global values in all interactions.
• Demonstrate leadership behaviors
4. Financial
• Ensure achievement of sales budgets from the Govt/Reimbursement accounts in the territory
Align budgets and resources based on the account opportunities & business potential to optimize return on investment
• Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.
5. Technology
• Use technology solutions for enabling better information availability.
Resources Managed:
Financial Accountability
• Ensures all products budgets and Business plans are met.
• Regulates the acceptance and execution of orders within the authorized limits and sees that the customer dues are collected in accordance with credit terms and outstanding are kept to the bare minimum.
• Skills / Knowledge / Qualification / Experience:
• 10+ years of pharmaceutical experience (sales, marketing, operation, account management etc.) preferred
• Key Account Management in Govt/Reimbursement accounts /or Sales Leadership experience preferred
• BA/BSc degree required. MBA preferred.
• Commercial Acumen & Customer Management: Demonstrate knowledge of the healthcare market, ability to develop and manage relationships with institutional customers, demonstrate account management & negotiation skills and understand how to prioritize resources and develop business plans.
• Account Management: Understand, influence and adapt to changing local healthcare, key customer and stakeholder needs. Assess the portfolio of accounts and prioritize limited resources in order to create 'wins' for the account and for Pfizer.
• Strategic Thinking: Align account needs with Pfizer goals, understand the healthcare and local market trends and accordingly develop appropriate account plans.
• Collaboration & Cross-Functional Team Work: Build and maintain strong trusting relationships.
• Learning agility: Demonstrate ability to manage ambiguity and perform at a high level in unfamiliar situations
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
Sales