Description
As an Institutional Key Account Manager (IKAM) at Pfizer Canada, you will own the Global Hospital & Biosimilar territory strategy to drive access and deliver portfolio growth through strategic stakeholder engagement.
Role Purpose: You will be responsible for driving the sales growth and access within hospital and institutional accounts by influencing treatment decisions, formularies, and protocols. You will be accountable for achieving or surpassing sales results aligned with the marketing strategies within your defined territory and respective region.
Core Responsibilities:
- Develop and execute account business plans that address the business priorities of assigned territory within Pfizer GH&B.
- Establish and maintain long-term business relationships with key stakeholders, including chief pharmacists, healthcare professionals, physician group practices, decision-makers within health authorities, institutions, and purchasing groups.
- Has comprehensive knowledge of customer's objectives, strategies, & priorities, and applies knowledge to the business strategy and account planning to leverage key stakeholders leading to positive outcomes.
- Develops significant credibility and trust, and creates a compelling business case that leads to an agreed-upon opportunity that results in an executed plan of action.
- Coordinate and execute educational programs, attend conventions, and leverage Pfizer resources to benefit key customer segments.
- Manage designated accounts to achieve business objectives, identify key customers, and develop effective relationships to promote Pfizer GH&B products and services.
- Collaborate with cross-functional team members at the field and regional level to build and execute an integrated business plan that supports the strategy and objectives of the Global Hospital & Biosimilar business.
- Provide expertise on healthcare reform, healthcare systems, and health funding ecosystems to facilitate sound business decisions.
- Analyze account activities, create account plans, and deliver activities that optimize sales opportunities and resource allocation.
- Seek opportunities for synergy and partnership to achieve both Pfizer GH&B and customer goals.
- Consistently demonstrate first-class account selling and management.
- Operate with a Digital First multichannel mindset, demonstrating high capability and deployment of digital technology and channels.
- Identifies and reports adverse events and product complaints as per Corporate procedure.
The ideal candidate must demonstrate high proficiency in the following competencies:
- Territory and Hospital Navigation
- Commercial Agility
- Value Creation
- Clinical Agility
The ideal candidate possesses the following qualifications:
- University degree in business administration or science with a minimum of five years of pharmaceutical sales experience.
- Demonstrated record of success in customer-facing positions, preferably in a specialty environment.
- High level of business acumen, strategic business planning abilities, and proficiency in using computer software.
- Excellent communication, presentation, negotiation, and interpersonal skills.
- Established network of key stakeholders influencing territory business.
- Experience in product management, sales training, or sales administration is an asset.
- Ability to travel frequently and maintain a valid driving license.
- Bilingualism (French and English): An advanced level of English, both spoken and written, is required.
The annual base salary for this position ranges from $107,925 to $179,875.