Institutional Key Account Manager / Gestionnaire – Clients institutionnels, Global Hospital & Biosimilar - Manitoba / SK

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Institutional Key Account Manager (IKAM) – Pfizer Canada Global Hospital & Biosimilar (GH&B)

Own Global Hospital & Biosimilar territory strategy to drive access and deliver portfolio growth through strategic stakeholder engagement.

Role Purpose

Responsible for driving the sales growth and access within hospital and institutional accounts by influencing treatment decisions, formularies and protocols. The incumbent is accountable for achieving or surpassing sales results aligned with the marketing strategies within their defined territory and respective region. This will be done by delivering value to providers through effective account management ensuring optimal patient care and management, as well as maximizing sales opportunities.

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.

To build advocacy in speakers and local key opinion leaders.

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 (Senior Strategic Healthcare Partners (SSHP), Pharmacy Key Account Managers (PKAM) where applicable, Medical, Access, PSP, Marketing and others) to build and execute an integrated business plan that supports the strategy and objectives of the Global Hospital & Biosimilar business

To contribute to the positioning of promoted products on hospital formulary listings and treatment protocols.

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. Monitor progress within key accounts and implement action plans as appropriate.

Operate with a Digital First multichannel mindset, demonstrating high capability and deployment of digital technology and channels, to further enhance customer experience, maximise colleague efficiency and ensure optimal patient access to our medicines

Identifies and reports adverse events and product complaints as per Corporate procedure, including Your Reporting Responsibilities (YRR) training.

The ideal candidate must demonstrate high proficiency in the following competencies:

Territory and Hospital Navigation - This is the ability of the IKAM to effectively manage a portfolio of specialized pharmaceutical products and conduct proper account planning according to commercial needs; quickly become familiar with the various clinical pathways established by hospitals to treat patients using our medications; consistently develop an accessible, broad, and deep network of contacts; identify key decision-makers, enablers, and potential advocates for our promoted products; and quickly become familiar with each hospital’s unique ecosystem.