Institutional Key Account Manager (IKAM) – Pfizer Canada Global Hospital & Biosimilar (GH&B)
Status: Regular, full-time
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.
•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.
•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 medicines.
•Identify and report adverse events and product complaints as per Corporate procedure, including Your Reporting Responsibilities (YRR) training.
Core Competencies
•Territory and Hospital Navigation – Effectively manage a portfolio of specialized pharmaceutical products and conduct proper account planning according to commercial needs; quickly become familiar with the clinical pathways established by hospitals; develop an accessible, broad, and deep network of contacts; identify key decision-makers, enablers, and potential advocates; quickly become familiar with each hospital's unique ecosystem.
•Commercial Agility – Good understanding of specialized pharmaceutical product manufacturing, the Canadian supply chain, and forces leading to product shortages; grasp the B2B business environment, understand the main financial drivers in hospitals and KPIs related to customer roles, and convert clinical features into commercial benefits; understand the rationale behind pricing structure and convey confidence when communicating hospital prices; negotiate agreements based on overall value while understanding the fundamentals of contractual language.
•Value Creation – Demonstrate a consultative mindset with customers; deliver overall value to key accounts while developing productive partnerships; conduct presentations in front of customers that are compliant to code of conduct and impactful; manage ongoing field projects with focus and within set timeframes; quickly become familiar with the overall operational dynamic of the provincial healthcare system.
•Clinical Agility – Basic knowledge of the therapeutic fields of promoted products along with their respective clinical profiles, including indications and dosage regimens; seek and entertain regular value-based interactions with customers; quickly become familiar with the competitive environment.
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 to enable the individual to collaborate effectively with colleagues and partners located elsewhere in Canada and internationally daily as part of their responsibilities.
Salary
The annual base salary for this position ranges from $107,925 to $179,875. The salary range provided applies to Canada only and does not apply to any other locations outside of Canada.
