Job Description

Job Description
The key focus of the Territory Manager (TM) is to increase the level of Pfizer Vaccines product sales within assigned portfolio and geography with a blend of live and virtual customer interactions. This is accomplished through regular on-going contact with providers and by building solid working relationships with providers that ensure continuing access that enables the use of effective direct selling techniques. The TM is responsible for selling vaccines product directly to providers in addition to promotional activity.

Responsibilities:
The following represents key responsibilities to achieve this objective:
Accountable to meet or exceed product sales objectives for assigned portfolio of products.
Responsible for providing healthcare providers with all relevant information that promotes quality healthcare decisions.
Maintains an in-depth and sophisticated knowledge of specific healthcare issues, products and disease states that enables the TM to engage in meaningful dialogue, build credibility and add value when calling on providers.
Overcomes access challenges caused by the volume of competing pharmaceutical representatives
Maintains an expert product knowledge base including patient education, consumer education, and factors influencing the market environment. Understands and uses approved promotional materials to support marketing message.
Responsible for understanding the managed care market dynamics and medical coverage or formulary status of each promoted product and for communicating this information to physicians and staff.
Establishes and maintains objectives for geography in consultation with district management to assure proper portfolio balance and planned actions.
Creates effective call plans that include who to contact, how frequently to contact them, live vs virtual meetings and what products to focus on for each call.
Utilizes appropriate message segmentation for each healthcare provider, including decisions about which product(s) to discuss, frequency of calls, and which approved materials to use during the call. Prepares in advance of the call for a focused interaction with the provider using approved sales aids and samples.
Employs effective selling techniques, including pre-call planning, effective opening, presentation focus and productive questions, issue identification and effective close.
Demonstrates mastery and routine utilization of all virtual tools and resources
Successfully implements the call plan and resource strategies as developed with district management to meet or exceed goals.
Seeks out and utilizes customer and market data, and as necessary, adjusts sales strategies based on that data to maximize sales results; monitors progress and adjusts efforts and activities to exceed goals.
Analyzes sales trends, competition, and provider habits to maximize effectiveness of each call, and based on that information, tailors a unique sales approach for each call with the goal of becoming the best representative servicing that office.
Evaluates sales potential and access to existing customers for the purpose of adjusting, as necessary:
a) Call plan at determined time intervals
b) Resource offerings to existing customers
Decides what types of interactions (Live vs virtual) or educational opportunities will most effectively deliver information on the use of Pfizer Vaccines products.
Effectively executes product tactics to support marketing strategy which includes making judgments about the type and extent of home office support to offer to providers, such as marketing and education.
Continuously prospects for appropriate new customers; communicates opportunities, competitive activity, and business events to the District Business Manager and Regional Business Director or Sales/Marketing management as appropriate.
Continuously develops and maintains productive business relationships with customers in order to increase access and sales results.
Determines best access methods using whole office call approach.
Efficiently uses time with providers in order to present the most impactful product messages.
Customizes the delivery of product messages (e.g., anatomy, physiology, disease state, and treatment options) to align with customer needs and highlights only those features and benefits that are relevant to the customer and consistent with the Package Insert and Good Promotional Practice.
Completes all assignments from District Business Manager and Headquarters Sales Management in a timely and efficient manner (including the maintenance of accurate records on all accounts and activities within the territory).
Completes all call reporting and inventory recording responsibilities in accordance with current procedures and policies.
Sets aside needed study and certification time, during off-territory hours, required to learn medical, product and policy information, as well as to maintain company supplies, equipment, and records.
Prepares for, attends, and actively participates in all required sales conferences and training classes at local and/or remote locations.
Undertakes a program of performance and career development, whether through Pfizer or own initiative, and continually strives to improve knowledge, skills and capabilities.
Collaborates with all district/territory stakeholders across customer segment/channels as required
Supports these plans with appropriate literature and special programs, consistent with Company policies and procedures.
Creativity to accomplish sales goals is required.
Effective interpersonal, organizational, communication skills and the ability to advance and influence the acceptance of ideas required.
Ability to work independently and manage time effectively without close supervision required.
Working knowledge of sales operations including data/reports, call planning, and sales tactics preferred.

Basic Qualifications:
BA/BS Degree from an accredited institution
Ability to travel domestically and stay overnight as necessary
Valid US drivers license and a driving record in compliance with company standards

Preferred Qualifications:
Documented success in a competitive selling environment
Experience with product launches
Ability to be change agile in ambiguous situations
Previous successful experience with live and virtual interactions with customers
1+ year(s) of either professional sales experience, work experience in the healthcare/scientific field, professional marketing experience (including internships) or military experience
Live within 50 miles of territory business center

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Additional Position Details

Last date to Apply: Jan 29, 2021

Eligible for Employee Referral Bonus: Yes

Eligible for Relocation Assistance: Yes

Additional Geographic Information:

Sunshine Act

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care providers name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

EEO & Employment Eligibility

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer.

Sales

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