Hospital Business Unit Sterile Injectables Senior Health & Science Sales Specialist

Hospital Business Unit Sterile Injectables Senior Health & Science Sales Specialist

Requirements

• A bachelor’s degree with 3+ years relevant experience OR an associate’s degree with 8+ years of experience; OR a high school diploma (or equivalent) with 10+ years of relevant experience.
• Relevant experience includes, but not limited to, professional sales or healthcare professional experience or business-related experience such as sales, customer service, marketing, finance or HR.
• Have a history of hospital sales or sales success, strong territory management skills, outstanding communications skills, as well as demonstrated teamwork, leadership ability and accountability.
• Valid US driver’s license and a driving record in compliance with company standards.

Responsibilities

• Ability to effectively identify and implement the most efficient virtual/in-person engagement strategies by customer to maximize overall effectiveness and impact with focus on face-to-face interactions as permissible.
• Effectively builds rapport and relationships with customers in face-to-face environments; maintains a methodical approach toward call objectives (e.g., clear next steps and appropriate documentation, managing to KPIs); utilizes current digital tools effectively (e.g., Veeva, Teams, Microsoft Office, Pre-call planning tools, Digital Sales Presentations).
• Compliantly engages key customers within Pfizer compliance guidelines to grow business and drive product demand. Proactively provides education that, in colleague’s judgment, best meet customer and patients’ needs.
• Develops and delivers relevant, targeted messaging utilizing approved materials to drive product demand, closing sales by asking the customer to purchase Pfizer products and leveraging account priorities to drive positive business outcomes.
• Leverages product and contract knowledge to appropriately educate providers on unbranded and branded product value proposition for relevant customer segments.
• Effectively collaborates with key external stakeholders and has ability to engage with customers in multiple formats (e.g., virtual and in-person) and apply a total hospital concept approach to territory.
• Responsible for strategic deployment of approved Pfizer resources to support customer needs (e.g., demo units, in-services, contract discussions); works effectively across multiple virtual engagement platforms based on customer preferences/compliance guidelines; able to integrate guidance from management and other support functions (Marketing, Strategy, Account Management) into pre-call planning; proactive planning and optimizing varied call environments in multiple locations; able to effectively plan day-to-day work, based on personal and customer schedules; collaborate effectively with other Customer-Facing (CF) colleagues (Key Account Directors), Trade, Customer Service, Accounts Payable and Associate Hospital Sales (Inside Sales) team members.
• Appropriately support patients’ access to Pfizer products by providing relevant information to customers on availability, contract status, wholesaler stocking pricing and other key product details.
• Present terms of sale of product or existing contract terms where appropriate and with approved language.
• Collaborates effectively and compliantly with cross-functional colleagues, including Trade, Customer Service, Accounts Payable, Contracting, Medical and Key Account Management, to address customer inquiries and advance Pfizer objectives.
• Effectively use calendaring tools, leadership goals, portfolio priorities, territory goals and personal insights to address customer priorities calls effectively.

Preferred Qualifications

• 3-5 years sales experience and strong understanding of the hospital/alternate site and generic injectables space.
• Ability to summarize large amounts of data quickly to effectively pre-call plan agendas for customer engagements.
• Strong knowledge of hospital sales dynamics, including GPO contracts and hospital procurement.
• Deep knowledge of applicable customers and hospital institutions, GPOs, Trade.
• Strategic account management, transactional selling, sales and territory management skills. Develop comprehensive territory/account/customer plans to drive achievement of desired objectives.
• Build and maintain key relationships throughout customer base throughout the customer base.
• Strategically overcome obstacles to compliantly gain access to difficult to reach customers.
• Cultivate relationships with customers, build lasting relationships with top priority customers.
• Assess needs of target customers; Address needs with a responsive approach, targeted skills, and appropriate resources.
• Demonstrated track record of assessing account needs and bringing relevant information and resources to drive performance.
• Demonstrated track record of strong business acumen, problem solving, strategic thinking, data analytical skills and project management skills, as well as excellent planning and prioritization skills.
• Demonstrated ability to engage, influence and support customers throughout the marketing, promotional and sales process, excellent communication, and interpersonal and leadership skills.
• Demonstrated ability to quickly learn and embrace new ways of working in a rapidly changing environment.
• Possess the ability to work in a matrix environment and to leverage multiple resources to meet customer needs and deliver results.
• Demonstrated track record of strong leadership, cross functional leadership, collaboration, and effective utilization of available resources to drive performance.
• Strong organizational and analytical skills are also required and ability to analyze and draw appropriate conclusions using sales data/call reporting software/applications and able to adapt to Pfizer’s long-range technology adapting and learning to use new technology to deliver in bringing Pfizer information to market.
• Change agile and able to adapt quickly to workplace changes.
• Exceptional time management, and planning and organizing skills.