ACCOUNT MANAGER
Location: West Scotland
Therapy Area: Cardiovascular & Smoking Cessation
Role Description
The role of the Local Account Manager is to directly manage the Local health economy and influence local policy enabling access to Internal Medicine portfolio.
- Develop a Local account plan to deliver sales growth in line with the Regional/National Operating plan
- To understand the decision making process impacting the use of Pfizer medicines across the Local health Economy, to directly manage the key senior stakeholders in these decision making units including both primary and secondary care to drive the best possible formulary, protocol and pathway positioning for Internal Medicine products.
- To lead the Local Health Economy team to ensure the appropriate mix of skills and channels are used to drive effective decisions and business outcomes.
- To be an active member of the regional team and to lead and support projects across the region.
- Liaise across Pfizer with other key field colleagues to represent One Pfizer to the customer
KEY ACCOUNTABILITIES
Strategy development:
- Recommendations to Regional/National leads for customer implementation from a local health economy perspective;
- Provide insights on national NHS topics to Regional/National Leads
- Create localised value propositions based on local insight for use across all field based roles
Account Management:
- Responsible for developing the Local Health Economy Plan with strategic objectives and priorities, gaining inputs from the wider LHE Team consistent with Regional Operating Plan
- Effectively manage the LHE teams budget
- Identify commercial opportunities with the LHE team based on local feedback and knowledge
- Resource usage and review mechanisms agreed with Local leadership team
- Customer insights in relation to products/therapy communicated to Regional leads
- Key customers, decision-makers and influencing network identified within and impacting on PCOs/local health economy
- Local health economy contact plan devised and implemented to glean information on and influence local NHS-linked organisations
- Effective relationships developed with key opinion-formers and stakeholders in PCOs/local health economy, in order to optimise the local access environment
- Business development opportunities implemented within PCOs/local health economy, using LHE resource as appropriate
ADMINISTRATIVE SYSTEMS
- Ensure territory and administrative systems/processes are maintained and updated to ensure an accurate record of territory and customers is available at all times.
- Record all interactions and initiatives in the appropriate Pfizer electronic customer management system
- Full adherence to all Pfizer minimum standards, SOPs and compliance procedures
PERFORMANCE MEASURES
- Strategic objectives for LHEP is consistent with regional Operating Plan
- PCOs/local health economy deliverables include product objectives
- Regional leads always fully informed on NHS issues relevant to PCOs/local health economy
- Performance measurement processes managed in therapy areas and PCOs/ local health economy
- Effective liaison with people manager on local health agenda and resource planning in therapy areas for that local health economy
- Performance monitored and reported on monthly against plan targets and budgets and product objectives
- Contact plan implemented; contacts established with all relevant local health organisations & professional groups
- Identification and management of key customer networks across the LHE(s)
- Effective deployment of supporting roles (eg CEC, field medical support) to maximise CMRI portfolio within the LHE
- Sales budgets and expenditure targets met
- Business development projects delivered as agreed
- Fully informed LHE teams of LHE environmental, customer and access insights, tailored to support local selling
- Effective deployment of payer and policy maker activity
- Evidence of mobilisation of KOL/payer peer to peer endorsement of CMRI medicines
Business Skills required:
- Industry knowledge
- NHS knowledge
- Commercial awareness
- Performance monitoring
- Account Planning/Project management
- Development and delivery of Value Propositions and Messages
- Leadership without authority
- Strategic Thinking
Business Experience:
- Account management expertise
- Effective track record of cross-functional working
- Leadership of teams and budget management
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