Role Purpose
Promoting Pfizer medicines to key customers primarily across primary care and the community – implementation expert
The Medical sales Representative will:
• Demonstrate exceptional brand and disease area knowledge, together with strong customer, patient pathway and environmental insight across the primary care environment and its interdependencies.
• Demonstrate consistently outstanding selling skills in a 1:1 and group-selling environment, driving growth and delivering value to customers through customer focused brand solutions.
• Identify, develop & mobilise a network of true brand and disease area experts (Net Experts) within the primary care healthcare environment, in order to optimise appropriate use of our medicines.
• Make a strong contribution to the development & delivery of gold standard, aspirational local business / account plans.
Responsibilities
Brand, disease and environmental knowledge:
• Have an excellent in-depth knowledge associated with promoted brands
• Keep up with changes in the NHS and environment to ensure any opportunities or threats are identified and acted upon.
• Proactively contribute within the Local Health Economy (LHE) team to ensure there is regular mapping of key stakeholders and patient pathways in order to identify opportunities and potential risks.
• Excellence in planning & preparation for customer interactions to maximise outcomes.
• Explore customer drivers and needs in order to assess fit with Pfizer’s commercial objectives to identify opportunity for promotional collaborative programmes that meet shared goals.
• Manage the execution & implementation of promotional therapy area projects and collaborative brand programmes as agreed in the local business or account plan.
• Feedback to internal stakeholders of relevant competitor activity or local issues to ensure appropriate action can be taken.
• OWN personal development by proactively implementing / updating own personal development plan in order to develop self
Selling skills / driving growth:
• Appropriately promote medicines to designated customers in order to achieve local business plan objectives and sales targets.
• By targeting key large surgeries as ‘an account’, demonstrate effective prioritisation and use of resources to accelerate growth.
• Work with Local Account Mangers, Clinical Effectiveness Consultants, Hospital Sales Representatives and other colleagues in delivery of value propositions, tailored to local needs.
• Be responsible in achieving defined target customer coverage and frequency in line with APBI Code and Pfizer policy requirements
• Arrange customer meetings in line with relevant Pfizer policies and APBI Code requirements.
Brand and disease area Network of Experts (Net Experts):
• Develop & manage customer relationships, generating and leveraging customer insights.
• Facilitate the implementation of effective promotional programmes and solutions which meet a shared agenda and support better treatment for patients.
o Sell the clinical benefits and value of the portfolio to key health care professionals and gain product endorsement to generate sales.
o Ensure products are appropriately prescribed and positioned across the local treatment pathway
• Identify, develop and mobilise a network of brand and disease area net experts.
Business planning:
• Have a deep understanding of CCGs/HBs/LHBs/Trusts/STPs/Practice Groups local policies and initiatives. Identify challenges and opportunities, develop and implement LHE and individual action plans to achieve business objectives.
• Use relevant planning & delivery tools and datasets to support effective team planning and implementation
• Take a key role in territory team planning, monitoring and modification of the LHE plan and ensure this links to overall account plan.
• Ensure all Pfizer resources (e.g. functions, channels / digital) are used wherever appropriate.
• Be responsible for the excellence in implementation
Collaboration
• Liaise with territory team members to share information, motivate and support team members to ensure the LHE Plan is delivered.
• Regular and effective communication with all territory colleagues including those who work in other role types across Pfizer
• Excellence in cross-functional team and alliance working
Administration:
• Ensure territory and administrative systems/processes are maintained and updated to ensure accurate recording of territory and customers activities at all times.
• Record all interactions / initiatives in appropriate Pfizer customer management systems
• Capability to use digital technology provided by the organisation
• Confident with digital compliance requirements
• Fully adhere to the ABPI Code of Practice and all Pfizer standards, policies and compliance procedures
Qualifications / Experiences
• Strong networking skills
• Thoughtful risk-taking within the Pfizer and ABPI Code framework
• In-depth promoted product and therapeutic area knowledge.
• Planning and selling skills (to customers and accounts) Delivery and evaluation of projects (project management experience would be an advantage)
• Experienced at working with cross functional teams to deliver shared goals.
• Basic understanding of core digital metrics used by organisation
• Awareness and integration of digital channels to meet our customer needs
• Fully conversant with the APBI Code of Practice (must have passed the ABPI exam within 2 years of joining the industry)
• Driving license
Senior Measurements
• Behaviours: Evidence of proactivity in developing, suggesting and implementing new improved ways of working across the region and beyond o Breadth of examples – how many?
- Depth of examples – level of sophistication
- Reach of examples – internally/externally (e.g. practice vs CCG, LHE vs. National)
- Sense of urgency – how quick were they to act?
- Impact – what was the result?
• Evidence of professional role model behaviours at all times
• A mentor for colleagues
• Potential for more national leadership roles