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HCPs / Patients Engagement Center

Pfizer
Mumbai, MH
12 days ago: Pfizer

Job Description

POSITION TITLE: Lead - SMS Strategy and Analytics
JOB FUNCTION: Sales &; Marketing Services
CAREER TRACK LEVEL: GJL90
DEPARTMENT NAME: Global Commercial Operations
LOCATION: Pfizer Limited Mumbai
POSITION SUMMARY:
This position will take a leadership role to establish Field force analytics and Sales &; marketing services strategy for Pfizer India sales forces. This includes: geographic alignment, targeting and call planning, incentive compensation design. This position will work as an integral member of sales analytics &; insights and coordinate across commercial operations, Business technology, and sales management teams providing actionable insights and recommendations in support of sales force performance analysis and organization objectives. To achieve this goal, this position must work closely with the GCO SMS team, Training, CoE and other enabling functions to ensure deliverable within timelines.
POSITION RESPONSIBILITIES:
Core Responsibilities:
Strategy &; Analysis
• Develop, maintain and communicate a field force analytics and Sales Excellence strategies blueprint that maximizes potential for sales in any given region by distributing representatives into well-constructed territories.
• Handle day-to-day business operations that enable customer targeting, sales performance, incentive compensation plans in compliance with all local, regional and global regulatory and legal requirements.
• Manage &; enhance SFA systems and make on-going improvements to meet FF needs by working with BT / Systems owners(s) to ensure proper functioning of systems
• Drive usage &; change management of SFA systems
• Establish KPI &; Metric for FF across all BUs
• Manage best practice sharing and innovation
• SFE analysis
• FF training on SFE process.
• Institutionalize / Drive Business Planning and performance review process
• Cross functional collaboration especially with BAI &; Strategy / Business Operations / MCM for external benchmarking and opportunity identification
People and Leadership
• Support the continual building of the OWNIT Culture within the team and across the organization
• Lead, organize and coach a high performing team to develop colleagues within the country in line with the Pfizer competency model. Develop FFA &; SMS Strategy capability by identifying and coaching colleagues
• As the go-to-market model evolves make sure that the organizational capabilities &; structure fit the needs
• Build and actively manage a pipeline of succession talent
• Upholding and modeling Pfizer values, OWNIT culture elements, and visible and inspirational leadership
Compliance
• Ensure high standards of Compliance to norms, policies, and procedures.
Most Critical Behavioral Competencies or Capabilities:
• In-depth knowledge of analysis and operations methodologies to identify and implement appropriate approaches to address and solve business problems
• Demonstrated ability to structure and conduct analyses to generate insight and recommendations
• Comfortable with presenting insights and recommendations to stakeholders at various levels of the organization
• Excellent problem solving skills
• Strong customer service focus - ability to manage conflict, problem solving and strategic planning skills
• Creates, communicates, and manages detailed project plans, inclusive of timelines, requisite participants, critical dependencies, and risk assessments.
ORGANIZATIONAL RELATIONSHIPS:
Key Interactions Internal: Commercial team, Business Technology , Finance, Compliance , Business Analytics,
Training, SMS operations, Field Managers &; Business operations.
Key External Interactions: IMS, SFA vendors, PMR agencies
RESOURCES MANAGED
3 FTE - 1 each in Sales force Automation, Incentive compensation &; Field Force Analytics
EDUCATION AND EXPERIENCE
Education: Bachelor's degrees required. Master's in business administration is desired
Qualifications / Experience:
- Minimum 8 years' experience with 5 years' experience in Pharmaceutical/Healthcare industry, Sales/Marketing
- 3 + years as first line manager and 2+ years corporate work Experience in Sales Force effectiveness and
administration is preferred
TECHNICAL SKILLS REQUIREMENTS
Most Critical Technical Competencies or Capabilities:
• Expertise in standard analysis and presentation software (Excel, PowerPoint)
• Expertise with secondary data: syndicated sales, promotional &; marketing data, longitudinal patient-level data, payer data. Additional knowledge of primary market research or medical research data is a plus
• Expertise in field force analytics, including customer segmentation, targeting, and promotional response measurements
• Experience with advanced statistical techniques such as experimental design, uncertainty analysis, data mining, segmentation methods, multivariate regression, construction of score-cards, or predictive modeling
• Expertise in marketing analytics, knowledge of eMarketing/multichannel analytics is a plus
• Proficiency in analytical tools is required (e.g., Minitab, SAS, SPSS)
PHYSICAL POSITION REQUIREMENTS
Based out of Head office - Mumbai
COMPETENCIES
Deliver Results - Achieves results through influence in a matrix organization and leverages contributions of colleagues with diverse expertise; builds strong alliances across internal/external stakeholder groups; proactively manages governance processes
Builds effective teams - Defines success in terms of the whole team, Blends people into teams when needed, Fosters open dialogue, Shares wins and successes Lets people finish and be responsible for their work Creates a feeling of belonging in the team
Supports equal and fair treatment and opportunity for all and Creates strong morale and spirit in his/her team
Grow others - Provides challenging and stretching tasks and assignments ,Pushes people to accept developmental moves, Is aware of each person's career goals, Constructs compelling development plans and executes them, Holds frequent development discussions, Will take on those who need help and further development
Change Agile - Can effectively cope with change; can shift gears comfortably; can decide and act without having the total picture; isn't upset when things are up in the air; doesn't have to finish things before moving on; can comfortably handle risk and uncertainty.
Collaboration &; Leadership / Insight Influence &; Inclusion - Encourages participation and involvement by all team members; builds trust and team spirit; holds team members accountable for their work; defines success in terms of the whole team. Creates a climate in which team members strive to excel
Strategic and Innovative Thinking - Shows fresh, insightful thinking by developing creative approaches to processes and practices, products and solutions, services, business models and strategies.
IN LINE WITH GOOD DEVELOPMENT PLANNING , IT IS RECOMMENDED THAT COLLEAGUES DISCUSS THEIR SUITABILITY AND/OR READINESS FOR A NEW POSITION AND THEIR DIRECT MANAGER PRIOR TO APPLICATION. COLLEAGUES ARE REQUIRED TO INFORM THEIR MANAGER IF INVITED TO INTERVIEW FOR THE POSITION. JOB PURPOSE
This position is responsible to manage SFA / CRM tool for 2000+ employees. Collaborate with BT and above market as and when required. Responsibility includes working with business, defining effort parameters and drive discipline. This position is also responsible for process and governance of Sales Force automation. To achieve this goal, this position must work closely with the Service Delivery Lead, BT, HR and commercial teams to design appropriate framework to identify levers that can improve the operational efficiency and effectiveness across commercial teams
Position is responsible for E2E samples and promotional inputs management. The lead is also assigned to ensure upkeep of local policy in line with the global samples policy and its adherence during the course of samples management.
Support business through vendor management and contracting for contract sales organizations (CSO). Work closely with business, compliance and legal for the same.
+ The role is responsible to lead and establish formulation for Centralized Data Stewardship within GCO. Own HCP data stewardship for commercial organization. The objective being to have the capability to integrate multiple data points generated across different services during HCP interactions (Ensuring compliance and policy guidelines)
POSITION RESPONSIBILITIES
Functional Deliverables
+ Develop and manage work processes and management systems for administration of Sample and promotion materials
+ Achieve compliance to law/regulation and SOP for allocation and distribution of Sample and Promotional materials
+ Responsible to ensure training to Marketing team, Warehouse team and Field force on Sample and Promotional material policies in collaboration with GCO training team
+ Responsibility to manage and support Contract Sales Management business model. Drive related cross functional coordination and projects
+ Develop KPIs for effectively tracking and monitoring operational effectiveness across all services - Samples and Promos, CSO, SFA management
+ Ensure governance of Sales force automation systems and reporting
+ Coordinate with Business Technology on SFA projects and ensure timely execution
+ Responsible for customer database as Business Owner representing BUs
+ As Central Data Steward - collaborate across teams to capture, own, steward HCPs and patients data for Pfizer commercial organization
+ Responsible for Managing and executing all GCO global and local projects
+ Work in close partnership with COE global stakeholders in ensuring that global best practices are launched & leveraged in India on a consistent basis.
+ Leverage technology & adopt a 'more with less' approach by using global / fit for purpose platforms. Drive automation / digitization and enhance processes
+ Manage demand, prioritization and flexible resource allocation that deliver maximum business value by setting strategy for deployment and customer management
+ FF KPI and sales data management through BRAIN and SFA systems
+ Work in close collaboration with Service Delivery Lead for reporting and FFA Dashboard
People and Leadership
+ Support the continual building of the OWNIT Culture within the team and across the organization
+ Lead, organize and coach a high performing team to develop colleagues within the country in line with the Pfizer competency model. Develop capability / succession by identifying and coaching colleagues
+ As the go-to-market model evolves make sure that the organizational capabilities & structure fit the needs
+ Upholding and modeling Pfizer values, OWNIT culture elements, and visible and inspirational leadership
Compliance
+ Build/Maintain processes / systems / SOPs to ensure records and documents to comply with Pfizer Audit requirements
+ Ensure high standards of Compliance to norms, policies, and procedures
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
POSITION TITLE: Lead - SMS Strategy and AnalyticsJOB FUNCTION: Sales &; Marketing ServicesCAREER TRACK LEVEL: GJL90DEPARTMENT NAME: Global Commercial OperationsLOCATION: Pfizer Limited MumbaiPOSITION SUMMARY:This position will take a leadership role to establish Field force analytics and Sales &; marketing services strategy for Pfizer India sales forces. This includes: geographic alignment, targeting and call planning, incentive compensation design. This position will work as an integral member of sales analytics &; insights and coordinate across commercial operations, Business technology, and sales management teams providing actionable insights and recommendations in support of sales force performance analysis and organization objectives. To achieve this goal, this...