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Payor Business Manager
4 months ago
The Payor Business Manager is responsible for identifying untapped business opportunities across Region in Govt. Institutes, drive KOL advocacy and recommendation for Oncology brands and maximize the business opportunity for existing Oncology brands for Pfizer India. The role holder is responsible for managing the identified Govt. accounts including management of overall performance of the institution and developing key relationships with the KOL’s and decision makers. He / she is responsible for working closely with sales team, NAM and cross-functional Pfizer stakeholders to ensure appropriate level of support for an account, including identification and development of additional revenue opportunities.
ROLE RESPONSIBILITIES
Strategic/ Policy Develop the strategic plan for institutional sales in the Key Govt accounts for the region by taking a short-, mid- and long-term view of the business The role holder will proactively drive deeper engagement on educational & scientific content with HCPs (Medical Oncologists, Haematologists, Radiation Oncologist in these Institutes) He will streamline customer interface by acting as single POC for proactive & seamless (compliant) connection with Sales, Marketing, NAM and Medical with regard to Oncology team. Conduct sales analytics for the entire region for Focused Govt accounts, institutional sales to help draw out trends that impact the future business plans and provide inputs to the Healthcare Regional Business manager for driving growth Develop the product positioning strategy for the focused Institute in alliance with the marketing. Close coordination with Sales team and NAM team to help increase the business by quick liquidation of the existing stocks and ensure demand is created. Operational / ProcessAccount Management:
Track tends of the Govt. accounts and collaborate with institutional teammates to respond in a timely manner Stay updated about changes in terms and conditions, criteria for selection of products, competitor mapping. Create awareness on scientific differentiation of Pfizer Oncology brands so that the brands are included into the e-preferred list of products for the accounts assigned. Manage a set of prioritized (designated) accounts to achieve agreed business objectives Monitor progress of accounts managed and evolve action plans as appropriate (monitor account contacts, plan execution, profit, value, volume growth, and market share)Customer engagement:
Identify the decision making and influencing network (within and those impacting the accounts) for the Key Govt bodies identified within the region Develop/maintain effective relationships with ISP, Purchase In charge and procurement leads and any other key stakeholders and decision-making authorities within prioritized accounts Leverage opportunities for synergy and collaboration (with relevant internal and external stakeholders) to adequately meet the customer needs and achieve the business goals for Pfizer Oncology team. Develop relationships with Key Opinion Leaders who would have a strong influence in Focused Govt Institutes. Plan engagement plan to create awareness on the Pfizer Oncology Brands.Cross Functional Interactions:
Coordinate with cross functional teams to effectively develop and demonstrate differentiated value propositions created for Key corporate accounts. Coordinate with the Regional sales teams to ensure that the account plans are adhered to and the sales opportunities are maximized across total product portfolio offered by Pfizer for the accounts managed. Update key stakeholders routinely on the status of the accounts managed and align them with any modifications in the account plans Provide key account/customer insights to the marketing and strategy teams to help them cocreate the marketing/strategic plan for Focused Govt. Accounts. Communicate account information, competitor information, and value proposition (insights) to his manger on timely basis. Coordinate with the distribution team to ensure availability of products as per the account plansNote - Candidate should have experience of handling Tata Memorial Hospital
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
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