Healthcare Regional Manager-Partnerships, Hospitals

HRM, Partnerships for Hospitals team will lead the partnership models, responsible for delivery of a portfolio of products in the HBU category. This segment while fragmented provides significant opportunity for penetration of our portfolio. The core responsibility is to identify business opportunities, grow revenue and achieve budgeted sales for India market for the products in the identified markets. The role holder is responsible for managing a team of external partners and also coach Healthcare District Managers.
This leader will need to drive differentiation based on science with the competitor products & optimizing productivity by maintain rigor on the planned coverage. The role is also responsible to build & cascade the compliance culture. The position will drive revenue as per the OP aspiration
Strategic/ Policy
Analyze the Secondary Sales, customer engagement activities by the partner team and provide feedback with recommend actions
Plan and agree on annual budgets for the identified markets. Recommend change in the sales and demand forecast depending upon the emerging secondary sales trends.
Plan and develop suitable sales strategy in consultation with the marketing and leadership team to increase demand trends and engage KOLs.
Manage and develop business relations with key stake holders including regulators, trade associations across India Monitor secondary sales and closing inventory trends. Optimize the potential and productivity of distributors and Contractual field force
Have an oversight on timely renewal of mandatory certificates / contracts in co-ordination with the regulatory and legal team Counsel on manpower planning in consultation with the category lead
Conduct sales analysis to identify areas / stakeholders to be focused upon for driving business growth
Organize collection of market intelligence through systematic collection and analysis of data, statistics and information from the field and use the same to recommend and/or redesign sales strategy to meet competition
Work closely with the business lead, market access & pricing team for the pricing proposals with a business case to compete competition and retain / enhance volume market share
Operational / Process
Lay down a process and ensure compliance to process for coordinating with the distributors and arrange for monthly POs
Coordinate and supervise with admin. support to follow up the GSC to ensure registered products availability as per POs
Coordinate and supervise with the admin. support to follow up with the ALC to get invoicing done per POs
Stay updated on the competitors activities through personal visits to medical practitioners, wholesalers and retailers and through systematic collection and analysis of data, statistics and information
Make regular personal visits to key customers / opinion leaders to build up effective relationships and assess the effectiveness of promotional strategy / promotional campaigns. Make suitable recommendations to various teams as deemed fit
Review and assess the effectiveness of sales campaigns and programs; take corrective action and recommend improvement in sales planning, sales methods, market coverage and sales administration
Maintain contacts with eminent medical practitioners and opinion makers, wholesalers, hospital authorities, concerned government officers to promote goodwill and Pfizers image
Support institutional sales by developing and managing relationships with key institutions
Work with the Strategic Accounts team in relevant tenders & necessary inputs where required
Supervise implementation of product promotion campaigns for registered products
Provide inputs to the marketing team for articulation of the marketing strategy
People
Demonstrate and promote Pfizer values in all interactions Demonstrate leadership behaviors Identify training needs for the team, guide, coach and motivate the team through interaction, field visits, feedback so as to develop a high performing team and build talent for the future. Ability to lead with indirect influence and drive effectiveness of the contract sales organization
Financial
Ensure payments from all the distributors are received/reconciled timely Responsible for promotional budget management as per laid policies and seek approvals in the beginning of the year
Regulate the acceptance and execute orders within the authorized limit
Ensure proper utilization of product samples, detailing aids and other promotional material
Ensure timely checking and approval of debit notes of the distributors Ensure proper accounting and reporting of expenses
Technology
Work along with the Digital Marketing team in drawing out market insights in incorporate in sales strategy
Use IT tools and integrated software for Business and MIS
Identify technology solutions for enabling better information availability
Continuously evaluate technology developments for evaluating and adopting innovations in training