Specialty Healthcare Representative (SHR), Tafamidis – Pfizer Innovative Health – Ann Arbor, MI

The Cardiovascular Cardiac Amyloidosis Specialist, Tafamidis will target health care providers (HCPs), spanning multiple disciplines (e.g, Cardiologists, Nuclear Medicine Specialists, Nurses, etc), at key centers of excellence (COE) and other strategic hospital / group practice accounts.  In this role, this individual will be responsible for the execution of sales strategy for Tafamidis in transthyretin cardiomyopathy (ATTR-CM).  The role will report into the Area Business Manager (ABM).

The Cardiac Amyloidosis Specialist will demonstrate strong business acumen and an expert understanding of the complexities associated with their local healthcare ecosystem.  The incumbent will utilize this knowledge to develop in-depth sales business plans; and in collaboration with other customer facing colleagues, the individual will then execute upon those plans to achieve or exceed target sales and account goals.  To accomplish these goals, the individual will effectively utilize marketing material, programs, and other company services / resources to educate customers, build meaningful relationships, and drive performance.

The Cardiac Amyloidosis Specialist must strictly abide by all company policies and applicable government regulations.  The individual will also embrace Pfizer’s OWNIT culture.

The territory will require 10-20% travel based on geography.  Coverage includes:  Ann Arbor MI, Detroit MI, Monroe MI, Kalamazoo MI, Muskegon MI, Mount Pleasant MI

ROLE RESPONSIBILITIES

Sales Planning

• Prioritize customers, opportunities and projects to maximize impact; leveraging all available data sets and stakeholder input to inform optimal decision making.
• Develop territory business objectives and define key performance metrics that are aligned to Brand objectives
• Develop and implement insight-driven territory business plans that will drive sales in the territory to meet or exceed product goals.
• Maintain active customer profiles, plans and data sets via company planning resources, actively maintaining and sharing such information with areas business partners 
• Continually evaluate and refine call planning / routing to optimize schedule based on unique local territory factors such as access, geographic span, collaborative commitments and customer alerts

Sales Execution / Advanced Selling Skills

• Utilize advanced selling skills and approaches (e.g., Customer Focused Selling Approach (CFSA), Strategic Account Selling (SAS), etc) to achieve sales target goals.
• Understands complex selling environment within each local market
• Utilize approved brand messaging via CSFA to align with customer priorities; tailor messaging based on segment and/or individual customer needs
• Appropriately adapts messaging in complex selling environment that includes specialists and comprehensive care teams
• Partners with customers to connect Pfizer resources and services to better meet the needs of their patients.
• Grow and maintain relationships with key stakeholders and decision makers
• Build an in-depth understanding of local market factors and customer landscape
• Possess an in-depth expertise in the ATTR-CM disease area, the diagnostic procedures related to ATTR-CM and related diseases, and Tafamidis features and benefits
• Educate customers on the ATTR-CM disease in order to raise disease awareness
• Educate customers on the diagnostic procedures related to ATTR-CM and facilitate referral / diagnosis in order to support patient identification and treatment
• Demonstrate brand value proposition as a solution to customer and patient needs
• Execute marketing programs across customer segments and present approved materials to deliver value added messaging in a compelling and compliant manner; developing and executing programs that are strategic in nature and may have near, mid, and long term market and financial impact.
• In partnership with Key Account Manager (KAM), pull-through initiatives designed to expand diagnostic capabilities and facilitate appropriate referral networks
• Demonstrate change agility in the ever changing marketplace/landscape; effectively cope with change and decide to act without having all the details.

Collaboration

• Collaborate with other customer facing teams to build and deliver appropriate solutions to meet customer needs
• Collaborate with other customer facing teams to set up the capabilities to more systematically identify, treat, and manage patients with ATTR-CM
• Collaborate with other customer facing teams to support an active referral network

Demonstrates Business Acumen

• Proactively gathers insights from customers and understands the impact of changing market dynamics.  Connects insights gathered from different customers to anticipate business opportunities / threats across local markets. 
• Demonstrate an in-depth understanding of all available market/customer data by utilizing available reports and applying insights in local planning
• Act decisively by prioritizing resource utilization to meet customer needs
• Provide key HQ colleagues, including Brand Marketing, Planning & Innovation, and Payer and Channel Access (PCA) teams, with key local and customer specific insights that they can then utilize in crafting new market specific materials.

Professional Development

• Pursue individual learning opportunities and look for ways to build, challenge and add value in current assignments
• Understand and manage own interpersonal strengths and limitations and recognizes how others are responding to their behaviors.

Culture & Values

• Partners with colleagues (local and HQ) to deliver appropriate resources and programs to local customers. 
• Emulates best practices and shares customer insights, contributing valuable perspective to colleagues across the Area.
• Proactively engage leadership to drive innovation and new approaches that help exceed business objectives.
• Facilitates open and honest conversations with peers and leaders and gives candid honest feedback
• Ensure effective and compliant utilization of promotional materials.
• Ensure successful, compliant selling activities of in-line products
• Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer’s high standards of business conduct.

QUALIFICATIONS

• Minimum of 5-10 years of previous pharmaceutical, biotech, or medical device sales experience strongly preferred
• Rare Disease and/or Specialty Cardiovascular experience and expertise strongly preferred
• Product launch experience preferred
• Hospital Sales experience preferred
• Experience working with key thought leaders or high influence customers in large group practices or hospitals preferred.
• Demonstrated ability to formulate, develop, write, communicate and monitor the execution of Territory business plans
• Demonstrated history of strong teamwork / collaboration
• Strong analytical skills are required with a demonstrated history of applying market / customer insights to inform sales planning and execution; demonstrated track record of assessing customer (Account and/or HCP) needs and bringing relevant and appropriate tools / resources to drive performance
• Consistently follows and supports company policies
• Must have effective interpersonal, organizational, communication skills, and the ability to advance and influence the acceptance of ideas.
• Bachelor’s Degree required
• Valid US driver’s license and a driving record in compliance with company standards required
• Ability to travel domestically and stay overnight as necessary.

EEO & Employment Eligibility

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status.  Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA.   Pfizer is an E-Verify employer.

Sunshine Act

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider’s name, address and the type of payments or other value received, generally for public disclosure.  Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act.  Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government.  If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

• Last Date to Apply for Job:  December 21, 2018
• Eligible for Employee Referral Bonus:  Yes
• Eligible for Relocation:  No

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.