Position Summary
The Account Management Associate (AA) is responsible for developing long-term,
mutually beneficial relationships with specific rising and growth accounts in
order to represent Pfizer in these accounts and meet our strategic goals while
optimizing value for both organizations.
* Support in the development of an 'Account Management' mindset within the organization to drive early and continuous access of Pfizer's innovative medications in identified key accounts.
* The AA is responsible to proactively address and manage customer needs in coordination with all relevant stakeholders in a highly responsive manner. He/ She must be able to identify root causes and coordinate Pfizer actions for resolution using new and previously developed tools
* He/ She must demonstrate and have Pfizer-wide view rather than a line/product view to leverage complete portfolio
Position Responsibilities
* Identify customers including those that influence network and decision making.
* Connect and communicate multiple insights from various stakeholders to develop an account plan of action.
* Disseminate information via multi- and omnichannel communication in the customer target group via the customer preferred channel(s).
* Ensure customer support by engaging with customers through both in-person and virtual interactions.
* Problem-solve complex account or institution challenges related to billing and product procurement with stakeholders.
* Analyze current contracts, identify opportunities, and support in building innovative contracts with the relevant stakeholders and execute contracts with customers.
* Respond to customer requests by connecting with cross functional team experts to provide responses and input.
* Arrange meetings to support communication and education related to assigned disease areas.
* Bring customers together to progress areas of mutual interest related to our therapy areas (e.g. to establish and optimize cross-sectoral and cross-specialty referral structures).
Customer Management & Partnerships:
* Ensure the development of a customer focused organization - 'Put the customer at the centre of what we do'. Proactively anticipate and deliver on customer needs in close coordination with all internal stakeholders (marketing, medical, enablers etc.)
* Represent customer needs in building Pfizer strategy and investments across all customer groups.
* Establish, maintain and leverage quality relationships with current and emerging customers. Recommend and build partnerships in areas that will help Pfizer obtain greater market access.
* Work with the manager to propose and enact Partnership Plans, which need to be updated at a minimum of twice annually.
* Be the face of Pfizer for all customer requests & complaints and manage with internal Pfizer stakeholders as appropriate.
* Acquire and enhance Pfizer access and visibility to policy making in allocated accounts.
* Have a complete understanding of Decision-Making Process and Decision-Making People:
* Maintain up-to-date details and map of formal decision makers and decision-making process for each allocated account and update the information and map quarterly.
* Partner with Pfizer stakeholders to leverage Pfizer activities and investment
* Be completely informed and educated on the account framework, priorities, challenges, policies and procedural changes of each relevant institution.
* Report and coordinate Pfizer response accordingly to sustainably position Pfizer portfolio access over the long-term.
Operation Excellence / Business Coordination Objectives:
* Build, track annual strategic objectives and report progress quarterly for allocated customers and accounts - such as gorwth accounts, managed care, insurance firm etc.
* Build, track annual sales objectives and report progress quarterly for allocated customers and accounts such as key account, managed care etc.
* Support in Building account profitability model to support BU leads on account-based investment decisions.
* Coordinate the different sales activities and programs inside certain accounts among the different team members.
* Support the development and implementation of customer management tools e.g. targeting, key account management
* Ensure that customer focus is built into BU / country organization learning and development programs.
* Serve as a champion of the customer focused organization and a resource to encourage Customer Centric Services (CCS) through learning and development and informal coaching.
Responsible for post registration product enlisting activity including but not
limited to price negotiation, RFQ / Code generation
Collect and maintain robust data for target accounts/distributors/territory
* Consumption of Pfizer products by month
* Stock levels report monthly (at least quarterly)
* Competitive information on prices, consumption, activity, investment etc.…
* Share quarterly report with all stakeholders and perform inventory management with the data
Ensuring timely Purchase Orders from Accounts
* Coordinate with concerned department on maintaining required inventory.
* Monitor the product hygiene (shelf life) proactively.
Coordinate deliveries against PO from the supply point in line with requested
delivery date and inventory at the customer end. Influence and align the PO
dates with customer to ensure product availability at all times.
Continuously monitor stock movement from Distributor warehouse to hospitals to
ensure ideal inventory levels at all the hospitals/accounts to maintain access
of medications to patients.
Organisational Relationships
* Reports to the Tender and AM (Account Management) Lead.
* Connection to SMEs (Subject Matter Expert) - reactive.
* Works in close collaboration with Sales/Commercial Team, Health &Value, Global Commercial Operations, Customer Analytic and Insights, Pfizer Global Supply and Finance.
Education and Experience
* Bachelor's degree in Pharmacy or Medicine.
* Total of ‎3 - ‎5 years of Sales/Commercial experience within the region or local market, in the Healthcare/Pharmaceutical Industry
* Knowledge of local laws and regulations related to Pharmaceutical industry is an advantage
* Computer literate: Proficiency in Excel spreadsheets, PowerPoint, Word
* Bachelor's degree.
* Proficient in written and spoken English, Arabic is an advantage
Technical Skills Requirements
* Commits to "One Pfizer" and our Bold move organization imperatives.
* Demonstrable capabilities to manage or work withing a matrix organization.
* Strong interpersonal skills with in-depth understanding of customer management - motivation, needs and building partnerships.
* Demonstrated team player/dedicated to supporting a team culture that values, recognizes and generates high performance, supports innovation and challenges the status quo.
* Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication.
* Thorough understanding of how to develop and use customer insights proactively.
* Commercially astute with strong business acumen with ability to identify and capture sales opportunities.
* Comfortable with risk taking and risk management.
* Ability to make strategic decisions and propose innovative solutions.
* Strong Problem solving and Stakeholder management skills.
* Strong Negotiation skills - internal and external - ability to exercise informal influence.
* Change agile and resilient with a growth mindset paradigm.
* Strong collaborator within and outside the Gulf Cluster.

Work Location Assignment: Flexible

Pfizer Gulf is an equal-opportunity employer, and we are proud of our
commitment to creating a diverse and inclusive candidate pool to support and
empower our workforce.
We strive to ensure that our people are heard, seen and cared for by creating
an environment that fosters inclusion and inspires colleagues to speak up to
promote an engaging and inclusive culture where they can thrive.
Our diverse workforce represents the patients we serve and the communities in
which we operate.
We look forward to reviewing your application and thank you for your interest.
Sales

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