Commercial Lead - Upjohn Andean Cluster

Commercial Lead - Upjohn Andean Cluster

01 ago
|
Pfizer
|
Bogotá D.C.

01 ago

Pfizer

Bogotá D.C.

Role Summary





- The Commercial lead will be responsible for all Trade and Institutional Commercial activities around Andean Region (Colombia, Venezuela, Peru, Ecuador and Bolivia).

- This leader will be responsible to develop the commercial vision among our commercial customers.

- Total Upjohn direct and indirect sales accountability.

- This role will lead 5 KAMs in Colombia, 2 KAMs in Peru and 1KAM in Ecuador, 1 Commercial Intelligence and Pricing Manager and 1 Trade Marketing Manager

- This position will report to the Andean Cluster Lead.





Role Responsibilities





- Establish the new Commercial vision across Andean region.

- Meet/exceed sales targets for the subsidiary.







- Develop and implement commercial strategies according to business goals and objectives aiming to accelerate growth.

- Relationship management with customers (Wholesalers, pharmacies chains, HMOs and government).

- Seek new business/portfolio commercial opportunities

- Develop annual business and commercial plans by country and monitor through quarterly review.

- Define prices and commercial strategies by product and portfolio taking into consideration country, channel and costumer characteristics.

- Define, manage and control the commercial policies, discounts, payment terms, VAP conditions.

- G2N and DSO management.

- Explore new go to market models (co-promotion, third party field force) partnering with local distributors (Bolivia and Venezuela).

- Define commercial & promotional campaigns according to the business strategies.

- Develop Tenders strategies for maximizing institutional channel.

- Define third party risk control activities and compliance management





Qualifications





- Bachelor Degree in a business or Health Sciences; MBA degree preferred

- +10 years of business experience in the healthcare, pharmaceutical or related field in similar positions

- Effective negotiations skills supported by a broad education base including strong financial and commercial acumen already demonstrated as project expertise and successes.

- Track record of managing critical and complex projects within budget and timelines.

- Strong oral and written communication skills including presentations and reports to senior executives and other groups

- Excellent analytical skills including the ability to quickly identify trends and business opportunities

- Organizational development and capability development skills

- Highly collaborative; strong experience in building and managing highly effective functional areas, projects and teams

- Experience in marketing, sales and commercial positions

- P&L; management experience is a plus

- Fluency in English is 100% needed

- Demonstration of the Senior Leader Excellence Profile competencies

- Must be able to work independently in an uncertain environment, capable of handling multiple projects and deadlines simultaneously

- Microsoft Office advanced skills





Other Requirements





- Ability to work under pressure.

- Negotiations skills

- Management of business transitions

- Ability to travel to attend meetings domestically and internationally





Relocation support available



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



Mkt & Sales/Commercial Bus



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