Vp, Global Sales Experience Lead

Role Summary

A new global position, the “VP, Sales Effectiveness” will set the stage and define how best-in-class Sales and Business Development is done at Pfizer, in support of strengthening Pfizer’s commercial powerhouse position. This new VP will design, staff and lead a fast-growing global COE, with other Sales leaders who are passionate about sharing their talents and helping others achieve greater performance and business impact. They will work closely with established Sales leaders around the world, providing perspective, guidance, tools and playbooks, where they’re most needed, and where they can best drive the business. They will also work closely with other functions, like Marketing, HR/Talent Management, to ensure this is a coordinated and integrated global effort for Pfizer.

Role Responsibilities

• Sales Force Design – Structure always supports strategy, and this team will work on optimizing organizational structures across multiple Sales organizations, making sure that Pfizer considers brands, channels, stakeholders, and geographies in how Sales is structured and deployed. Part of this work will also include how best to leverage third party (contract) selling resources, and how best to leverage call centers as part of the effort to enable Sales to drive Pfizer business.
• Sales Strategy – The greatest value this Sales Effectiveness team will bring is guiding and advising global Sales leader on best-in-class long-term and annual strategic planning. This work will include leveraging market insights and trends, conducting stakeholder assessments, identifying priority growth opportunities, optimizing customer experience, and creating compelling value propositions across the Pfizer brand portfolio. Strategic planning should also address IDM and EM, as well as how to optimize Ecommerce.
• Data & Technology – We don’t expect this VP to be a deep Tech expert, but we do need a seasoned Sales leader who knows how to optimize the ways in which technology – data, systems, tools, platforms – can enable a higher level of performance, with all stakeholders – patients, physicians, nurses, insurance providers, wholesalers, government, etc. This VP will need to hire, or find internally, a Sales Tech leader who can own this work, top-down.
• Stakeholder Engagement – The new VP, Sales Effectiveness, and his/her team, will develop and deploy a disciplined and impactful “Pfizer Sales Process,” which will include full-range planning – segmentation, targeting, sales (call) planning, customer experience mapping, marketing integration, lead gen and CRM (pipeline management). To be clear, Pfizer has a highly-effective Sales organization, but there are opportunities to develop a Sales protocol that is more standardized, repeatable, effective and efficient.
• Talent & Training – Work closely with Sales leaders and colleagues from HR and Talent Management, to ensure Pfizer is hiring, developing and advancing the best Sales talent in the industry. Ensure Sales leaders understand how critical the human component is, and work collaboratively to create best-in-class recruiting protocols, and training modules, for everyone in Sales, across all levels of the collective Sales organization. Create playbooks that managers can use to coach and mentor.
• KPI’s & Compensation – As part of Strategic Planning and Training, help the Sales organization set aggressive KPI’s for brands, teams and individuals. Seek to create standardized dashboards and scorecards that the entire organization will embrace, emphasizing ROI and Customer Satisfaction. Working with HR, review the annual and long-term compensation plans, across levels and geographies, to ensure Pfizer is offering compelling incentives that drive annual and long-term business results. Thinking out of the box, this team may create other incentives that motivate the right set of behaviors.
• COE Staffing – Initially, this VP will be an ‘army of one,’ but they will need to quickly build-out a team beneath them who brings expertise in each area outlined in this scope. There will likely be a few internal Pfizer Sales experts who can slide into a few of these roles, but we expect there will need to be some external hiring, too. Ultimately, a high-functioning global Sales COE must bring both expert capability and the right capacity, to cover multiple business units and geographic markets.

PERFORMANCE MEASURES

Pfizer Sales Force ROI

• Pfizer Sales SAT
• Customer SAT (NPS)

Basic Qualifications

• Ability to manage and coach direct reports and agile teams
• 20+ years of sales experience with proven track record of success
• Strong writing, presentation and influencing skills
• Bachelor’s degree required
• Role model for the PFE Values (Courage, Excellence, Equity, Joy)
• Discretion and trustworthiness in dealing with confidential information
• Deep understanding of the healthcare ecosystem
• Global Experience – We need someone with global Sales management and leadership experience (outside the U.S.), even if that responsibility was managed from a U.S. base. Pfizer is building a truly global Sales COE, and growth outside the U.S. will be an increasingly important driver of overall company financial performance, and shareholder value.

Preferred Qualifications

• OTC or Rx Healthcare – Ideal for this position would be senior Sales leadership experience with a leading OTC (or Pharma) company. The Healthcare ecosystem is extremely complex, and we would like this individual to bring relevant Healthcare perspective and insights, day-one. Target companies include Johnson & Johnson, AbbVie, Procter & Gamble, Unilever, GSK, Novartis, Bayer, Sanofi, Merck, Lilly, AstraZeneca, and others.
• Advanced degree preferred.

Non-standard Work Schedule, Travel Or Environment Requirements

• Eligible for employee referral bonus
• Additional Locations: HQ-NYC, Boulder, CO, Lake Forest, IL, or Tampa, FL
• Last day to apply: Sept 7th, 2023
• Role will involve multiple geographies, but requires flexibility to work with US time-zone on regular basis

#SalesEffectiveness

The annual base salary for this position ranges from $232,300.00 to $387,200.00. In addition, this position offers an annual bonus with a target of 30.0% of the base salary and eligibility to participate in our share based long term incentive program. Benefits offered include a retirement savings plan, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage in accordance with the terms and conditions of the applicable plans. Pfizer compensation structures and benefit packages are aligned locally, the US Salary range provided does not apply to the Tampa, FL or any EXUS locations.

Relocation assistance may be available based on business needs and/or eligibility.

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.

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.

Mkt & Sales/Commercial Bus