Senior Associate, Retail Accounts at Pfizer

Reports to: Retail and Distribution Manager
Region: NEAR
Affiliate/Department/Location  West NEAR Commercial
Grade/Band: 60

Job Purpose:
To Develop and sustain good and healthy business relationship with Retail chain stores and top strategic wholesalers nationwide, driving for Pfizer product, stocking and dispensary at retail and selected wholesales outlets through well designed and implemented incentives and  educational activities

Key Accountabilities:

Financial

• Set accounts sales targets as well as standards sales activities
• Implement and monitor plan against result
• Grow existing or develop new business to meet or exceed sales targets in retail chain and key wholesales.
• Develop key Account Business Plan for retail chains and some identified strategic wholesales  that should reflect and align with Pfizer’s NEAR strategic Business objective.
• Work to create Innovative commercial value propositions to drive desired availability
• Work  to identify potential and emerging retail chains and modern wholesales business opportunities
• Manage opex investments by ROI

Customer management

• Develop and grow relationships with chain retails and wholesales through commercial knowledge, relationships and selling skills.
• Negotiate and secure the availability of promoted products, checking and ensuring proper inventories and the timely ordering of products
• Allocate resources effectively to best fit business / account plans.
• Meet all administrative and compliance expectations of management.
• Manage total Pfizer’s portfolio in retail chains and some identified wholesales.

Added value

• Present the value added commercial initiatives and programs.
• Gather feedback and present corresponding Pfizer solutions to customer needs
• Spot emerging trends in retails and trade (customer, competitor information, and value proposition insights) and communicate to the management of sales and marketing
• Report appropriate feedback and competitive info from customers to management for strategy

Job Specific Technical/Functional/Professional Competencies:

• Must be able to demonstrate competence in influencing a broad range of stakeholders through credible, clear and logical communication.
• Commercially astute with strong business acumen
• Innovation and Change Leadership
• Implementation/execution skills
• Strong Performance Management capability
• Metric development, monitoring and control
• Negotiation skills
• Strong interpersonal skills with an understanding of people management – motivation, coaching and development
• Demonstrates Business Acumen
• Facilitating change
• Building strategic working relationships
• Strategic decision making
• Influencing skills
• Initiating action
• Planning and Organising
• Project and process management skills
• Quality Orientation
• Grows Others
• Leads Change
• Commits to “ One Pfizer”
• Builds Effective Teams

Experience and Knowledge:

• Minimum of Bachelor of pharmacy degree or a biological Sciences background.( An MBA or equivalent will be an added advantage)
• At least 4 years’ experience in the pharmaceutical industry 2 of which must be in sales and marketing
• A determined attitude to explore new ideas while keeping within the rules.
• This position will entail regular driving and out of station travels
• Excellent communication skills allowing effective interaction across countries and functional departments
• Full fluency in written and spoken English

Dimensions: Budget Responsibility/ Number of Reports/ Geographic scope

• Achieve set national financial targets set for trade (Retail chain and selected wholesales)
• Manage cost effectively while running programs to achieve ROI in the shortest possible time.
• No direct report
• Nigeria coverage