Market Lead, Kenya/Export markets at Pfizer

POSITION SUMMARY

• Operational responsibility for the assigned PEH geography, for P&L and to maximize revenue and profit contribution in alignment with overall NEAR strategic and operating plans.
• To lead the NEAR Pfizer Essential Healthcare Business Unit in Kenya and export markets (Ghana, Mauritius, Angola, Zimbabwe, Zambia & Mozambique)
• Leadership and management of sales management teams (including third party) and other direct reports in accordance with Pfizer policy and values.
• Coordination of enabling and platform function required to support Kenya and all export marketsand assigned geography objectives
• To drive performance of the PEH portfolio across the markets and represent the interest of the PEH Kenya & Export markets at the NEAR market leadership level
• Conducts all activities and makes decisions that are in accordance with Company policies and SOPs, Pfizer Values, anti corruption principles (MAPP) and global regulatory guidelines (including cGMP/cGLP/cGCP), environment guidelines, as appropriate.

POSITION RESPONSIBILITIES

Market Lead Responsibilities

• Ensure appropriate face-of Pfizer representation at market level within Kenya & Export Market cluster for country healthcare environment issues management, market access negotiation for portfolio as a whole and representative of Pfizer.
• Pricing for specific products is the responsibility of the BU Lead, but the Market lead represents Pfizer for negotiations that span the portfolio when there are cross-BU implications, subject to agreement and sign of by the NEAR CM.
• Define go-to-market model and partners for markets within Kenya and export cluster and own primary relationship with such partners
• Pfizer value proposition to government, large institutions and payers
• Legal and fiduciary responsibilities where not required by the CM, compliance management and relationship with pharma association
• Represent the cluster in the NEAR Management Forum
• Identify and represent the service level needs of the country to the enabling functions.
• Identify priorities with the platform functions.
• Ensure all business are served effectively by the shared functions, and coordinate key field force agreements, where required
• Lead the roll-out of regional/global initiatives, communication and policies Operational and Financial Performance
• P&L planning and management
• Forecasting
• Resource and Investment planning
• Organisation and People development
• Optimize the in-country portfolio of the PEH BU, and manages daily operations of the business
• Maximize revenue and IBT performance through rigorous management of the P&L and in alignment with goals.
• Manage expenses and investments according to plan goals.
• Monitor performance of the business and implement course-correcting actions in agreement with the NEAR CM
• Work with above country BU teams to provide strategic / brand / operating plans. Develop understanding of Pfizer Inc and BU strategies and how they specifically relate to the country.
• Participate in the Country Management Forum with a One Pfizer mindset to optimize results for Pfizer Strategy
• Develop and execute innovative business strategies/models to maximize revenue, market share, and income growth.
• Busines strategy should reflect the respective opportunities at market level within the Kenya & export markets
• Maximize lifecycle product performance through excellence in aligned and innovative planning and execution.
• Invest and leverage the base business to ensure sustainable contribution to Pfizer Inc.
• Identify and exploit market specific opportunities to grow revenue and income.
• Evaluate , develop and execute continuous development of new go-to-market strategies realising full MCM & digital potential Customer Facing
• Drive execution of customer strategies and tactics based on segmentation and insight
• Develop and lead integrated cross functional customer facing teams appropriate to the market needs
• Personal ownership of key stakeholder relationships People and Leadership
• Lead, direct and coach team members;
• Use GPM to support Performance Management including low performance -- ensure Objectives, IDPs, Reviews are completed as per the Pfizer calendar for all direct reports
• Act as role model for OWN IT culture
• Ensure effective collaboration across NEAR organization o With other commercial leaders - Commercial, Marketing, H&V
• Ensure appropriate collaboration at first line manager level - Sales Managers, KAMs
• With enabling functions - GL&S, Finance, GCO & HR
• Support the continual building of the OWNIT and PEH Culture within the BU and across the organization
• Lead, organise and coach a high performing team to develop colleagues in line with the Pfizer competency model.
• As the go-to-market model evolves make sure that the organizational capabilities & structure fit the needs
• Build and actively manage a pipeline of succession talent
• Upholding and modeling Pfizer values, promoting and supporting a One-Pfizer approach along with visible and inspirational leadership Compliance
• Ensure high standards of Compliance to norms, policies, and procedures.

ORGANIZATIONAL RELATIONSHIPS

• The position will work closely with the PEH NEAR leadership (region, ), Country Management Forum, Pfizer Global Supply , matrix enabling and platform leaders, external alliances, Global functions with an interest in Africa (eg Philanthropy), supporting platform functions and leaders.

RESOURCES MANAGED

• Financial Accountability
• 20-25 Million USD (Approx 2017 revenue expectation) Supervision
• PEH Colleagues: 45 (approx.)
• Markets to be supervised: Kenya, Ghana, Ethiopia, Tanzania, Mauritius, Zimbabwe, Angola, Zambia, , Mozambique, - Potentially other markets

EDUCATION AND EXPERIENCE

• Undergraduate degree is a must, with MBA or other relevant advanced degree preferred Experience
• Pharmaceutical and broader healthcare business knowledge including the Generic industry
• Experience of working with sub-Sahara African markets required, with experience in Kenya prefered
• Deep understanding of P&L
• Demonstrated commercial success with experience managing a sizable business
• Proven effectiveness to manage large and complex portfolios requiring innovative diverse business strategies
• Significant and successful people management and talent development experience
• Experience and understanding of working with in partnership with Supply organization Skills
• Change leader with tenacity and persistence to drive mind-set/behavior change
• Highly effective people management skills
• Demonstrated entrepreneurship mindset, accountability, agility, overcoming obstacles and focus on action and implementation in line with Pfizer Cultural Traits
• Demonstrated track record of producing outstanding results as a leader of teams and/or organizations (in a functional group or commercial operations)
• Demonstrated ability to think and act strategically
• Demonstrated effective communication skills ; both oral and written
• Demonstrated record of sound judgment and intelligent decision-making. Strong analytical skills
• Consistently demonstrates and models the Pfizer values
• Conflict resolution and strong negotiation skills to achieve win-win resolution
• Ability to communicate effectively across all organizational levels
• Ability to get things done in complex matrix organizations
• Fluency in written and spoken English

TECHNICAL SKILLS REQUIREMENTS

• Enterprise leader mentality
• Commercial and marketing acumen and skills (e.g., negotiating skills, sales force management, etc.)
• Metric development, monitoring and control
• Change management and change leadership
• Strong project management skills, the ability to handle multiple tasks simultaneously; can respond to tight timelines; as well as the capability to interact with all levels of the organization in a professional, effective manner.
• Ability to work in a team and as an individual contributor, comfortable with ambiguity and constant change
• Ability to work with little or no supervision
• Strong performance management skills and ability to handle poor performance situations
• Pfizer Senior Leader Competencies
• Managing in a matrix
• Entrepreneurial mindset
• Analytical thinking
• Managing complexity (across brands, markets, functions, cultures)
• Building and leading high performance teams
• Considered risk understanding / taking

PHYSICAL POSITION REQUIREMENTS

• The position will require moderate to high travel across Kenya and Export markets markets
• The position will require short term travel within the region and occasional travel to other regions