13 days old

GCO Account Manager

Pfizer
Jeddah
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**ROLE SUMMARY**

The AM strategically partners with senior business leaders/clients - Cluster Leads and Category Leads and in collaboration with GCO will ensure orientated solutions are provided in a proactive manner to better serve HCPs and patients.



The AM acts as the single point of accountability of GCO towards the business/clients and be accountable for the client relationship. Well understanding the business is essential to advice on and broker GCO services and draw on pan BU solutions to help anticipate and solve local business challenges. The AM orchestrates service delivery to meet business needs and demands and acts as a channel for client feedback, and a key influencer towards the client and GCO to ensure future orientated GCO solution are developed/provided. The AM understands commercial strategy in order to orchestrate current services but also to anticipate needs of the business as input to potential future GCO services.



**ROLE RESPONSIBILITIES**

Partner with business/clients and help ensure future orientated solutions are provided:



+ Serve as a point of accountability and act as a trusted advisor to the business clients - Cluster Leads, Country Managers / Category Leads . While an AM is a single point of accountability, the AM is not the single point of contact between GCO and commercial; requiring close partnership/collaboration with the other colleagues in GCO

+ Build and maintain strong, long-lasting relationships with business clients - Cluster Leads, Country Managers / Category Leads

+ Educate commercial stakeholders on the value GCO is delivering to the business/clients

+ Proactively translate understanding of trends in healthcare and pharmaceuticals, competitor strategies, healthcare dynamics, business needs and demands into opportunities for GCO to - collaboratively across all GCO Tribes (Teams) - execute value-adding changes regarding GCO Service and develop/provide future orientated solutions for the client

+ Understand the full GCO Service Catalogue/Services and address client needs as well as help shape the client's thinking to ensure GCO Services are creating optimal business impact

+ Understand how organizational and market changes financially impact the basic financial principles (cost, structure, buy-up, OpEx) to support the business and make decisions

+ Highlight areas of potential opportunity for new GCO services that will support commercial's evolving business needs

+ Support the development and execution of the business and operational plan for GCO for the assigned cluster for AfME

+ Collaborate in designing the policies and procedures in close collaboration with the CoE's and deployment of these policies / procedures in their market(s)

+ Similarly, collaborate to maintain / review SOPs / SLAs across tribes (Teams) to ensure quality and timely service delivery

+ Serve as the link of communication between key customers and internal teams / Service Delivery Teams

+ The AM should be proficient at planning and executing an effective relationship strategy and building/ maintaining effective, long-term business relationships at the senior executive level with key decision makers and influencers within each key account

+ Ensure high standards of Compliance to norms, policies, and procedures

+ Will work closely with the AFME Account Lead for seamless functioning between the AMs



Ensure business demand is managed and fulfilled with excellence:



+ Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics / Clearly communicate the progress of monthly / quarterly initiatives to internal and external stakeholders

+ The AM is responsible to generate meaningful and timely insights that will help business in decision making

+ Nurture, leverage and influence a broad and diversified stakeholder network at senior levels internally and externally to drive key decisions across multiple stakeholder groups including Pfizer Digital, Legal, Regulatory, Global Compensation, Compliance, Procurement, HR, Medical and Finance and ensure a smooth daily operation

+ Enable and lead matrix communications and management between the business/clients and GCO, with the ability to lead and manage without direct authority

+ Understand and anticipate business needs and demands and manage business demand for GCO services within assigned BUs to satisfy client needs

+ Orchestrate service delivery with clients, GCO internal stakeholders and/or suppliers/vendors in line with business needs, e.g. to effectively support product launches in collaboration with project managers

+ Make sure implemented services met client expectations and needs by collaborating with GCO Service Delivery

+ Serve as the point of contact for information or problem resolution for major (service delivery related) incidents to help resolve them quickly

+ Identify pan-BU or BU opportunities to improve service delivery processes and the GCO service delivery model

+ Monitor client satisfaction and deduct measures to increase client satisfaction from gained insights

+ Advise on how GCO can continuously evolve its service delivery model consistent with how the assigned BUs change and to maximize the value delivered to the BUs

+ As is needed, serve to influence business development agreements or service level agreements to ensure excellence in GCO service delivery and operations

+ Be an active member of the GCO AM community to help improve AM and evolve the AM mindset



**QUALIFICATIONS**

Business understanding:



+ Proven multi-year track record of 12+ years in Pharmaceutical Sales, Marketing, Operations experience, and, preferably of peer industry best practices

+ Knowledge of bio pharma sector trends, healthcare dynamics and economics, customer landscape, and competitor trends and actions

+ Experience working with different BUs or multiple brands with different market approaches

+ Deep understanding of commercial operations services (comparable of the GCO Services Catalogue/Services)



AM/leadership related:



+ Proven multi-year track record of 4+ years in Account management, business leadership, commercial excellence, cross functional leadership

+ Extensive experience leading through matrix teams and ability to engage team members, even without direct reporting relationships

+ Significant account management and/or large account management experience



AM capability related:



+ Strong business acumen and demonstrated flexibility

+ Strong personality with can-do mentality

+ Ability to synthesize details in order to provide a clear story to commercial stakeholders

+ Sense for pragmatism, prioritization and value-orientation

+ Demonstrated success in consultative partnering, influence/negotiation; able to build and maintain productive/collaborative relationships

+ Analytical and conceptual mind set and solution finding approach; outcome-oriented

+ Ability to synthesize a significant amount of diverse information to build compelling, data driven investment cases

+ Proven track record in organizing and leading complex projects in collaboration with project managers

+ Ability to navigate internal organization/processes

+ Strong verbal and written communication skills

+ Capacity to mentor and further develop colleague capabilities and competencies



**ROLE INTERFACES**



+ **Business clients**

+ BU Leaders and Leadership Teams - Sr Business Leaders

+ Global Business Function Leaders and Leadership Teams

+ Global/Local Brand Managers/Marketers

+ Field Force Leaders



+ **Internal GCO partners**

+ From Service Delivery Tribe (Teams), e.g. Service Delivery Team Leaders, Subject Matter Experts

+ From CoE Tribe (Team), e.g. GCO Service Catalogue Manager, GCO Service Portfolio Managers

+ From CQO Tribe (Team)

+ Project Managers



+ **Internal other partnering functions**

+ Pfizer Digital, Legal, Regulatory, Global Compensation, Compliance, Procurement, HR, Medical and Finance



+ **External partners and vendors**



**PERFORMACE MEASUREMENT**



+ Business client satisfaction and feedback, relating to overall delivery of GCO Services (meeting agreed service levels) and relating to the individual contribution of the AM position holder

+ GCO internal satisfaction and feedback from within AM Tribe (community) and the SD, CoE and CQO Tribes (Teams)



\#LI-PFE



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
Posted: 2020-03-16 Expires: 2020-04-17

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GCO Account Manager

Pfizer
Jeddah

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