Customer Value Manager

Job Description

The Customer Value Manager is responsible for identifying and driving value programs for the top 50 key accounts / customers of Pfizer India, including both current and prospective customers. This customer-facing role involves generating key insights with customers for strategic value creation, initiating and driving strategic programs / projects in partnership with relevant categories and enabling function stakeholders, resulting in enhanced value generation for our customers and creating exponential revenue-generating opportunities for the business.

Roles and Responsibilities :

Customer Engagement :   Periodically engage with stakeholders at key accounts, in coordination with the sales leadership team (Strategic Accounts Management, Category Regional Healthcare Managers, Sr. Strategic Account Managers, National Sales Managers), create joint business proposals, review results, and generate insights and opportunities for enhanced long-term value creation.

Data-Driven Decision Making :

Create and maintain a dashboard of the top 50 key accounts with a calendar of engagements, business growth, market share, future opportunities / hospital expansion plans (specialty / projects), earnings call highlights, etc.

Analyze the go-to-market model for critical accounts and provide insights on success rates for key parameters.

Generate key insights from Business MIS to identify opportunities for timely action and drive sales through upselling and cross-selling.

Conduct predictive analytics to identify potential areas for demand generation to enable proactive engagement with accounts to drive outcomes .

Value Program Management :

Identify value programs for key customers after feasibility and potential impact analysis.

Liaise closely with Sr. Strategic Account Managers, Key Account Managers / Category Regional Healthcare Managers, Marketing, and Compliance to ensure full alignment on value programs.

Define success metrics and link the outcomes to long-term business impact through business cases for each program.

Influence and align internal stakeholders and ensure end-to-end and timely execution of the value programs.

Key Skills and Qualifications :

Educational Background :   University degree in Science, Health Sciences, or Business.

Experience :   5+ years of pharmaceutical experience, with experience in specialty pharmacy and patient support programs being an asset.

Customer-Facing Experience :   Experience in an institutional setting is an asset.

Analytical Skills :   Strong analytical and problem-solving skills, with the ability to generate insights from data.

Project Management :   Strong project and program management skills.

Excellent communication and interpersonal skills.

Leadership :   Ability to develop and motivate others, and lead through change without having direct authority.

Business Acumen :   Strong business acumen and strategic thinking abilities.

Ability to Travel :  50%

Key Stakeholders :

Internal Stakeholders :   Category Sales and Marketing Teams, Strategic Accounts team, Finance, Market Access, Supply Chain, Compliance teams.

External Stakeholders :   CXOs, Supply Chain Heads, HODs, KOLs for top key accounts, key distributors, and stockists.

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

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