US Territory Optimization Lead

ROLE SUMMARY
The US Territory Optimization Lead is a Commercial Operations role responsible for leading services that drive performance, engagement, scale, simplicity, and efficiency for Customer Facing Colleagues (CFCs).
Commercial Operations strategic levers and platforms allow Pfizer CFCs to achieve productivity, engagement excellence and superior customer experience.
The US Territory Optimization Lead role will function as a territory optimization subject matter expert supporting seven business lines and ~4,500 CFCs. The role will be responsible for quarterly realignments, FF mapping and proactive territory health for Commercial CFCs including Sales, Account Management, Patient and Reimbursement.
The role will also support the Contracted Deployments Management (CDM) service category by leading territory design and optimization specific to contracted service provider programs covering contracts worth $130M.
ROLE RESPONSIBILITIES
Field Force Mapping Delivery

• Lead major field force mapping activities (Pfizer Commercial & Contracted CFCs) in support of deployments led by CFCD BU leads, covering ~4,500 CFCs across 7 BUs (30+ teams)
• Ensure promotional strategies translate into increased profitability through effective allocation of resources
• Partner with Data Science / Insights Strategy & Execution to ensure deployment models are aligned with Pfizer's overall sales strategy
• Subject matter expert on FF mapping tools and software (ie, JTD, Regiograph); lead mapping tool evaluation and selection in partnership with Digital and CMO colleagues

Territory Optimization

• Key advisor to sales leadership on best practices and long-term strategy regarding field force design
• Identify opportunities for cross brand discussions to facilitate knowledge sharing and development of best practices.
• Develop deployment insights report to be shared semesterly with senior leaders describing territory health of current alignments (ie, workload balance, geo size, etc.)
• Develop post-alignment KPIs to be measured and reported upon following all major deployments, ensuring quality
• Proactively keep Leadership Team, Business Operations Partners and CFC Excellence & Enablement informed of all territory optimization activities, to ensure the optimal resourcing model is being applied to the commercial event

Orchestrate end-to-end contracted deployments within managed systems and tools

• Lead for territory optimization of CDM engagements covering ~650 US contracted CFCs ($126M); build efficient and optimized sales structures, reporting alignment and geographies.
• Review CDM program alignments to accommodate changes due to business need, to include addition of CFC headcount, new product additions/removals and creation of new territories in order optimize overall deployment effectiveness.
• Support CDM Service Delivery Lead with category-specific initiatives improving overall service delivery and impact

Partners with Commercial stakeholders in defining priorities to drive market performance and CFC impact

• Collaborate with Commercial Teams, Digital, Data Science and Chief Marketing Office to ensure alignment requirements are understood and implemented correctly and on time.
• Identify opportunities to drive greater efficiencies across functional silos optimizing the end-to sales planning and execution process
• Maintain strong partnership with Legal, Compliance and Procurement, ensuring systems, processes and contracted sales engagements are consistent with Pfizer and government regulations. Be able to identify and report any potential risks/impacts and ensure appropriate action.

BASIC QUALIFICATIONS

• BS/BA Required
• 8+ years relevant, preferably commercial experience, in Sales Force Enablement and working across complex organizations, in diverse cultures and business environments; willingness for cross cultural learning.
• 7+ plus years of experience in pharmaceutical, biotech, or medical marketing/sales with at least five years spent in a promoted sales, marketing or operations position and/or developmental role with demonstrated leadership across peer and manager groups.
• Experience with mapping software (JTD/Regiograph/Other) and knowledge of territory design principles
• Experience working with Contract Service Providers/flexible resources preferred.
• English language fluency; very strong communication and collaborative skills
• History of developing strategic concepts and delivering tactical results.
• Ability to listen and ask relevant and probing questions and use analysis to support effective decision-making.
• Strong analytical skills
• Documented experiences leading crucial conversations and building credibility.
• Success in partnering with senior commercial leaders who have P&L responsibilities.

PREFERRED QUALIFICATIONS

• MBA or advanced degree preferred;
• Experience with JTD or Regiograph mapping software preferred
• Project management training a plus
• Financial management skills

Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact.
Other Job Details:

• Work Location Assignment: Hybrid
• Last day to apply: April 29, 2025

The annual base salary for this position ranges from $156,600.00 to $261,000.00.* In addition, this position is eligible for participation in Pfizer's Global Performance Plan with a bonus target of 20.0% of the base salary and eligibility to participate in our share based long term incentive program. We offer comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life's moments. Benefits offered include a 401(k) plan with Pfizer Matching Contributions and an additional Pfizer Retirement Savings Contribution, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage. Learn more at Pfizer Candidate Site - U.S. Benefits | (uscandidates.mypfizerbenefits.com). Pfizer compensation structures and benefit packages are aligned based on the location of hire. The United States salary range provided does not apply to Tampa, FL or any location outside of the United States.
* The annual base salary for this position in Tampa, FL ranges from $141,000.00 to $235,000.00.
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. This position requires permanent work authorization in the United States.
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