Commercial Manager, East Africa

Position Summary
Pfizer is committed to improving access to medicines and vaccines in East Africa. The Commercial Manager will serve as Pfizer's in-country commercial representative and play a pivotal role in ensuring Pfizer's meets its commercial objectives. This role will focus on holding the distributor accountable for operational and commercial execution, fostering collaboration, and driving Pfizer's market presence and growth in the region, while optimizing revenues and profitability.
Responsibilities
Distributor Management

• Serve as the primary point of contact between Pfizer and the distributor, ensuring alignment on strategic objectives and execution.
• Hold the distributor accountable for achieving sales targets, market share growth, and key performance indicators (KPIs).
• Monitor and evaluate distributor performance through regular business reviews and audits, ensuring compliance with Pfizer's policies and standards.
• Support the distributor in developing and executing business plans, including sales, marketing, and operational strategies.
• Collaborate with the distributor to ensure optimal product availability, inventory management, and timely order fulfillment.

Market Development

• Act as Pfizer's representative in-country, and maintaining relationships with key stakeholders, including healthcare professionals, and government agencies. Engage with Pfizer XF team for any queries related to the various stakeholders timeously.
• Continually assess and drive market development initiatives to enhance Pfizer's portfolio presence in East Africa.
• Provide insights into market trends, customer needs, and competitive activities to inform Pfizer's strategic planning and decision-making.
• Collaborate with cross-functional teams (Medical, Regulatory, Market Access, and Supply Chain, etc.) to identify and execute market access opportunities.

Commercial Strategy Execution

• Understand distributor marketing needs and partner with SSA Brand Manager to design and implement effective marketing and promotional strategies for the Pfizer's portfolio.
• Support the distributor's sales force (where applicable) in executing field force activities, including customer engagement and demand generation.
• Support SSA Brand Manager and ensure compliance with all promotional guidelines and regulatory requirements in each market.
• Effective management of pricing strategies in collaboration with Commercial lead, Finance, and Health and Value team. Ensure that Health and Value team are correctly briefed on commercial strategy that includes price updates.
• Monitor and analyze sales performance, pricing, and profitability, providing recommendations to distributor improve outcomes.

Relationship Management

• Maintain strong relationships with local healthcare organizations, and other relevant stakeholders to strengthen Pfizer's reputation and influence.
• Act as a trusted advisor to the distributor, providing strategic guidance and support to maximize business potential.
• Serve as the voice of the market within Pfizer, advocating for the needs of customers, stakeholders, and partners in the region.

Operational Excellence

• Coordinate with Pfizer's internal cross-functional teams to ensure smooth operations, including product registration, supply chain management, and financial processes.
• Track and manage budgets allocated to the distributor for promotional activities, ensuring effective use of resources.
• Work with Implement robust reporting and monitoring frameworks to ensure transparency and accountability in distributor operations.

EDUCATION AND EXPERIENCE

• Degree in Sciences or Commerce, Post-Graduate degree will be an advantage
• 8+ years' experience in the pharmaceutical industry
• Experience in Sales Management, Key Accounts Management, Marketing Management and Customer Marketing Management
• Experience working with Distributors and volume customers an added advantage
• Understanding of the financial levers influencing channel management

TECHNICAL SKILLS REQUIREMENTS
Strategic Thinking: Ability to develop and implement business strategies that drive growth and align with Pfizer's vision.
Analytical Skills: Strong ability to analyze data, evaluate performance, and identify opportunities for improvement.
Leadership: Demonstrated capability to influence and motivate partners and stakeholders to achieve shared goals.
Communication: Excellent interpersonal and presentation skills, with the ability to communicate effectively across diverse cultures and levels of the organization.
Problem-Solving: Strong decision-making skills to address complex challenges and develop practical solutions.
Adaptability: Flexibility to navigate ambiguity and manage competing priorities in a dynamic environment.
Willingness to travel frequently across East Africa to oversee distributor operations and engage with stakeholders
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
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