Customer Value Manager in Strategic Account Management is responsible for driving Business Operations, Governance of Business Practices, Ownership of Business MIS, Analytics and Customer Revenue by looking at various key insights for opportunities to take timely action and push for sale of next best product / upselling / cross-selling. The position is responsible to support the Sr. Manager, KAM Excellence in program management as we well as national coordination amongst various stakeholders for successful project completion.
He/She will be responsible for creating central repository of all contracts/TC/Tenders/Formulary/Stock information and also for creating alerts before expiry for timely renewal/execution/liquidation etc. This incumbent has to be good in MIS, has to have analytical bent of mind and has to support the management in decision making through and day to day business operations through data & insights.
Role Responsibilities:
Strategic Support:
Enable a culture of continuous improvement through insights and trends to improve internal processes, and sales parameters such as product penetration, account engagement & revenue parameters.
Leverage data, insights and trends to support the Strategic Accounts Management team in driving KAM one-Pfizer strategy.
Support account based marketing and value maximization insights and programs
Conduct predictive analytics to identify potential areas for demand generation to enable proactive engagement with accounts to drive outcomes.
Undertake digital adoption and transformation initiatives as needed.
Business Governance:
Analyze the go-to-market model for critical accounts and provide insights on success rate for key parameters.
Run regular analytics and publish insightful dashboards to identify areas of opportunity, threats and risks.
Support Sr. Manager, KAM Excellence & Strategic Kay Accounts Lead with business governance through through data insights.
Conduct monthly and weekly business and governance reviews to ensure internal adherence & quality management.
Identify opportunities through trends in areas where we can find lucrative bundling options, upsell or cross-sell.
Undertake training initiatives that would to help create data awareness, enable data-driven thinking and upskill colleagues on foundational analytics in the KAM function.
Systems & Process Management:
Managing business information systems and consolidate information sources where needed.
Track Contract RC/Tender vs Actual Governance
Design a one-stop repository of Contracts/RAF/Tenders.
Program management: Customer KYC /PCV/ Zavi/<5% RMS / NHM-State etc.
Best practice Documentation, Publication and Replication within KAM learnings and from other categories to even Global KAM COE.
Organizational Relationships:
Internal non customer facing position
All HO and Field teams of KAMs
CFT teams across categories
Marketing, Finance and Access
Qualification
5-8 years of experience in Project Management/Program Management and MIS Management
Graduation (MBA preferred). Candidates from Pharma/LifeScience/Medical Devices/ Consulting industry preferred
Excel/Access/Database Management/Analytics skills required
Exposure to Sales Management and Key Account Management Tools/CRM
Absolute clarity on communication
Good team player and great in collaboration and coordination.
Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.