In completion of the position description, provide definitions for all acronyms.
Summarize the primary purpose of the position, including scope of responsibility in 5-7 concise sentences. (i.e. Global vs.
Country/Region) It may be helpful to complete this section after you have finished the other sections of the document.
The Institutional District Manager (IDM) is responsible for maximizing business opportunities in the government / Corporate sector. The
role holder is responsible managing the key accounts in the government /Corporate sector including management of overall commercial
performance of the institutional business and developing key relationships. He / she is responsible for working with sales team
and cross-functional stakeholders to ensure appropriate level of support for an account, including identification and
development of additional revenue opportunities.
In order of importance, list the key accountabilities critical to the performance of the position. It is recommended not to list
actual tasks but focus on essential responsibilities that highlight accountability and level of judgment required.
1. Strategic/ Policy
Develop the strategic plan for institutional sales in the government sector for the region by taking a short, mid and
long term view of the business
Analyze and understand the impact of macroeconomic factors and industry trends on the government/corporate sector
institutional sales business and create account plans accordingly to optimize sales opportunities
Conduct sales analytics for the entire region for government sector institutional sales to help draw out trends that
impact the future business plans and provide inputs to the business manager for driving growth
Develop the product positioning strategy for the government sector in alliance with the marketing team
2. Operational / Process
Track tenders released by government bodies in the region and respond to them in a timely manner
Stay updated about changes in terms and conditions, criteria for selection of products, information on prices, etc. by
liaising with public bodies like Health Ministry - Secretary and Joint Secretary (Health), CGHS Directorate, Board
Members of Railways, Director General Armed Force Medical Store, Medical Commissioner, ESIS and international And Corporate Hospitals
agencies helping state-wise purchase
Work towards getting Pfizer products included into the preferred list of products for the accounts managed
Manage a set of prioritized (designated) accounts to achieve agreed business objectives
Monitor progress of accounts managed and evolve action plans as appropriate (monitor account contacts, plan
execution, profit, value, volume growth, and market share)
Identify the decision making and influencing network (within and those impacting the accounts) for the government
bodies identified within the region
Develop / maintain effective relationships with national, regional or local bodies / government officials and any other
key stakeholders and decision making authorities within prioritized accounts
Leverage opportunities for synergy and collaboration (with relevant internal and external stakeholders) to adequately
meet the customer needs and achieve the business goals for Pfizer
Develop relationships with Key Opinion Leaders who would have a strong influence in government institutions in the
Cross Functional Interactions
Coordinate with cross functional teams to deploy offerings and value propositions created for the government sector
Coordinate with the sales teams to ensure that the account plans are adhered to and the sales opportunities are
maximized across the total product portfolio offered by Pfizer for the accounts managed
Update key stakeholders routinely on the status of the accounts managed and align them with any modifications in the
Provide key account / customer insights to the marketing and strategy teams to help them co-create the marketing /
strategic plan for the government sector
Communicate account information, competitor information, and value proposition (insights) to commercial team
Coordinate with the distribution team to ensure availability of products as per the account plans
Demonstrate and promote Pfizer global values in all interactions.
Demonstrate leadership behaviors
Ensure achievement of sales budgets for the assigned accounts in the region
Align budgets and resources based on the account opportunities & business potential to optimize return on investment
Use technology solutions for enabling better information availability.
Provide the primary contacts that this position will have interaction with as a regular part of the position responsibilities.
Include any external interactions as appropriate.
External: Government bodies
Internal: Business Manager, HO colleagues (Marketing, Medical Affairs, Sales), Distribution Team
Skills / Knowledge / Qualification / Experience
Indicate the formal education, certification or license required and/or preferred. Include the minimum number of years of
relevant experience required for the position.
510 years of pharmaceutical experience (sales, marketing, operation, account management etc.) preferred
Key Account Management and/or Sales Leadership experience preferred
BA/BSc degree required. MBA preferred.