Pfizer Specialty Healthcare Representative, Vaccines in Grand Rapids, Michigan

About Pfizer

A career at Pfizer offers opportunity, ownership and impact.All over the world, Pfizer colleagues work together to positively impact health for everyone, everywhere. Our colleagues have the opportunity to grow and develop a career that offers both individual and company success; be part of an ownership culture that values diversity and where all colleagues are energized and engaged; and the ability to impact the health and lives of millions of people. Pfizer, a global leader in the biopharmaceutical industry, is continuously seeking top talent who are inspired by our purpose to innovate to bring therapies to patients that significantly improve their lives.

Role Description

Pfizer US Vaccines is responsible for delivering results for a $3B franchise business annually and a large share of the growth potential is expected to come from new and growing channels. The Specialty Healthcare Representative (SHR), US Vaccines will be responsible for building business relationships and driving product sales within new channel accounts. The SHR will serve a diverse set of customers. The SHR will initiate and build new relationships with pharmacy mid-level decision makers in the target markets to ensure that those decision-makers follow pharmacies' HQ direction to immunize appropriate people. In this role, the SHR will be responsible for pull-through and demand generation among these middle-level pharmacy managers. The SHR will also have responsibility in the hospital channel, working to appropriately improve product access and rate of adoption through the preservation and addition of Prevnar 13 on formulary, protocol and/or CPOE and through influencing customers to appropriately immunize in the hospital and in hospital-influenced accounts. SHRs will engage district-level decision-makers in, long term care institutions, and dialysis centers, as well as college health administrators. The SHR will be responsible for new channel business in a specific territory. The SHR will operate in a team environment that encourages innovative ideas and a culture of collaboration and teamwork. In this team, the SHR will coordinate with the current sales force and interface with the US Vaccine Account Managers, and the Vaccines New Business Channel Directors to stay current on the strategy for the new channels. Given the diversity of the customer set, the SHR will need to be agile and adapt to the changing customer needs and priorities. The SHR will also need to be persistent and convincing to build relationships where none exist today, as a means to creating a pathway to optimize the customers' adult vaccination opportunities. To succeed in this role, the candidate must excel at working in both lateral and vertical organizations both within Pfizer and the customer organization.


The SHR will be accountable to meet or exceed product sales objectives for assigned accounts. Responsibilities include: 1. Account targeting and access: * Collaborate with a range of cross-functional colleagues including District Business Managers (DBMs), Vaccine Account Managers (VAMs), Professional Health Reps (PHRs) and New Channel Directors (NCDs) to prioritize opportunities and understand, develop and execute the strategic plan for target accounts * Gain access to customer field management or institutional decision makers such as long term care, dialysis center, colleges, etc, even in difficult situations * Build and maintain strong lasting relationships across key customers * Dynamically adapt priorities and call plans in response to evolving account needs * Manage all customer business dynamics for assigned accounts 2. Sales: * Develop a tailored sales approach to each account based on their needs, in line with PHRs/DBMs, NCDs and VAMs * Conduct sales calls that employ strong pre-call planning, effective opening, presentation focus and productive questions, issue identification and effective close * Analyze trends, competition, past customer interactions, and other market data to maximize effectiveness of each call * Use latest marketing content to address needs of customers * Work closely with internal cross-functional teams to bring relevant skills to provide customer solutions 3. Coordination: * Share key lessons and developments regarding the account with NCDs, PHRs/DBMs, and VAMS * Prepare for, attend, and actively participate in all required sales conferences and training classes at local and/or remote locations


  • BA/BS Degree from an accredited institution * Demonstrated success in problem solving and entering new markets in a structured organization* Demonstrated track record of success and accomplishment in pharmaceutical sales experience* Proven track record of successful team-based selling in new and undefined environment in large complex institutions preferred* Demonstrated high degree of business acumenRequirements:* Ability to travel domestically and stay overnight as necessary. Frequent overnight travel may be necessary in most territory locations.* Valid US driver's license and a driving record in compliance with company standards.* Live within 50 miles of territory HQ city or designated center of business.Preferred:* 18 months previous pharmaceutical sales experience* In-depth expertise in, or demonstrated ability to learn, current promoted vaccines including Prevnar 13 and Trumenba Skills* Analytical thinking to set an aspiration for the future, quickly gather key insights about the customer, assess customers' needs and offer a targeted solutions* Demonstrated agility in identifying and responding to evolving customer needs and prioritization * Exceptional aptitude for learning and communicating technical and scientific product and disease management information to customers * Excellent communication skills to convincingly explain sales argument and clinical value proposition of the vaccines to target customers, and to influence the products' acceptance within the customer organization* Excellent interpersonal skills to quickly cultivate and build lasting relationships with mid-level account managers in large complex institutions * Ability to work independently and manage time effectively and independently* Proficiency in using sales data/call reporting software/applications * Strong organizational skills to manage call plan, prepare in advance, and to generate structured notes on follow ups required* Strong collaborative mindset and ability to work across vaccine customer facing teams

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.

Specialty Healthcare Representative, Vaccines Grand Rapids, Michigan 1043317