Sr. Health Care Executive
Pfizer · Mumbai, Maharashtra, India
- On site
- Full-time
- $150,000 / year
- Mumbai, Maharashtra, India
Job highlights
- Achieve and exceed sales targets in oncology territory.
- Engage oncology healthcare professionals with scientific information.
- Build relationships with Key Opinion Leaders (KOLs).
- Execute product promotion campaigns and detailing.
- Utilize technology for field execution and engagement.
About the role
Role Summary
The Sr. HCE (Oncology) is responsible for achieving and exceeding budgeted sales through planned customer coverage and timely implementation of approved sales promotion initiatives within an assigned geographic territory. The role serves as a key interface between Pfizer and oncology healthcare professionals by providing scientific and patient-care information on Pfizer products in line with established sales, distribution, and compliance policies.Strategy and Policy
Develop a clear understanding of the role as a responsible executive of the Company and apply knowledge, experience, and skills to achieve defined objectives for the position and the territory. Keep company policies and business interests uppermost while executing responsibilities as per guidance of the Organization. Review and discuss monthly plans to achieve the territory sales budget. Deliver compliant promotional messages tailored to customer needs, aligned with brand strategy.Operational and Process
Plan and execute customer coverage independently for the assigned oncology territory to drive demand and achieve business objectives. Build relationships with and manage Key Opinion Leaders (KOLs) and key oncology customers (e.g., Medical Oncologists, Hemato-Oncologists, Onco-surgeons, institutions). Execute approved product promotion campaigns for new and existing products within the territory. Conduct meticulous one-to-one in-clinic product detailing for oncology brands, highlighting approved scientific features/benefits, efficacy/safety profile, and relevant clinical evidence (as per approved label and materials). Track oncology institution/hospital purchase trends for the territory (including key account movement and formulary/tender dynamics, as applicable); identify opportunities and risks to support growth. Conceive, plan, and organize Continuing Medical Education (CME) programs in coordination with hospital stakeholders, in line with applicable policies. Coordinate with Carrying & Forwarding Agent (CFA) for inventory management to enable product availability.Financial
Ensure achievement of sales budgets for the assigned geographic territory and contribute to exceeding targets where feasible. Provide inputs to the Regional Manager to validate the sales forecast / rolling sales plan as per the defined frequency. Provide inputs to help manage salvage / returns (salvage net) and maintain it at acceptable levels.Technical
Use available technology solutions to enable better information availability and disciplined field execution (e.g., timely and accurate data entry into approved sales systems). Leverage relevant digital/technology developments for effective field operations and customer engagement. Conduct basic sales analytics to identify priority accounts, stakeholders, and focus areas for growth within the territory.Qualification
Degree in Sciences / Pharmacy (preferred); Graduation with relevant experience may be considered. 5–7 years of relevant sales experience in pharmaceuticals / healthcare, with proven territory ownership. Prior experience in a similar capacity is preferred.Skills & Knowledge
Strong scientific acumen with the ability to conduct high-quality in-clinic scientific conversations. Strong oncology therapy-area knowledge and related medical information. Ability to engage HCPs in evidence-based oncology discussions (e.g., line of therapy concepts, treatment goals, patient journey considerations) while remaining fully compliant with label and policy. Customer relationship management skills, including KOL engagement and stakeholder mapping in hospital ecosystems. Planning and prioritizing: ability to build and execute weekly/monthly territory action plans. Analytical mindset: monitor and analyze trends of own business, capture timely/accurate field data in approved systems, and use territory insights to identify priority accounts, stakeholders, opportunities, and risks. Key Competencies: Compliance to SOPs and guidelines. High drive for results. Planning & Prioritizing; Articulate in-clinic communication; Customer focus; Integrity; Confidence & commitment; Initiative; Teamwork & co-operation; Performance orientation. Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.Key skills/competency
Sales, Oncology, Healthcare, Pharmaceuticals, Customer Relationship Management, KOL Engagement, Territory Management, Scientific Acumen, Compliance, Analytical Skills.Skills & topics
- Senior Health Care Executive
- Oncology Sales
- Pharmaceutical Sales
- Healthcare Executive
- Pfizer Jobs
- Sales Management
- Territory Management
- KOL Engagement
- Medical Science Liaison
- Oncology
How to get hired
- Tailor your resume: Highlight 5-7 years of pharmaceutical/healthcare sales experience, specifically in oncology, and showcase proven territory ownership.
- Emphasize scientific acumen: Detail your ability to conduct high-quality, evidence-based oncology discussions with healthcare professionals.
- Demonstrate customer focus: Showcase strong relationship-building skills, including KOL engagement and stakeholder mapping in hospital settings.
- Quantify achievements: Use specific numbers and data to illustrate your success in achieving and exceeding sales budgets in previous roles.
- Prepare for interviews: Be ready to discuss your understanding of oncology therapy areas, compliance policies, and your strategic approach to territory management.
Technical preparation
Master product details and clinical evidence.,Understand oncology therapy area and patient journeys.,Practice compliant, evidence-based scientific discussions.,Learn to use sales systems and analytics tools.
Behavioral questions
Describe a time you exceeded sales targets.,How do you build relationships with KOLs?,Explain your process for territory planning.,How do you handle compliance challenges?
Frequently asked questions
- What are the primary responsibilities of a Sr. Health Care Executive (Oncology) at Pfizer?
- The Sr. Health Care Executive (Oncology) at Pfizer is responsible for achieving and exceeding sales targets within an assigned territory. This involves customer coverage, implementing sales initiatives, providing scientific information on Pfizer's oncology products, building relationships with Key Opinion Leaders (KOLs) and other healthcare professionals, and managing territory operations in compliance with company policies.
- What qualifications are required for the Sr. Health Care Executive (Oncology) role at Pfizer?
- A degree in Sciences or Pharmacy is preferred. Candidates should have 5-7 years of relevant sales experience in the pharmaceutical or healthcare industry, with a proven track record of territory ownership. Prior experience in a similar oncology sales capacity is highly preferred.
- How does Pfizer ensure compliance in its sales roles like the Sr. Health Care Executive (Oncology)?
- Pfizer emphasizes compliance through rigorous adherence to Standard Operating Procedures (SOPs) and guidelines. The Sr. Health Care Executive is expected to deliver compliant promotional messages, engage in evidence-based discussions within approved label and policy limits, and maintain integrity in all professional interactions.
- What kind of customer engagement is expected from a Sr. Health Care Executive (Oncology) at Pfizer?
- The role requires building strong relationships with key oncology customers, including Medical Oncologists, Hemato-Oncologists, and Onco-surgeons, as well as institutions. This involves meticulous one-to-one in-clinic product detailing, highlighting scientific features, efficacy, and safety based on approved materials, and engaging in evidence-based discussions.
- How is success measured for the Sr. Health Care Executive (Oncology) position at Pfizer?
- Success is primarily measured by the achievement and exceeding of budgeted sales for the assigned geographic territory. Additional metrics include effective territory management, successful execution of promotional campaigns, accurate data entry into sales systems, and contributing to sales forecasts and salvage/returns management.
- What does 'KOL engagement' mean for the Sr. Health Care Executive (Oncology) role?
- KOL engagement refers to building and maintaining relationships with Key Opinion Leaders in the oncology field. These are influential healthcare professionals whose insights and recommendations can significantly impact treatment trends and product adoption within the territory.