Vaccines Area Business Manager - Pittsburgh, PA

Role Summary

The Vaccines Area Business Manager (ABM) reports to the Regional Business Director (RBD) and leads 12–14 field representatives across the Northeast. The ABM drives sales performance for the portfolio, analyzes market trends, and builds relationships with accounts, retail partners, and marketing colleagues. The role requires in-field and virtual coaching, frequent customer contact, and the development of strong partnerships with accounts, retail, and cross-functional teams, while ensuring compliant execution and integrity. Travel may be required.

Responsibilities

• Supervise operations of the Area, including hiring, live coaching, virtual coaching, representative development, performance management, and the assignment of priority accounts within the medical community, overseeing 12–14 representatives.
• Develop and implement strategic plans for the Area, manage the district-level budget in alignment with RBD expectations.
• Plan, organize, and monitor performance to achieve the Area and Region's business potential.
• Ensure effective utilization of promotional material by territory representatives and contribute to annual marketing plans, measuring implementation and assessing marketing activities as part of total marketing operations.
• Conduct proactive data analysis to identify market trends.
• Collaborate to identify and motivate key account development opportunities that impact regional and national business.
• Build relationships with customers (including KOLs) and key stakeholders (Area/Region Management Teams, Channel Partners, and cross-functional partners) and use content appropriately for engagement.
• Develop external advocates and contribute to advocacy and community engagement as necessary.
• Champion cross-functional collaboration to deliver on customer needs while ensuring compliance guardrails are respected by representatives.
• Coach representatives on connecting cross-functional colleagues to address customer needs and how to use digital tools.
• Plan and conduct plans of action and other meetings with Area Management Teams, Channel Partners, and other cross-functional partners.
• Collaborate effectively in an integrated account team.
• Ensure cross-functional partnerships within Pfizer’s markets/customers to build effective relationships and face-to-face selling.
• Lead cross-functional partnerships ensuring patient services are being met as necessary.
• Maintain enhanced product/portfolio, disease state, and market knowledge to respond accurately to questions from customers and reps.
• Able to expertly operate digital and virtual tools/platforms.
• Leverage insights from new analytics tools (e.g., 360-degree customer insights).
• Demonstrate advanced virtual communication skills (empathy, listening, probing questions).
• Remain flexible with time management to maximize HCP engagement across large geographies.
• Work with Area members to coach and counsel on performance improvement and selling skills, product knowledge, and capabilities needed for successful representative development, including the development of business plans.
• Ensure actions of self and team are fully compliant; understand and apply all relevant compliance policies; escalate issues as necessary and foster a culture of integrity.
• Implement and uphold Area Standards with sales colleagues.
• Apply situational leadership to intervene at the appropriate developmental level.
• Use multiple and interactive methods of coaching across all engagement types (e.g., F2F coaching, virtual ride-alongs).
• Build a strong team culture, colleague engagement, and morale.
• Promote a feedback culture and continuous improvement mindset to assess the quality of the customer experience.
• Set team goals and hold team members accountable for time management, technical knowledge, communication, compliance, and use of technology.

Qualifications

• Required: Bachelor’s Degree.
• Required: Must live within 50 miles of the Area boundary.
• Required: 3–5 years of pharmaceutical, biotech, or medical marketing/sales experience with demonstrated leadership across peer and customer groups.
• Preferred: Experience working with key thought leaders or high-influence customers in large group practices, hospitals, or managed care organizations.
• Required: Travel as needed to develop internal and external relationships.
• Required: Valid US driver’s license and driving record; DUI/DWI or impaired driving in the past 7 years disqualifies.
• Required: Demonstrated breadth of diverse leadership experiences and capabilities including the ability to influence and collaborate with peers, develop and coach others, and guide work to achieve meaningful outcomes.
• Preferred: MBA or relevant graduate degree.
• Preferred: 5+ years people management experience and ability to develop and motivate others, lead through change, and deliver on business imperatives.
• Preferred: Vaccines experience and expertise strongly preferred.
• Preferred: Ability to develop and reinforce team expertise across a broader portfolio of content to show a Science First mindset.
• Preferred: Cross-functional collaboration mindset to facilitate One Pfizer commitment to customers.
• Preferred: Feedback culture mindset.
• Preferred: Additional digital training to ensure personal and team adherence (including contracting permissions/guidelines).
• Preferred: Model leader for change, agility, and adaptability.
• Preferred: Excellence in engaging customers and coaching team members in a hybrid environment; strong competency with virtual and digital tools.
• Preferred: Data-driven resource management to ensure proper channel deployment.
• Preferred: Strong organizational and analytical skills; ability to analyze sales data and adapt to Pfizer's technology model.
• Preferred: Strategic thinker with strong execution to deliver results.
• Preferred: Track record of collaborative and motivational leadership and internal stakeholder management.
• Preferred: Enterprise thinking; anticipates consequences.
• Preferred: Excellent facilitation skills.