Director Grocery Broker Channels Pfizer Madison

Job Description: • 2-minute read •
The Team Leader, Grocery and Broker Teams will lead and drive the results across a diverse customer portfolio base of Grocery, Military, Convenience, Drug Wholesale, Natural, and Telesales customers. This role will lead a team of Sales Director (s), Customer Team Managers , Business Development Managers (6+, reporting to the Customer Team Managers), Sr. Manager – Food Class of Trade Strategy, Sr. Manager, Broker Operations, and a network of broker resources (50+) that work on behalf of Pfizer to drive results with the customers.
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The focus of the Team Leader will be to develop the culture, process, discipline, and accountability within these teams to deliver over $550MM in Sales annually. The Team Lead will lead the team in the development of goals, priorities, and focus for the respective customer teams and broker network, and develop a consistent methodology / approach to tracking and measuring the results. The Team Leader will be responsible for consistently reviewing the Go To Market approach across this customer base, and making the necessary changes to continue to drive growth and results, which may include growing direct teams, evaluating new brokers, negotiating existing broker contracts, shifting customers across brokers / teams, and ensuring the right support is in place. This role will work closely with Finance and Strategic Revenue Management to ensure profitability and efficiency on continually optimized across this customer base. This Team Lead will also be supported by the Sr. Manager of Broker Operations to work to improve process, scorecarding, and broker accountability to results. This role will work across multiple disciplines within the organization as well as with the retailer and will be responsible for developing, influencing, and implementing key initiatives to drive this customer base. The leader is accountable for all people management responsibilities and helps grow talent in the organization. The Team Leader will also be responsible for serving as a member of several industry organizations focused on the Grocery Channel (ie. FMI and GMDC). This role will also attend and be the lead on driving collaboration and results with customers through several industry conferences including NACDS, GMDC, FMI, NACS, and Expo West. This role will serve as the primary strategic driver with Sales Strategy and Marketing to develop channel and customer specialization where needed along with the Sr Mgr Food Strategy. This leader serves as a key member of the US Sales Leadership Team. The Director is responsible for input and influence to the overall Pfizer Consumer Healthcare US Sales Strategy and go to market approach. This role will report to the Chief Customer Officer.

Responsibilities

Responsibilities
• Managing a large team of cross-functional Pfizer resources. Direct reports include Director(s), Customer Team Managers (2+), Business Development Managers (6+, reporting to the Customer Team Managers), Sr. Manager – Food Class of Trade Strategy, and the Sr. Manager, Broker Operations.
• Lead a large portfolio of customers and the Broker Teams and relationships across the Broker network. Responsible for driving results and accountability across the broker networks – 50+ resources across the different brokers and influencing broker Executives for focus and performance.
• Negotiate contracts to drive greater accountability and shared ownership of results across the broker networks.
• Develop relationships across the broker networks and ensure the Pfizer team has the right broker support to meet and deliver against goals.
• Develop a methodology / process for consistently evaluating the customer base and making adjustments across customer coverage based on methodology.
• Develop a consistent methodology to evaluate and scorecard brokers across the broker network.
• Oversee the broker performance and when necessary, attend calls with the Broker Management Team to drive the objectives with these customers.
• Build Senior Level relationships across this customer base and help PCH win with these accounts on results
• Participate in several industry conferences to engage and continue to build relationships with the customer, ie. NACS, NACDS, GMDC, Expo West, ECRM, etc.
• Full scorecarding and tracking of broker accountability and performance, with monthly business reviews and Quarterly Business Meetings to drive results and best apply resources. Work to develop a review process across the broker network to be led by the Sr. Manager, Broker Operations with oversight from the Team Leader.
• Help to develop the overall customer strategies to drive growth and results across this diverse customer base. Partner with the E-Commerce Team Leader to develop and translate best practices in this emerging space in Grocery to our customers.
• Develop team in current roles, and for future roles within the organization. Participate in Talent Planning process and lead team through Pfizer’s annual development plan process.
• Serve as a member of the Sales Leadership Team. Have input and influence to US Sales Strategic Plan, go to market strategies across business units and brands, and policy.
• Serve as a member of the Extended Leadership Team, made up of Marketing, Sales, PGS, Finance, and other cross-functional leaders across PCH to help optimize plans and strategies to drive PCH to deliver results.
• Lead over $550MM in revenue annually.

Qualifications

• This position requires a Bachelor's degree with a minimum of 10+ years of sales experience to include a minimum of 5+years’ experience at the management level.
• Preferred qualifications include: previous broker management, sales management experience
• Proven track record for delivering sales results and trade fund management discipline
• Must have excellent sales ability and strong leadership skills, including strong influencing and results orientation with an executive presence
• The ability to inspire and lead, as well as negotiate and focus on biggest ROI.
• Must possess comprehensive knowledge of consumer products and industry. Must have excellent interpersonal, prioritization, and communication skills.
• A valid driver's license is required, as well as willingness to relocate and the ability to travel overnight.
• Location: Madison, NJ

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