Hospital Business Unit Trade National Account Director, US

ROLE SUMMARY
The Trade National Account Director in Pfizer's US Hospital Account Management Team is accountable to lead and manage the enterprise business relationship on behalf of Pfizer with assigned Wholesale, Distributors and Specialty Drug Distributor customers. In this position, the individual will reinforce the value of our products with these customers to ensure patients have safe, efficient, and affordable physical access to Pfizer's Hospital Portfolio of pharmaceutical products across therapeutic categories.
The National Account Director is responsible for positioning Pfizer Hospital Business to achieve business objectives by increasing product acceptance and sales through the development of business partnerships, problem resolution, and customer service with key executives of assigned customers, which may include: pharmaceutical wholesalers, distributors, specialty distributors, specialty GPOs, and other Trading Partners in the United States. Corporate and regional offices of national drug wholesalers and institutions are also included with the incumbent's responsibility for assigned customers. This position will require a high-level working knowledge of all pharmaceutical distribution channels in the United States and of the Multisource Injectables Market.
In addition, the Trade National Account Director will be responsible for supporting sales force strategies in support of the business. This will include evaluating and executing contracts and developing contract strategies across the product portfolio and all customer classes of trade for the business. The Director will also assist in evaluating opportunities for product alliance, strategies, and alternate marketing, Wholesaler Source Programs, and distribution strategies.
This Trade National Account Director position requires the individual to be the Wholesaler, Distributor, Specialty Distributor, and Specialty GPO expert responsible for developing an intimate knowledge of customer's strategies and capabilities. In addition, they serve as an expert to all internal Pfizer stakeholders on the Wholesale, Distributor, and Specialty Distributor business models and the impact of an evolving healthcare environment. In collaborating with internal stakeholders, this position enables the delivery of optimized programs and enhanced patient experiences across the entire Pfizer portfolio of products.
ROLE RESPONSIBILITIES

• Position Pfizer's Hospital Business to achieve revenue and business objectives by developing and growing business partnerships and increasing sales by negotiating prices and contracts with customers across several classes of trade including national & regional wholesalers, distributors, specialty distributors, and specialty GPOs. Gain the cooperation necessary to meet objectives by assisting customers to achieve their business goals.
• Leads all aspects of priority Wholesale, Specialty Distributor account business planning and execution aligned to the Channel Management operating plans
• Schedules Top-Top meetings as required and leads agenda development.
• Ensures product stocking goals are met to support new product launch with all accounts.
• Effectively negotiates and manages all Wholesaler agreements within the Pfizer portfolio of products.
  • Wholesaler Distribution Service Agreements (DSAs)
  • Performance Rebate Agreements
  • Off Invoice Discounts to support product stocking for downstream customers
  • Periodic wholesaler compliance reviews with customers
  • Master Service Agreement negotiation (MSAs)
  • Brand specific Statements of Work (SOWs)
  • Confidentiality Disclosure Agreements (CDAs)
  • Periodic business reviews with customers
• Conducts quarterly review of DSA performance metrics, identifies opportunities for improved performance and aligns customer plans to remedy such gaps to support business requirements.
• Exhibits expertise in contract management, suggesting methods to address customer input leading to successful execution of new agreements or amendments to support product programs as required.
• Assist in strategic aspects of the business with sales strategy development, customer initiative identification and colleague training and assistance (contracts, COT strategies) as well as other duties as defined.
• Provide input to contract strategy development and implementation. Be an expert in providing contract intelligence, expertise and new strategies. Assist Account Directors in targeted contract strategies for key accounts.
• Accountable for presenting, persuading, and selling Pfizer Hospital Business' products to customers, who have alternative choices in the generic marketplace. Responsible for structuring and presenting a profitability package and program to the customer.
• Direct the activities & resources of Pfizer & Pfizer's Hospital Business shared services to maximize generic product launch sales and market share, extended-product-line portfolio penetration and price realization across the customer portfolio.
• Accountable for administering continuously changing sales programs (rebates, allowances, etc.) for Pfizer Hospital.
• Responsible for establishing and maintaining a communication link between Pfizer Hospital and the customer to provide insight, overviews and focus for Pfizer's Hospital Business marketing efforts.
• Assist in long range planning and improve the organization's ability to respond to changes in the market.
• Responsible for creating and implementing a strategic business plan for each major account in concert with Pfizer Hospital's strategic goals.
• Work with assigned accounts to develop and administer Distribution Service Agreements and wholesaler/distributor source programs.
• Coordinate the tactical implementation of projects and contracts with assigned major accounts.
• Provide information to Pfizer Hospital's on market activity, customers' needs, etc., and serve as a resource person in recommending policies, procedures and programs applicable to national and regional accounts.
• Responsible for arranging initial product stocking; providing current information to help establish pricing strategies, coordination of information on product availability; negotiating applicable contacts or special sales agreements; and monitoring stock and sales to prevent or solve problems that may occur.
• Effectively and proactively work with Product Portfolio management to synchronize the Pfizer Hospital forecast to market share acquisition opportunities. Collaborate with colleagues that play key roles in product forecasting and customer accounts receivable issues.
• Provide information to the customer on new or existing products, on planned promotional activities, to provide necessary lead-time for the customer to respond (e.g., computer systems, sales representative information).
• Function as liaison between Pfizer internal service providers and customers in areas involving the day to- day business.
• Provide Pfizer and Pfizer Hospital Business management with competitive intelligence on emerging trends and competitors in the generic marketplace, which could have an impact on current and future products or Pfizer/Pfizer Hospital's interests.
• Be accountable for structuring pricing and rebate terms for customers consistent with Pfizer Hospital's SOP's, applicable laws and contracts, rebates, pricing and distribution systems capabilities.
• Work directly with Credit personnel to manage A/R risk with assigned accounts.

BASIC QUALIFICATIONS

• BS or BA degree or equivalent experience.
• 8 years of demonstrated success in business and account management;
• Experience with Wholesale, Distributor, and National Accounts.
• Ability to demonstrate personal leadership and accountability in day-to-day activities with an operational regard for customer needs and process requirements.
• Detailed understanding of the pharmaceutical industry and classes of trade, and especially the Multisource Injectables Marketplace. Working knowledge of the healthcare industry.
• Experience and training in pricing and contracts negotiations
• Demonstrated ability to immediately follow-up with customer requests and addressing identified issues promptly to meet customer expectations.
• Established working knowledge of contracts and charge-backs and related systems.
• Solid interpersonal and communications (oral and written) skills; demonstrated personal trustworthiness, courtesy, cooperation and flexibility in working, interacting and communicating with diverse individuals/groups and ability to develop and maintain effective, trusting work and customer relationships.
• Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact.

Other essential skills to perform the required job functions:

• Product Market Dynamics Expertise
• Pharmacy Experience (Payer, Retail, GPO, Wholesaler, Independently owned)
• Comprehensive Short and Long Term (3-5 years) Strategic Account Plan Development
• Strategic Leadership Skills
• Organized Customer Business Acumen
• Pfizer Business Acumen
• Analytical Expertise
• Proven Track Record of Successful Tactical Execution
• Service Agreement Negotiation and Implementation Expertise
• Performance Contract Negotiation and Implementation Expertise
• Creative Solution Seeking Skills.
• Communication Skill Proficiency Both Verbal and Writing
• Self-Awareness and Political Savvy
• Skilled Working in a Matrix Organization
• Strong consultation and relationship building skills and ability to interact with a variety of teams and at various levels within an organization
• Demonstrated skills to negotiate at Senior management level
• Ability to build a team and lead to the completion of objectives
• Fluency in the use of PowerPoint and Excel software packages required
• Willingness and ability to travel nationally and frequently to interact with assigned customers

Other Job Details

• Last Date to Apply for Job: March 27, 2025

The annual base salary for this position ranges from $182,000.00 to $303,300.00. In addition, this position is eligible for participation in Pfizer's Global Performance Plan with a bonus target of 22.5% of the base salary and eligibility to participate in our share based long term incentive program. We offer comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life's moments. Benefits offered include a 401(k) plan with Pfizer Matching Contributions and an additional Pfizer Retirement Savings Contribution, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage. Learn more at Pfizer Candidate Site - U.S. Benefits | (uscandidates.mypfizerbenefits.com). Pfizer compensation structures and benefit packages are aligned based on the location of hire. The United States salary range provided does not apply to Tampa, FL or any location outside of the United States.
Relocation assistance may be available based on business needs and/or eligibility.
Sunshine Act
Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider's name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.
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. This position requires permanent work authorization in the United States.
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