Title: Oncology Contracting Key Account Director, Oncology Business Unit (Secondment)
Role Description
Oncology Contracting Key Account Managers (C-KADs) are responsible for working with KAM Leadership, Field Sales, Marketing, Payer Regional Key Account teams and relevant HQ teams to support effective and compliant pricing and contracting discussions with Key Accounts, in support of the biosimilar and branded portfolio. C-KADs are expected to effectively and compliantly engage appropriate executive and administrative customers in Key Accounts (with a focus on economic decision makers including Directors of Pharmacy, Office Practice Managers, P&T Committee Members) with respect to the Oncology pricing and value propositions to secure formulary access and appropriate pull through. This includes negotiating with the customer when appropriate and facilitating the communication and alignment with key HQ functions (Marketing, National Customer Group leadership, Legal, Contracting, PCA) to support GPO contracts (inclusive of LOC and LOP opportunities) within this space.
In addition to the customer facing responsibility, the C-KAD will work with their KAD Lead to develop Oncology strategies to capitalize on specific account opportunities within the Region, including leading the effective pull-through efforts in collaboration with KAMs and other customer-facing field functions. The C-KAD will have a broad view of our Oncology opportunities and challenges within assigned KAM accounts, and will make strategic decisions (in alignment with KAM Leadership) on how to maximize the entire Oncology portfolio with Key customers. The C-KAD will also be an active participating member of relevant Regional Account Cross-functional Teams (AXTs).
Oncology Key Accounts include, but are not limited to, large community ONC clinics, NCI/Academic institutions, and Oncology service lines within large hospital systems and IDNs.
Responsibilities
• Appropriate communication and collaboration with relevant cross-functional colleagues (KADs, KAD Leadership, National Customer Group Leadership, Marketing, PCA/SAS, Legal, Contracting, Field Sales, et al) to support effective pricing/contracting strategy/discussions with Oncology Key Accounts.
• Work closely with KADs to ensure development/execution of focused and strategic account plans for all assigned accounts, with specific focus on effective/compliant contracting discussions, and contract pull through.
• Work closely with KADs to co-lead Biosimilar Cross Functional Team (BxT) at local level to maximize pull through of biosimilar portfolio within assigned accounts.
• Where needed/appropriate, and as directed by KAM Regional Team Lead, effectively and compliantly engage appropriate customer targets (executive and administrative level personnel within KAD accounts) with respect to pricing/value messages in support of the full Oncology portfolio (inclusive of Oncology biosimilars products).
• Support the development/execution of effective contracting strategy on behalf of full Oncology portfolio (inclusive of biosims), by representing needs/perspectives of KAD accounts to appropriate HQ-based functions/personnel.
• Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer’s high standards of business conduct.
Qualifications
• 5+ years of pharmaceutical (or related) experience in customer-facing roles/functions
• 3+ years of Oncology and/or Biosimilars market experience and expertise (including buy-and-bill expertise) strongly preferred.
• Strong understanding of evolving healthcare landscape in US, including US Healthcare Reform, and impact on organized provider accounts/customers.
• Strong financial acumen and ability to deliver complex pricing/value messages to organized provider accounts in a fully compliant fashion.
• Demonstrated ability to successfully engage executive/administrative level personnel at large accounts and deliver customer impact.
• Demonstrated ability to think strategically with the ability to formulate, develop, write, communicate and monitor the execution of stakeholder business plans
• Demonstrated experience in executing and in overseeing highly complex programs and projects (i.e., strong project management skills).
• Demonstrated success in collaborating effectively and gaining alignment with colleagues across different parts of the organization (including field and HQ), and leading (formally or informally) cross-functional teams.
Education
• Bachelor’s Degree required
• MBA or relevant graduate degree preferred
Desired Skills, Knowledge & Experience
Business Acumen: Demonstrated strong knowledge of the evolving healthcare market/landscape; ability to develop and manage executive-level relationships with key sccounts (C and D Suite); demonstrated account management & negotiation skills; and understanding of how to prioritize resources and develop actionable account-level business plans.
Account Planning: Demonstrated ability to understand, influence and adapt to changing local healthcare dynamics and key customer and stakeholder needs; assesses needs/opportunities at key accounts, develops and advances effective strategies and tactics to address needs/opportunities assessed, and prioritizes limited resources in order to create 'wins' for the Customer and for Pfizer Oncology; aligns local, regional or National Account needs with Pfizer goals; understands the healthcare and local market trends and accordingly develops appropriate account plans.
Relationship Management: Builds and deepens strong, trusting relationships; has persuasive oral and written communication skills and understands the role in the wider context of Pfizer and the healthcare environment; effective listening and communication skills - thinks and communicates with the audience's needs in mind.
Driving Ownership Culture: Upholds Pfizer values; provides a vision of how Pfizer Oncology’s goals will be delivered at a local/regional/national level; where applicable proactively provides people development, coaching and performance management; adapts positively to new challenges; comfortable with sorting through ambiguity; ability to be decisive in situations when information is limited; stays focused on performance and coaches others to react positively to change; acts as a proactive change agent in identifying, appropriately framing, and compliantly advancing innovative Bold Moves.
Location
• Significant overnight travel required, 25-50% depending on specific assignment
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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