Trade National Account Director - Wholesale Accounts

ROLE SUMMARY

The Trade National Account Director in the Channel Management group (CM), US Market Access (USMA) is accountable to lead and manage the enterprise business relationship on behalf of Pfizer with assigned Wholesale and Specialty Drug Distributor customers.  In this position, the individual will reinforce the value of our medicines with these Channel customers to ensure patients have safe, efficient, and affordable physical access to Pfizer brand medications across therapeutic categories.

This Account Director position will be responsible for the strategic and tactical deployment of product distribution in the trade channels. This position is responsible for all B2B customer interactions as well as the development and execution of business plans relevant to trade channel customers. This includes the development of all negotiated contracts and implementation of the corresponding legal and business requirements.

This Account Director position requires the individual to be the Wholesaler and Specialty Distributor 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, 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.

The enterprise responsibilities of this position deliver broad customer experiences across the entire portfolio of Pfizer brand products and ensures customers recognize Pfizer as the Indisputable Industry Leader based on the quality of our access and value of our partnership.

ROLE RESPONSABILITIES

Specific responsibilities include:

• Develops, executes, and tracks priority USMA national account strategy, which is designed to position Pfizer as the partner of choice and optimize the patient experience for all brand products requiring physical distribution within assigned accounts.
• 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.
• Keeps up to date background documents in preparation for executive exchange engagements between Pfizer and customer with minimal advance notice.
• 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

• Maintains detailed understanding of customer’s organization, strategies, capabilities, and operations and provide management with early information on emerging trends and policies that could have an impact on current and future products or Pfizer’s interests.
• Maintains access to and engage with key management throughout the customer organization to ensure Pfizer is a bio-pharmaceutical partner of choice where identified.
• Develop and manage senior level engagements, enable, and coordinate meetings and correspondence and interactions with senior decision-makers.
• Conduct analyses of customer strategies and capabilities. Identify where customer and product and/or retail pharmacy strategies and objectives align, propose initiatives internally and lead organizations to final decision. Focus on the annual customer and operating plan as key process. 
• Develop and insure completion of annual plan for assigned key customer accounts and keep management informed about progress and team members engaged in plan deliverables. Include other business groups as appropriate.
• 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.
• Works with Specialty Distributor to effectively manage exclusive/limited/defined networks for specialty products to meet Brand objectives.
• Function as a quick response source in dealing with trade on critical business and legislative, regulatory and policy issues.
• Maintain a primary contact point at each customer to facilitate resolution of issues, support new product launches, and enable retail pharmacy programs/collaborations via wholesale distribution.
• As enterprise lead for accounts, coordinate and lead all internal and customer discussions.
• Contributes to negotiation strategies that are implemented across the key distributors and effectively employs such strategies to achieve an aligned financial outcome for Pfizer.
• Demonstrates expert level of detailed analysis to prepare and facilitate negotiations for product distribution and program services.
• Always conducts all business interactions in a compliant manner.

BASIC QUALIFICATIONS

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.

• Bachelor’s Degree required; MBA or relevant graduate degree preferred
• 8 years of experience of demonstrated success in account management and sales within the pharmaceutical industry required.
• Channel Management and Payer Channel Access experience is preferred. 

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: February 10th, 2025.
• Ability to travel domestically based on business needs
• NOT Eligible for Relocation Package
• Travel is required based on customer engagement and internal meetings
  Preferably located within a reasonable commuting distance to a major airport
• Ability to operate a Pfizer company car and fly on airplanes.

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.

Sales