National Lead, Specialty Care Key Account Management

National Lead, Specialty Care Key Account Management 

Rare Disease & Inflammation and Immunology 

Why Patients Need You 

Everything we do, every day, is in line with an unwavering commitment to the quality and the delivery of safe and effective products to patients. Our science and risk-based compliant quality culture is innovative and customer oriented. Whether you are involved in manufacturing, testing, or compliance, your contribution will directly impact patients. 

What You Will Achieve 

The US health system landscape is evolving rapidly. Consolidation and vertical integration among Leading Health Systems (LHSs) highlight the importance of integrated care delivery and population health in a progressively challenging market. As a result, Leading Health Systems are increasingly seeking strategic partnerships that require enterprise capabilities and executive sponsorship. From a Pfizer perspective, this sponsorship serves to further enable Pfizer Inc., current Specialty Care Key Account Management teams and other cross-functional teams by working collaboratively to deliver against key priorities across the enterprise. The National Lead for Specialty Care Key Account Management will serve to support the sustained momentum of the Specialty Care KAM Platform while building an innovative and collaborative approach that further enables each brand to strengthen LHS partnerships, solidify Pfizer as a Partner of Choice and drive results. This is an enterprise-scale leadership role with oversight of two Specialty Care KAM sub-organizations, National Account roles,  HIT, and ACE capabilities within Rare Disease (RD) and Inflammation & Immunology (I&I)—spanning three therapeutic areas and four priority brands. 

The Key Account Management Lead will work cross-functionally, across Pfizer Specialty Care Leaders spanning the Rare Disease and Inflammation & Immunology therapeutic areas, to research, develop, manage, and evaluate complementary above-brand engagements, programs, and projects designed to test and identify: 

• New models for and evolution of care delivery, enabling patient identification, access and activation. 

• New ways to demonstrate population health outcomes improvement, enabling Pfizer to better understand and impact patient care approaches across clinical development, product launch and complete product lifecycle. 

• New ways to engage with LHS stakeholders based on Pfizer and / or customer need and Pfizer and / or customer expertise. Examples may include but will not be limited to evolution of care pathway, reaching populations in rural areas, predictive analytics, social determinants and areas of digital innovation. 

The Key Account Management Lead will oversee leadership and day-to-day strategic planning to ensure optimal results and provide people leadership across the account team. The leader will align with the respective Brand Team Leads across the Rare Disease and Inflammation & Immunology portfolio to ensure effective coaching and execution of the strategic operating plan at an above-brand (therapeutic area) level, inspect account plans across the Integrated account team alongside Medical input, and use rigorous prioritization across the top leading health systems and organized customers as it relates to tradeoffs and resourcing. A critical component of this role is maximizing the value of the Specialty Care portfolio across Rare Disease and Inflammation & Immunology—deepening health system partnerships that support patient identification and access for complex, specialty therapies—while simultaneously architecting the commercial and KAM infrastructure to support current and future Specialty Care launches. This leader will be instrumental in shaping the health system environment, building the right institutional relationships, and ensuring Leading Health Systems are positioned as committed partners across the Specialty Care portfolio. In doing so, the leader carries full commercial accountability across both the RD and I&I KAM sub-organizations, all three therapeutic areas, and the four priority brands that together represent over $4B in revenue—protecting and growing this base in line with an increasing forecast. 

The leader will collaboratively work with Medical (i.e. MOS, FMD) Leadership, Sales (i.e. RBD, RM) Leadership, Patient Solutions,  Marketing, Legal, CMO, and multi-stakeholder groups to enable alignment of strategies and approach. 

The Lead will oversee a KAM platform focused on continuous improvement measured by clearly defined key performance indicators that serve as benchmarks for success across the Key Account Management team. 

The successful candidate will be expected to serve as a Pfizer Key Account Management & LHS expert, develop strong collaboration with the aligned leadership teams, senior global and US leads, and stay closely connected to new LHS initiatives being driven within the business. 

In addition to working cross-functionally within Pfizer and with Pfizer ELT, the candidate will be expected to engage externally to establish Pfizer as a leader for LHS innovation and a partner of choice. 

How You Will Achieve It 

External Leadership 

• Serve as an LHS innovation, program and project expert across the enterprise and with LHS partners 

• Develop LHS prioritization model, validated internally and externally, to guide experimentation and project focus 

• Develop innovative projects with leading healthcare systems, organized customers and super groups that enable strategies to deliver broader access to medicines hallmarked by value-based principles 

• Development of key focus areas based on Pfizer needs and customer segmentation which highlights areas of mutual expertise and need, allowing for targeted and focused experimentation 

• Understanding and remaining alert to major market challenges and events relevant to our US Specialty Care portfolio 

• Overseeing execution and project management of required experiments with cross-functional partners and developing detailed plans for subsequent scaling, adaptation, or closure 

• Collaborate with business partners across Pfizer, staying closely connected to new LHS initiatives being driven within the business and support the scaling of best practice concepts 

• Develop an external engagement strategy to help shape the evolution of the healthcare marketplace and position Pfizer as innovation leader and partner of choice with LHSs 

• Develop innovative external LHS partnership models key in collaboration across BUs, markets and advanced LHS segments 

• Develop and execute a strategic plan for Pfizer to leverage these innovative approaches to generate value for patients, LHSs and shareholders 

Specialty Care Key Account Management 

• Provide unified leadership across two KAM sub-organizations—Rare Disease (RD) and Inflammation & Immunology (I&I)—covering three therapeutic areas and four priority, aligning, developing and evolving the KAM approach to include training, coaching, strategies, value propositions / resources and planning to deliver Best in Class Specialty Care KAM results 

• Support prioritized customer engagements (i.e. C-Suite Executives, Quality) to establish executive presence and advance strategic business priorities 

• Align cross-BU to ensure KAM collaboration, sharing of best practices and customer synergies 

• Measure the impact of the IAT and KAM customer business model and market evolution to ensure optimal impact 

• Align and partner with the KAM Platform team Sales, Marketing, patient solutions and Legal to support optimal operational planning, align core goals, evolve KPIs, and deliver results 

• Ensure and coach a compliant approach across all functions 

• Will lead platform efforts to / that span BU in support of collective advantage approach and coordinate with other KAM functions 

Portfolio Evolution & Specialty Care Launch Readiness 

• Lead early health system engagement strategy in anticipation of current and future Specialty Care launches across the Rare Disease and Inflammation & Immunology portfolio, including landscape assessment, formulary access planning, and identification of priority LHS partners 

• Develop and execute a multi-year KAM strategy that bridges the current Rare Disease and Inflammation & Immunology portfolio with the evolving Specialty Care pipeline, ensuring continuity of health system relationships through portfolio transition 

• Maximize the commercial opportunity of the Specialty Care portfolio, strengthening Pfizer's position as a strategic partner to health systems for complex, specialty therapies that require sophisticated patient identification and access pathways 

• Partner with cross-functional teams (Medical, Marketing, Policy, Legal) to shape the Specialty Care market environment with leading health systems, including value-based care models, population health programs, and patient access pathways aligned to Rare Disease and Inflammation & Immunology launch readiness 

• Build and maintain C-Suite and clinical leadership relationships at priority health systems to cultivate the institutional trust and partnership infrastructure required for successful product entry across the Specialty Care portfolio 

AI, Technology & Digital Innovation 

• Demonstrate and model AI fluency as a strategic leadership competency, actively engaging with AI-enabled tools and platforms to enhance KAM performance, customer engagement, and operational efficiency across the team 

• Serve as a knowledgeable partner and thought leader to health systems as they adopt AI platforms and practices into their clinical workflows, patient management, and population health programs—translating Pfizer's capabilities into relevant, AI-forward partnership opportunities 

• Identify, evaluate, and pilot innovative digital and AI solutions that enhance above-brand customer engagement, including predictive analytics, AI-driven patient identification tools, and digital care pathway initiatives 

• Actively build team AI capability and literacy across the KAM organization, fostering a culture of curiosity, responsible experimentation, and technology adoption in support of evolving health system needs 

Qualifications 

Must-Have 

• Bachelor's degree required; MBA or other advanced qualification preferred. 

• 12+ years of experience within leading health systems, including proven success coaching and managing leaders of leaders in a matrix organization without direct authority. 

• Deep knowledge of US healthcare and pharmaceutical dynamics, competitor strategies, and innovative LHS care delivery models and value-based agreements. 

• Strong strategic thinking skills—able to translate market and competitive dynamics into pragmatic recommendations and drive rapid, fact-based decisions. 

• Proven ability to influence and build partnerships with senior stakeholders internally and externally (C-Suite LHS Executives, Presidents, BU & Medical Leaders, and Functional counterparts). 

• Experience deploying AI and digital tools for population health, patient identification, and clinical workflow improvement, and developing technology and data partnerships that unlock value. 

• Demonstrated AI fluency—able to apply, champion, and coach AI within a commercial field organization and position Pfizer as a credible partner in health system AI and digital transformation. 

• Strong project management, experimentation, and communication skills, with the ability to influence Leadership and external audiences. 

Span of Control 

This is a leader-of-leaders role with enterprise-level scope. The Lead will oversee two Specialty Care KAM sub-organizations—Rare Disease (RD) and Inflammation & Immunology (I&I)—spanning three therapeutic areas and four priority brands, and holds commercial accountability for a portfolio generating over $4B in annual revenue with an increasing forecast. The Lead will oversee an organization of approximately 45–50 total headcount, including KAM Regional Directors (RBDs) and Key Account Managers (KAMs). 

Non-Standard Work Schedule, Travel or Environment Requirements 

40-60% Travel, with demand potentially increasing or decreasing across the range based on project and cross-functional coordination needs