Trade National Account Director – Retail Pharmacy Accounts, US Market Access

Role Overview

• Develops, executes, and tracks priority US Market Access national account strategy, which is designed to position Pfizer as the Vaccines and other retail products partner of choice and optimize the patient experience for all products within assigned accounts
• Leads all aspects of priority Retail Chain Pharmacy account business planning and execution aligned to the Channel Management operating plans
• Manages the annual customer engagement schedule
• Translates brand, channel team, and portfolio strategic priorities / asks into a meeting agenda with strategic continuity based on customer prior engagement / relationship
• Master-knowledge of the customer in terms of contract, performance status, challenges, and opportunities
• Quickly and critically assesses customer challenges and is able to problem solve while involving the right Pfizer colleagues to drive execution or escalate upwards when needed
• Hosts PFE-internal customer status meetings to drive ongoing initiatives and create alignment with customer facing teams
• Hosts POD meetings to align a cross-functional PFE team around on-going initiatives, processes, and challenges in need of solutions
• Effectively negotiates and manages all Retail Chain Pharmacy agreements within the Pfizer portfolio of products: Vaccines portfolio agreements, Retail pharmacy product agreements as necessary, Master Service Agreement negotiation (MSAs), Brand specific Statements of Work (SOWs), Compliance & Persistency Programs (C&P), Confidentiality Disclosure Agreements (CDAs), Periodic business reviews with customers
• Measures and assesses the performance of all contracts and makes recommendations and adjustments based on performance and contract terms
• 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
• Align and include cross functional internal colleagues as necessary to address customer priorities
• 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 ensure completion of annual plan for assigned key customer accounts and keep US Channel Management informed about progress and team members engaged in plan deliverables
• Include other business groups as appropriate
• Incorporate brand strategy into trade recommendations and actively participate and add value and customer insights to brand team meetings
• Function as a quick response source in dealing with trade and retail pharmacy on critical business and legislative, regulatory and policy issues
• Maintain a primary contact point at each service customer to facilitate resolution of issues, support new product launches, and enable retail pharmacy programs/collaborations
• As enterprise lead for accounts, coordinate and lead all internal and customer discussions across the matrix organization

Requirements

• Must have a bachelor's degree with at least 8+ years of experience
• 8+ years or equivalent of demonstrated success in account management and sales within the pharmaceutical industry required
• Product Market Dynamics Expertise
• Pharmacy Experience (Payer, Retail, GPO (Group Purchasing Organization), 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

Benefits

• Eligible for Relocation Package – NO
• Secondment 12 months
• Position is considered Flexible, and on-site colleagues are expected to comply with Log In For Your Day (LIFYD) requirements at site location (e.g. about 2.5 days a week in office)