Key Account Director - Puerto Rico

ROLE SUMMARY

The Key Account Director is responsible for Biosimilars – Oncology and I&I sales; Is a critical component to the growth of the overall business with increasing consolidation and complexity in how these accounts conduct their business and manage patients, this individual will be required to effectively work in a dynamic business environment.

The primary function is to develop, maintain and grow strategic long-term HCPs, SPPs, Alternate Site, PBMs/Plans and Key Stakeholders customer relationships, develop and execute customer business plans and ultimately maximize sales and margin growth within assigned Accounts

ROLE RESPONSIBILITIES

Essential Functions:

Customer Relationship Management: Developing, maintaining and enhancing strategic customer relationships across the entire HCPs, SPPs and accounts’ organization including but not limited to Pharmacy/Procurement, clinical, PBMs/Plans and other critical stakeholders. Other Customer Relationship Management responsibilities include

• Ensure that HCPs, SPPs, PBMs/Plans and accounts have a positive experience when dealing with Pfizer.

• Effectively navigate through complex organizations to grow HCPs contacts within the territory to gain influence among key decision makers; establish and leverage relationships to expand access to product offering.

• Effectively articulate value proposition statements conveying economic, clinical and other key differentiators and quickly assess the success of messaging, revising strategy & tactics if/when required.

Business Planning & Strategic Execution: Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives. Other responsibilities include:

• Understand assigned HCPs, SPPs and accounts business model; find mutually beneficial economic solutions to increase Pfizer value proposition.

• Develop and adapt focused and customized strategies for each assigned HCPs, SPPs and customers (and their members for GPO’s); ensure alignment of PBMs/plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditions.

• Conduct monthly (or as needed) business reviews with assigned accounts.

• Effectively utilize and deploy resources (people, systems, information and products) to accomplish sales goals and support key customer objectives and business strategy.

Leadership: Provide strong leadership to internal stakeholders to effectively accomplish the following:

• Provide a collaborative environment for all members within a matrix to effectively serve our HCPs/IDN/PMBs/Plans/SPPs/Alternate Site/Key Stakeholders customers and resolve concerns/issues our customers may have.

• Provide a positive environment where accountability, collaboration, ingenuity and problem solving are expected and encouraged.

Contracting: Manage HCPs, SPPs, PMBs, Plans and customer contracts by liaising with customers and internal contracting team

• Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and gain support for inclusion of products in the next contracting cycle.

Internal Relationship: Collaborate closely with BU Lead, Customers facing, Contracting and Trade to develop strategies and value add programs that help maintain and grow the business as well as improve contract compliance.

Secondary Functions:

• Perform special project and assignments as directed by the Supervisor

QUALIFICATIONS

Education:

• BA/BS Degree from an accredited institution

• MBA or advanced degree is a plus

• Ability to travel domestically and stay overnight as necessary.

• Valid US driver’s license and driving record in compliance with company standards.  Any DUI/DWI or other impaired driving citation within the past 7 years will disqualify you from being hired.

• Candidate must reside in San Juan, Puerto Rico preferred – Local Candidates Only.

Experience:

• The Key Account Director must have a minimum of 8 years of successful healthcare sales experience with proven results and must possess strong leadership skills

• They also must have demonstrated ability to serve customers’ needs (immediate follow-up, addressing issues promptly) and collaborate with multiple and diverse product lines, customer segments, and levels of internal/external stakeholders.

Other Requirements:

• This person must have strong business management skills, demonstrate a