National cKAD Team Leader Oncology

ROLE DESCRIPTON

National cKAD Team Leader is responsible for leading the Pfizer US Oncology Contract Regional Key Account Directors.  Oncology Contract  Key Account Directors  are responsible for engaging/negotiating with administrators and executives (C and D Suite) at the BU’s largest organized provider accounts, including developing/maintaining strong business-to-business relationships for the Oncology Biosimilars (and where needed, supporting the entire Oncology  portfolio).  Oncology Key Accounts include, but are not limited to, large community ONC practices, GPO aggregations, large hospital systems, IDNs, and NCI/Academic institutions.

ROLE RESPONSIBILITIES

• Leads a high performing team of Oncology Contract Key Account Directors (cKADs) in a dynamic and evolving marketplace.
• Recruits, hires, and develops a high-functioning team of cKADs

• Analyze purchasing trends and evolving market dynamics to achieve strategic brand objectives
• Provides structured direction and coaching to cKADs to ensure monitoring of key market trends, prioritization of accounts, identification of high priority mutual interests, and execution of strategic account plans with integrity
• Develops a collaborative partnership with cross-functional field-based leaders (Sales, Medical, FRM, PCA/SAS, Government Relations) to ensure optimal and appropriate coverage of/and support for Key Accounts.
• Manages relationships with HQ stakeholders to ensure appropriate alignment and support for key account goals (e.g., National Customer Group, Brand and Customer Marketing teams, and PCA/SAS team).   
• Ensures development/execution of focused and strategic account plans for all assigned accounts, including effective facilitation of cross-functional field-based Account team (AXT).
• Works with Customer Solutions team and brand marketers to develop/deploy new training and resources to support evolving KAD customer priorities/objectives.  
• Expertly engages HQ functions, and selectively acts as advocate for highest priority accounts.  Understands business processes, terminology, and integration with different teams (i.e., marketing, contracting, operations, etc.)
• Expands cKADs relationships by advancing engagement with the executive team within the stakeholder organizations.
• 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.

BASIC QUALIFICATIONS

• 12 years of pharmaceutical customer-facing experience with a minimum 5 years of experience in the Oncology market.
• 5+ years of contracting experience with IDNs/GPOs/Clinics
• 2+ years of experience in branded Oncology Buy & Bill, with relevant pricing and contracts negotiations
• Deep experience working on or with the CKAD team
• Demonstrated success in leading (formally or informally) diverse, field-based teams, and successfully collaborating with cross-functional colleagues across many parts of organization (field and HQ).
• Demonstrated ability to expertly engage senior executives at key accounts
• Demonstrated ability to think strategically with the ability to formulate, develop, write, communicate and monitor the execution of stakeholder business plans
• Experience in executing and in overseeing highly complex programs and projects (e.g., strong project management skills).
• Bachelor's degree required.  MBA or other relevant graduate degree preferred.
• Field based position within boundaries of relevant region.  Significant Travel required, up to 50%+ (for field coaching,  customer engagements, and meetings)

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 Accounts (C and D Suite), demonstrated account management & negotiation skills, and understanding of how to prioritize resources and develop actionable account-level business plans.

• Financial Acumen
• Market and Business Strategy
• Account and Customer Management
• Functional Knowledge

Account Planning: Is able to understand, influence and adapt to changing local healthcare, key Customer and stakeholder needs. Assesses needs/opportunities at key Accounts 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 accor