Key Account Director - Puerto Rico

The Key Account Director (KAD)- Hospital Systems and Alternate Site is responsible for >70% of Sterile Injectables and Specialty sales and is a critical component to the growth of the overall business. The assigned KAD IDN and SPP Accounts, and 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 Integrated Delivery Network (IDN) SPPs and Key Stakeholders customer relationships within the executive levels, develop and execute customer business plans and ultimately maximize sales and margin growth within assigned IDN and SPPs Accounts.  Product focus will be Pfizer’s Sterile Injectable and Specialty portfolio utilized by assigned IDNs and SPPs.  This individual will be responsible for maintaining and driving growth in approximately 19 assigned IDN and SPPs base.

Customer Relationship Management:  Developing, maintaining, and enhancing strategic customer relationships at senior levels of assigned accounts (VP/C-suite) and build relationships across broad departments beyond purchasing including Pharmacy, Nursing, Operations, Supply Chain, etc.)​.  Other Customer Relationship Management responsibilities include

• Ensure that accounts have a positive experience when working with Pfizer.

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

• Effectively articulate Pfizer Hospital’s value proposition - supply, economic value, strategic initiative offerings and other current value offerings; quickly assessing the success of messaging and revise strategies & tactics if/when required​

• Serve as the IDN and SPP Senior-level single point of accountability (SPA) for issues, queries and complaints and follow through to ensure closure/resolution.

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 accounts business model; find mutually beneficial economic solutions to increase Pfizer value proposition.

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

• Conduct regular 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:

• Development and execution of established IDN and SPP business strategy.

• Provide a collaborative environment for all members within a matrix to effectively serve our IDN and SPP 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 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.

• Obtain favorable contracting positions with all new product introductions, effectively present economic and clinical value when applicable.

• Effectively present and execute programs/contracts, negotiate terms/conditions/pricing, and navigate through red-line process; that increase likelihood of driving growth within the account and results in a positive experience for customer and Pfizer​

Internal Relationship:  Collaborate closely with Field Sales, Portfolio, Contracting and Business Analytics to develop strategies and value add programs that help maintain and grow the business as well as improve contract compliance.

 QUALIFICATIONS

• Education: MBA or advanced degree is a plus

• Ability to travel domestically and stay overnight as necessary.