Key Account Director Oncology Atlanta

ROLE SUMMARY  

Oncology Key Account Directors are responsible for developing and deepening effective business-to-business relationships at the BU’s largest organized provider accounts. They serve as the primary contact for account stakeholder leadership, tee up all KAD branded engagement, and own aligned therapeutic priorities end to end for quality-based initiatives that mutually align with both our Oncology portfolio priorities and the accounts’ patient care and population health management goals. The role also includes effectively and compliantly engaging appropriate customer stakeholders (executive and administrative level personnel within assigned accounts) with respect to pricing and value messages in support of our contracted products. Oncology KADs will work effectively and compliantly with cross-functional members of the Account Collaboration Team and the Account Leadership Team, including ABMs, TA sales and medical, as well as OSAD, ODL, HIT and FMO colleagues who cover the same select key accounts. KAD accounts may include NCI/academic institutions, large hospital systems and IDNs, and large community oncology and urology practices. 

ROLE RESPONSIBILITIES

• Advancing quality-based initiatives and projects at key accounts that mutually align with the BU’s portfolio priorities and the accounts’ patient care and population health management priorities. 

• Monitoring of key market trends; prioritization of accounts and account opportunities; identification of areas of mutual interest between Pfizer and key accounts; development and execution of focused and strategic account plans for all assigned accounts with integrity 

• Effectively and compliantly engaging appropriate customer targets (executive and administrative level personnel within assigned accounts) with respect to pricing and value messages in support of the contracted Oncology portfolio  

• Appropriately and compliantly communicating and collaborating with cross-functional field-based colleagues (Sales, Medical, SAS, Government Relations) to ensure optimal and appropriate coverage of and engagement with key accounts. 

• Aligning with HQ stakeholders to ensure appropriate understanding of, and support for, key account goals. 

• Effective joint-leadership, with cross-functional managers, of field-based Account Leadership Teams (ALTs) as well as less formal Account Collaboration Teams (ACTs) 

• Working with various brand and above-brand marketers to develop/deploy new training and resources to support evolving key account customer priorities/objectives. 

• Complying with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer’s high standards of business conduct. 

• 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.

• Account Planning: Demonstrated ability to understand, influence and adapt to changing local healthcare dynamics and key customer and stakeholder needs; assesses needs/opportunities at key accounts, develops and advances effective strategies and tactics to address needs/opportunities assessed, 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 accordingly develops appropriate account plans.

• Relationship Management: Builds and deepens strong, trusting relationships; has persuasive oral and written communication skills and understands the role in the wider context of Pfizer and the healthcare environment; effective listening and communication skills - thinks and communicates with the audience's needs in mind.

• Driving Ownership Culture: Upholds Pfizer values; provides a vision of how Pfizer Oncology’s goals will be delivered at a local/regional/national level; where applicable proactively provides people development, coaching and performance management; adapts positively to new challenges; comfortable with sorting through ambiguity; ability to be decisive in situations when information is limited; stays focused on performance and coaches others to react positively to change; acts as a proactive change agent in identifying, appropriately framing, and compliantly advancing innovative Bold Moves or Operational objectives.

• Strong Preference for candidate to live in or very close to territory.

QUALIFICATIONS

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