National Account Director, US Account Management - Trade, Pfizer Injectables

ROLE SUMMARY

The Trade National Account Director in Pfizer’s US Hospital Account Management Team is accountable to lead and manage the enterprise business relationship on behalf of Pfizer with assigned Wholesale, Distributors and Specialty Drug Distributor customers.  In this position, the individual will reinforce the value of our products with these customers to ensure patients have safe, efficient, and affordable physical access to Pfizer’s Hospital Portfolio of pharmaceutical products across therapeutic categories.

The National Account Director is responsible for positioning Pfizer Hospital Business to achieve business objectives by increasing product acceptance and sales through the development of business partnerships, problem resolution, and customer service with key executives of assigned customers, which may include: pharmaceutical wholesalers, distributors, specialty distributors, specialty GPOs, and other Trading Partners in the United States. Corporate and regional offices of national drug wholesalers and institutions are also included with the incumbent’s responsibility for assigned customers. This position will require a high-level working knowledge of all pharmaceutical distribution channels in the United States and of the Multisource Injectables Market.

In addition, the Trade National Account Director will be responsible for supporting sales force strategies in support of the business. This will include evaluating and executing contracts and developing contract strategies across the product portfolio and all customer classes of trade for the business. The Director will also assist in evaluating opportunities for product alliance, strategies, and alternate marketing, Wholesaler Source Programs, and distribution strategies.

This Trade National Account Director position requires the individual to be the Wholesaler, Distributor, Specialty Distributor, and Specialty GPO expert responsible for developing an intimate knowledge of customer’s strategies and capabilities.  In addition, they serve as an expert to all internal Pfizer stakeholders on the Wholesale, Distributor, and Specialty Distributor business models and the impact of an evolving healthcare environment. In collaborating with internal stakeholders, this position enables the delivery of optimized programs and enhanced patient experiences across the entire Pfizer portfolio of products.

ROLE RESPONSIBILITIES

• Position Pfizer’s Hospital Business to achieve revenue and business objectives by developing and growing business partnerships and increasing sales by negotiating prices and contracts with customers across several classes of trade including national & regional wholesalers, distributors, specialty distributors, and specialty GPOs. Gain the cooperation necessary to meet objectives by assisting customers to achieve their business goals.
• Leads all aspects of priority Wholesale, Specialty Distributor account business planning and execution aligned to the Channel Management operating plans
• Schedules Top-Top meetings as required and leads agenda development.
• Ensures product stocking goals are met to support new product launch with all accounts.
• Effectively negotiates and manages all Wholesaler agreements within the Pfizer portfolio of products.
  • Wholesaler Distribution Service Agreements (DSAs)
  • Performance Rebate Agreements
  • Off Invoice Discounts to support product stocking for downstream customers
  • Periodic wholesaler compliance reviews with customers
  • Master Service Agreement negotiation (MSAs)
  • Brand specific Statements of Work (SOWs)
  • Confidentiality Disclosure Agreements (CDAs)
  • Periodic business reviews with customers
• Conducts quarterly review of DSA performance metrics, identifies opportunities for improved performance and aligns customer plans to remedy such gaps to support business requirements.
• Exhibits expertise in contract management, suggesting methods to address customer input leading to successful execution of new agreements or amendments to support product programs as required.
• Assist in strategic aspects of the business with sales strategy development, customer initiative identification and colleague training and assistance (contracts, COT strategies) as well as other duties as defined.
• Provide input to contract strategy development and implementation. Be an expert in providing contract inte