Senior Director, National Accounts Team Lead, Vaccines

Senior Director, National Accounts Team Lead, Vaccines

The National & Specialty Accounts Team Lead is a senior leadership role within the U.S. Vaccines Account Management organization, responsible for driving access to the Pfizer Vaccines portfolio across the most complex and strategically important organized health systems in the country. This role carries direct accountability for a field team of 12 — eight National Account Directors (NADs) and four Health Information Technology Account Directors (HIT ADs) — and has line-of-sight impact on ~$2B in Pfizer Vaccines portfolio revenue.

This leader operates at the intersection of enterprise account strategy, digital health, and cross-functional commercial execution. The role demands executive presence with IDN, GPO, PBG, and Payer leadership; deep command of contracting and market access dynamics; and an understanding of HIT-enabled workflows and the importance of providing education and support to health systems in area

The Team Lead reports to the U.S. Vaccines Account Management Lead and sits on the Vaccines Account Leadership Team, serving as a key voice on national account strategy across the broader Vaccines commercial organization.

Scope note: This role focuses on large organized customers that cross Vx Acct Mgt Regional boundaries — IDNs, GPOs, PBGs, and Payers. Regional organized customer engagement sits with Vx Acct Mgt Regional Teams and are not within this role's primary remit

Key Role Dimensions

Span of control: 12 direct reports — 8 National Account Directors, 4 HIT Account Directors

Accountability: Approximately $2B in Pfizer Vaccines portfolio revenue

Customer scope: Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), Physician Buying Groups (PBGs), National Payers, CDC & VA / DoD Customers

Geographic scope: United States

Travel: 40%+ national travel required

Reports to: U.S. Vaccines Account Management Lead

Leadership team membership: Vaccines Account Leadership Team

Span of control: 12 direct reports — 8 National Account Directors, 4 HIT Account Directors

Accountability: Approximately $2B in Pfizer Vaccines portfolio revenue

Customer scope: Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), Physician Buying Groups (PBGs), National Payers, CDC & VA / DoD Customers

Geographic scope: United States

Travel: 40%+ national travel required

Reports to: U.S. Vaccines Account Management Lead

Leadership team membership: Vaccines Account Leadership Team

Responsibilities

Team Leadership & Performance

• Lead, coach, and develop a team of 12 direct reports; set clear performance expectations aligned to business priorities and hold the team accountable through structured coaching, field engagement, and Pfizer processes

• Drive talent planning and succession across the NAD and HIT AD population, identifying and developing the next generation of senior account leaders

• Effectively manage the full range of employee relations matters — including performance management and, when necessary, terminations — in partnership with PX

• Establish a team culture defined by high accountability, collaboration, and integrity

Strategic Account Leadership

• Guide development and execution of national account strategies across IDNs, GPOs, PBGs, and Payers, with a 1–3 year planning horizon

• Build and sustain executive-level relationships with senior leaders at the most strategically important accounts; engage personally in high-stakes negotiations and partnerships to optimize outcomes

• Assess evolving health system dynamics, contracting environment shifts, and market access trends; translate intelligence into actionable team priorities

• Identify, prioritize, and advance “critical few" opportunities with outsized portfolio impact; maintain transparent performance reporting to the Account Management Lead and Vaccines Account Leadership Team

HIT & Digital Integration

• Lead the HIT Account Director team in helping support improved patient care through digital and technology-enabled channels — including EHR systems, immunization registries, and data-sharing platforms

• Define the engagement model for health information technology education; oversee and advance HIT-related activities with rigor equivalent to contracting strategy

• Partner with analytics and commercial effectiveness teams to drive data-enabled account execution; hold the team accountable for translating digital insights into measurable outcomes

• Model AI fluency as a leadership competency — actively engaging with AI-enabled tools and platforms, and building AI literacy and a culture of responsible experimentation across the NAD and HIT AD teams

Business Performance &