About The Position
The Institutional Key Account Manager (IKAM) at Pfizer Canada is responsible for territory strategy and growth for the Global Hospital & Biosimilar portfolio. The role drives sales growth and access within hospital and institutional accounts by influencing treatment decisions, formularies, and protocols. The incumbent is accountable for achieving or exceeding sales targets aligned with marketing strategies, delivering value to healthcare providers through effective account management, supporting optimal patient care, and maximizing sales opportunities. The IKAM develops and executes account business plans, builds long-term relationships with institutional stakeholders, and applies knowledge of customer objectives and priorities to account strategy. The role works with field and regional cross-functional teams to develop integrated plans, supports product positioning on hospital formularies and treatment protocols, and uses digital channels to improve customer experience, colleague efficiency, and patient access. It also coordinates educational programs, attends conventions, develops advocacy among speakers and local opinion leaders, monitors account progress, and reports adverse events and product complaints according to corporate procedures. The position covers Central and Eastern Ontario. Frequent travel and a valid driver's license are required. Bilingualism in French and English is required, including advanced spoken and written English to collaborate daily with colleagues and partners elsewhere in Canada and internationally. The annual base salary range is $107,925 to $179,875 CAD.
Requirements
- University degree in business administration or science.
- At least five years of pharmaceutical sales experience.
- Demonstrated success in customer-facing roles, preferably in a specialty environment.
- Strong business acumen and strategic business-planning ability.
- Proficiency with computer software.
- Excellent communication, presentation, negotiation, and interpersonal skills.
- An established network of key stakeholders who influence business in the territory.
- Ability to travel frequently and maintain a valid driver's license.
- Bilingualism in French and English; advanced spoken and written English is required for daily collaboration with colleagues and partners elsewhere in Canada and internationally.
- Proficiency in territory and hospital navigation, commercial agility, value creation, and clinical agility, including account planning, stakeholder mapping, consultative customer engagement, and familiarity with hospital and provincial healthcare-system dynamics.
Nice To Haves
- Experience in product management, sales training, or sales administration.
Responsibilities
- Develop and execute account business plans aligned with the commercial priorities of the assigned territory and Pfizer Global Hospital & Biosimilar business.
- Establish and maintain long-term relationships with chief pharmacists, healthcare professionals, physician group practices, health-authority decision-makers, institutions, and purchasing groups.
- Understand customer objectives, strategies, and priorities and apply that knowledge to account planning and business strategy.
- Build credibility and trust, develop compelling business cases, and convert agreed opportunities into action plans.
- Coordinate and deliver educational programs, attend conventions, and use Pfizer resources to benefit key customer segments and build advocacy among speakers and local key opinion leaders.
- Manage assigned accounts, identify key customers, and develop relationships that promote Pfizer Global Hospital & Biosimilar products and services.
- Collaborate with field and regional cross-functional partners, including Senior Strategic Healthcare Partners, Pharmacy Key Account Managers where applicable, Medical, Access, PSP, and Marketing, to build and execute integrated business plans.
- Contribute to the positioning of promoted products on hospital formularies and treatment protocols.
- Provide expertise on healthcare reform, healthcare systems, and health funding ecosystems to support sound business decisions.
- Analyze account activities, develop account plans, and deliver activities that optimize sales opportunities and resource allocation.
- Identify opportunities for synergy and partnership that support Pfizer and customer goals.
- Monitor progress in key accounts and implement action plans as appropriate while demonstrating effective account selling and management.
- Use a digital-first, multichannel approach to improve customer experience, colleague efficiency, and patient access to medicines.
- Identify and report adverse events and product complaints in accordance with corporate procedures and required reporting training.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
