Key Account Director, Rare Disease - Upper Midwest

Pfizer

6d • Remote

About The Position

The Rare Disease (RD) Key Account Director (KAD) will develop market insights and understand influencers on the market and Accounts/Customers in RD Therapeutic categories. This colleague is responsible for managing Accounts and developing key C-Suite/Administrative and RD therapeutic service line leader relationships. The RD KAM is responsible for the development and implementation of Account Plans for the assigned Accounts and will identify, develop and pull through potential partnership opportunities between Pfizer and the Accounts/Customers. Work with other Pfizer stakeholders in the identification and development of appropriate RD KAM opportunities. Responsible for working with state, regional or district business leaders and cross-functional Pfizer specialists to ensure appropriate level of support for an Account. Additional responsibilities include segmenting and prioritizing Accounts as well as identifying key Customers within the Accounts. Key Accounts can include, but are not limited to Integrated Delivery Networks (IDNs), Integrated Delivery Systems (IDSs), Accountable Care Organizations (ACOs), Medical Groups (MGs), Independent Physician Associations (IPAs), professional societies, HCP organizations, quality improvement organizations, and IDN specialty pharmacy (SPP) within the defined distribution network (DDN). Responsibilities The Pfizer RD KAM role has three key focus areas: Customer Engagement, Account Management and Business and People Leadership. Customer Engagement • Identify key Customers including the decision making and influencing network (within and those impacting on the Account and local health economy). • Maintain effective relationships with key Customer C-Suite and RD therapeutic service line leaders, administrative and decision-making roles within a prioritized Account • Develop effective relationships with key opinion leaders and stakeholders in local health economies. • Understand and seek to influence key local, regional and national healthcare issues and best practices aligned to market and key Accounts (political and advocacy organization engagements to be led by Political Affairs colleagues). • Manage co-execution of Project Plans (holding Customer and Pfizer accountable for plan execution). Account Management • Manage a set of prioritized Accounts to achieve agreed business objectives. • Seek out opportunities for synergy and collaboration to achieve both Pfizer and Customer goals through active and transparent Customer/Account Planning. • Analyze and understand local environment, Account business, and aligned Pfizer priorities to create Account plans which identify mutually beneficial opportunities. • Leverage RD value propositions to create mutually beneficial business opportunities that result in action. • Identify, connect and communicate multiple insights from various stakeholders to develop a plan of action that is mutually beneficial to Pfizer and the customer. Business & People Leadership • Partner with RD IAT to facilitate colleague understanding of local market/customer drivers. • Impact and influence development of KAM efforts locally, regionally or nationally by partnering with needed cross functional teams to compliantly shape efforts and deliver results. • Share and help scale proven practices across the region and nation. • Lead and support development of high functioning, x-functional team (sales, medical, marketing, HIT and IM KAM), consistent with account team model. • To be a local expert on healthcare reform, the evolving landscape and the organization of Accounts/Customers. • Lead the development of RD Account and strategic planning priorities. • Demonstrate a broad base of Rare Disease therapeutic category market knowledge and dynamics of healthcare which influences IDN behavior. Recognizes when and how to involve colleagues from other functional areas (IAT) to effectively build and execute strategic plans that address an issue or solve a problem. • Utilize organizational awareness skills and alignment of Pfizer's priorities to include appropriate Pfizer colleagues with an Account to optimize value provided to the Customer and to Pfizer. • Lead pull through activities in alignment with Pfizer business leader direction. • Effectively coordinate with cross functional teams • Communicate a short, mid and long term view of Pfizer business with Key Accounts, delivering ongoing opportunities for RD portfolio, aligning across all Pfizer Business Units when appropriate. • Provide regional marketing and strategy teams key local and Customer specific insights that they can then utilize in crafting new market specific materials.

Requirements

• Management and/or Account Management experience is strongly recommended
• Bachelor's Degree required. MBA or advanced degree in a related field preferred.
• 5-10 years of previous pharmaceutical, biotech, or medical marketing/sales experience preferred with at least three years spent in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups.
• Rare Disease and/or Specialty Cardiovascular experience and expertise strongly preferred
• Product launch experience preferred
• Prior team management preferred
• Candidate expected to live in geographic area of role
• Demonstrated knowledge of the healthcare market and RD therapeutic category disease states, ability to develop and manage relationships with Key Accounts (C-Suite & KOLs), demonstrated account management & negotiation skills and understand how to prioritize resources and develop business plans.
• Is able to understand, influence and adapt to changing local healthcare, key Customer and stakeholder needs.
• Assesses the portfolio of Accounts and prioritizes limited resources in order to create 'wins' for the Customer and for Pfizer.
• Aligns local, regional or national Account needs with Pfizer goals, understands the healthcare and local market trends and accordingly develops appropriate Account plans.
• Builds and maintains strong trusting relationships; has persuasive oral and written communication skills and understands the role in the wider context of Pfizer / the healthcare environment.
• Effective listening and communication skills; thinks and communicates with the audience's needs in mind.
• Upholds Pfizer values, provides a vision of how Pfizer Innovative Health 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/ambiguity, stays focused on performance and coaching others to react positively to change.
• Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact.
• Permanent work authorization in the United States.

Responsibilities

• Identify key Customers including the decision making and influencing network (within and those impacting on the Account and local health economy).
• Maintain effective relationships with key Customer C-Suite and RD therapeutic service line leaders, administrative and decision-making roles within a prioritized Account
• Develop effective relationships with key opinion leaders and stakeholders in local health economies.
• Understand and seek to influence key local, regional and national healthcare issues and best practices aligned to market and key Accounts (political and advocacy organization engagements to be led by Political Affairs colleagues).
• Manage co-execution of Project Plans (holding Customer and Pfizer accountable for plan execution).
• Manage a set of prioritized Accounts to achieve agreed business objectives.
• Seek out opportunities for synergy and collaboration to achieve both Pfizer and Customer goals through active and transparent Customer/Account Planning.
• Analyze and understand local environment, Account business, and aligned Pfizer priorities to create Account plans which identify mutually beneficial opportunities.
• Leverage RD value propositions to create mutually beneficial business opportunities that result in action.
• Identify, connect and communicate multiple insights from various stakeholders to develop a plan of action that is mutually beneficial to Pfizer and the customer.
• Partner with RD IAT to facilitate colleague understanding of local market/customer drivers.
• Impact and influence development of KAM efforts locally, regionally or nationally by partnering with needed cross functional teams to compliantly shape efforts and deliver results.
• Share and help scale proven practices across the region and nation.
• Lead and support development of high functioning, x-functional team (sales, medical, marketing, HIT and IM KAM), consistent with account team model.
• To be a local expert on healthcare reform, the evolving landscape and the organization of Accounts/Customers.
• Lead the development of RD Account and strategic planning priorities.
• Demonstrate a broad base of Rare Disease therapeutic category market knowledge and dynamics of healthcare which influences IDN behavior. Recognizes when and how to involve colleagues from other functional areas (IAT) to effectively build and execute strategic plans that address an issue or solve a problem.
• Utilize organizational awareness skills and alignment of Pfizer's priorities to include appropriate Pfizer colleagues with an Account to optimize value provided to the Customer and to Pfizer.
• Lead pull through activities in alignment with Pfizer business leader direction.
• Effectively coordinate with cross functional teams
• Communicate a short, mid and long term view of Pfizer business with Key Accounts, delivering ongoing opportunities for RD portfolio, aligning across all Pfizer Business Units when appropriate.
• Provide regional marketing and strategy teams key local and Customer specific insights that they can then utilize in crafting new market specific materials.

Benefits

• participation in Pfizer’s Global Performance Plan with a bonus target of 20.0% of the base salary and eligibility to participate in our share based long term incentive program
• 401(k) plan with Pfizer Matching Contributions and an additional Pfizer Retirement Savings Contribution
• paid vacation, holiday and personal days
• paid caregiver/parental and medical leave
• health benefits to include medical, prescription drug, dental and vision coverage

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level