US National Account Director Trade - Cencora, McKesson, & Cardinal

Pfizer • Uniondale, NY

2d • Remote

About The Position

The US National Account Director Trade leads Pfizer’s enterprise relationships with major wholesale and specialty distributor partners, including pharmaceutical wholesalers, distributors, specialty distributors, and specialty GPOs. This role ensures safe, efficient, and affordable access to Pfizer’s hospital portfolio—including biosimilars—by driving strategic partnerships, contract negotiations, and market intelligence. The Director collaborates cross-functionally to optimize distribution, expand product acceptance, and achieve business growth for both Hospital injectables and biosimilar products. The Trade National Account Director supports sales force initiatives and business objectives by evaluating, executing, and developing contract strategies across the product portfolio and all customer classes of trade. This role also identifies and assesses opportunities for product alliances, alternative marketing approaches, Wholesaler Source Programs, and distribution strategies. Additionally, the Director collaborates with the Portfolio, Pricing, and Operations teams to advocate for and implement effective contract strategies. The position requires expertise in Wholesaler, Distributor, Specialty Distributor, and Specialty GPO business models, with a deep understanding of customer strategies and capabilities. Serving as a key resource for internal Pfizer stakeholders, the Director provides guidance on evolving healthcare environments and distribution models, enabling the delivery of optimized programs and improved patient experiences across the Pfizer portfolio.

Requirements

• BS or BA degree or equivalent experience.
• 8 years of demonstrated success in business and account management; Experience with Wholesale, Distributor, and National Accounts.
• Ability to demonstrate personal leadership and accountability in day-to-day activities with an operational regard for customer needs and process requirements.
• Detailed understanding of the pharmaceutical industry and classes of trade, and especially the Multisource Injectables Marketplace & Biosimilars.
• Working knowledge of the healthcare industry.
• Experience and training in pricing and contracts negotiations
• Demonstrated ability to immediately follow-up with customer requests and addressing identified issues promptly to meet customer expectations.
• Established working knowledge of contracts and charge-backs and related systems.
• Solid interpersonal and communications (oral and written) skills; demonstrated personal trustworthiness, courtesy, cooperation and flexibility in working, interacting and communicating with diverse individuals/groups and ability to develop and maintain effective, trusting work and customer relationships.
• 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.
• Product Market Dynamics Expertise
• Pharmacy Experience (Payer, Retail, GPO, Wholesaler, Independently owned)
• Comprehensive Short and Long Term (3-5 years) Strategic Account Plan Development
• Strategic Leadership Skills
• Organized Customer Business Acumen
• Pfizer Business Acumen
• Analytical Expertise
• Proven Track Record of Successful Tactical Execution
• Service Agreement Negotiation and Implementation Expertise
• Performance Contract Negotiation and Implementation Expertise
• Creative Solution Seeking Skills.
• Communication Skill Proficiency Both Verbal and Writing
• Self-Awareness and Political Savvy
• Skilled Working in a Matrix Organization
• Strong consultation and relationship building skills and ability to interact with a variety of teams and at various levels within an organization
• Demonstrated skills to negotiate at Senior management level
• Fluency in the use of PowerPoint and Excel software packages required
• Willingness and ability to travel nationally and frequently to interact with assigned customers
• This position requires permanent work authorization in the United States.

Responsibilities

• Drive revenue and business growth for Pfizer’s Hospital & Biosimilar Business by cultivating strategic partnerships and negotiating contracts with national and regional wholesalers, distributors, specialty distributors, and GPOs.
• Lead business planning and execution for priority wholesale and specialty distributor accounts, ensuring alignment with Channel Management operating plans.
• Organize and facilitate executive-level meetings, develop agendas, and ensure product stocking goals are met to support new product launches.
• Negotiate and manage all wholesaler agreements, including Distribution Service Agreements, Performance Rebate Agreements, Off-Invoice Discounts, Master Service Agreements, Statements of Work, and Confidentiality Disclosure Agreements.
• Conduct periodic compliance and business reviews with customers, analyze DSA performance metrics, and implement improvement plans to meet business objectives.
• Provide contract management expertise, recommend solutions based on customer feedback, and support the execution of new agreements or amendments.
• Contribute to sales strategy development, identify customer initiatives, and support colleague training on contracts and strategic approaches.
• Advise on contract strategy, deliver contract intelligence, and assist Account Directors with targeted strategies for key accounts.
• Present and sell Pfizer Hospital Business products and biosimilars, structuring profitability packages and programs for customers.
• Direct resources to maximize product launch sales, portfolio penetration, and price realization across customer accounts.
• Administer dynamic sales programs, including rebates and allowances, and maintain effective communication between Pfizer Hospital and customers.
• Support long-range planning and enhance organizational responsiveness to market changes.
• Develop and implement strategic business plans for major accounts in alignment with Pfizer Hospital’s goals.
• Manage Distribution Service Agreements and source programs for assigned accounts, coordinating project and contract implementation.
• Provide market intelligence, recommend policies and programs, and monitor product stocking, pricing, and sales to address potential issues.
• Collaborate with Product Portfolio management to align forecasts with market opportunities and resolve accounts receivable issues.
• Inform customers about new products and promotional activities, ensuring adequate lead time for their operational adjustments.
• Serve as a liaison between internal service providers and customers for daily business operations.
• Provide management with competitive intelligence on market trends and emerging competitors in the generic marketplace.
• Structure pricing and rebate terms in compliance with Pfizer Hospital’s SOPs, applicable laws, and contractual requirements.
• Work with Credit personnel to manage accounts receivable risk for assigned accounts.

Benefits

• In addition, this position is eligible for participation in Pfizer’s Global Performance Plan with a bonus target of 22.5% of the base salary and eligibility to participate in our share based long term incentive program.
• We offer comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life’s moments.
• Benefits offered include a 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, and health benefits to include medical, prescription drug, dental and vision coverage.
• Relocation assistance may be available based on business needs and/or eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees