US National Account Director, GPO’s, Govt, Apexus, Civica

Pfizer • Uniondale, NY

1d • Remote

About The Position

The National Account Director is responsible for positioning Pfizer Injectables and Biosimilar’s portfolio 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 Group Purchasing Organizations Both Nationally and Regionally. Other targeted customers may include DOD, Civica, Apexus, etc. These entities interact with both Integrated Delivery Hospitals and pharmaceutical wholesalers, distributors, specialty distributors, and other Trading Partners in the United States. Examples of Corporate offices include GPO’s like Vizient, Premier and HealthTrust with the incumbent’s responsibility for assigned customers. This position will require a high-level working knowledge of GPO, and/or Govt operational functions with Sole, Dual or multisource type of awards in the United States for both the Sterile Injectables and Biosimilars Market for Oncology and Inflammation and Immunology. In addition, the Director will be responsible for supporting Portfolio team, Pricing and Operations team, and sales force strategies in support of the business. This will include advocating, 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 site marketing for their members.

Requirements

• BS or BA degree or equivalent experience.
• Eight 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 operational regard for customer needs and process requirements.
• Detailed understanding of the pharmaceutical industry, GPO’s and classes of trade, and especially the Multisource Injectables Marketplace.
• Working knowledge of the healthcare industry.
• Experience and training in pricing and contracts negotiations.
• Demonstrated ability to immediately follow-up with customer requests and address identified issues promptly to meet customer expectations.
• Established working knowledge of contracts and chargebacks 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.
• This position requires permanent work authorization in the United States.

Responsibilities

• Position Pfizer Generic Sterile Injectables and Biosimilar’s portfolio to achieve revenue and business objectives by developing and growing business partnerships and increasing sales by negotiating prices and contracts with GPO’s and of the like customers across several classes of trade including national & regional and specialty GPOs.
• Gain the necessary cooperation to meet objectives by assisting customers to achieve their business goals.
• 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 intelligence, expertise and new strategies. Assist Account Directors in targeted contract strategies for key accounts.
• Accountable for presenting, persuading, and selling Pfizer Injectables and Biosimilar products to customers, who have alternative choices in the marketplace.
• Responsible for structuring and presenting a profitability package and program to the customer.
• Direct the activities & resources of Pfizer Biosimilar’s & Pfizer Generic Sterile Injectables shared services to maximize generic product launch sales and market share, extended-product-line portfolio penetration and price realization across the customer portfolio.
• Accountable for administering continuously changing sales programs (rebates, allowances, etc.) for Pfizer Injectables and Biosimilar’s portfolios.
• Responsible for establishing and maintaining a communication link between Pfizer Hospital and the customer to provide insight, overviews and focus for Pfizer Injectables and Biosimilar’s marketing efforts.
• Assist in long range planning and improve the organization’s ability to respond to changes in the market.
• Responsible for creating and implementing a strategic business plan for each major account in concert with Pfizer Generic Sterile Injectables & Biosimilar’s strategic goals.
• Coordinate the tactical implementation of projects and contracts with assigned major accounts to optimize, Sole, Dual and or Multisource awards.
• Provide information to Pfizer Hospital on market activity, customer’s needs, etc., and serve as a resource person in recommending policies, procedures and programs applicable to national and regional accounts.
• Responsible for providing current information to help establish pricing strategies, coordination of information on product availability; negotiating applicable contracts or special agreements; and working with Trade team to ensure proper stocking and sales to prevent or solve problems that may occur and avoid failure to supply events.
• Effectively and proactively work with Product Portfolio management to synchronize the Pfizer Injectables forecast to market share acquisition opportunities. Collaborate with colleagues that play key roles in product forecasting.
• Provide information to the customer on new or existing products, on planned promotional activities, to provide necessary lead-time for the customer to respond (e.g., computer systems, sales representative information).
• Function as liaison between Pfizer internal service providers and customers in areas involving the day-to- day business.
• Provide Pfizer Hospital management with competitive intelligence on emerging trends and competitors in the generic marketplace, which could have an impact on current and future products or Pfizer Hospital interests.
• Be accountable for structuring pricing and rebate terms for customers consistent with Pfizer Hospital SOP’s, applicable laws and contracts, rebates, pricing and distribution systems capabilities.

Benefits

• 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.

What This Job Offers

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