I&I KAD Job Description
Role Summary
The I&I Key Account Director (KAD) leads the strategic direction, development, and execution of account plans and partnerships with aligned Leading Health Systems (key accounts) and associated Integrated Account Teams (IATs) to accomplish mutually aligned goals in a compliant manner in 3 specific Therapeutic areas of focus: Rheumatology, Gastroenterology and Dermatology. Such goals, anchored on market expansion and brand evaluation opportunities, allows for and bolsters Pfizer’s ability to unlock full key account potential. The KAD must possess a deep understanding of the healthcare market environment, as well as, the business drivers, priorities, capabilities, organizational structure, ways of working, external influencers, and decision-making rights of aligned key accounts. The KAD will develop and manage executive-level (C, D-Suite, therapeutic department heads and critical decision makers) customer relationships and align appropriate internal and external stakeholders/decision makers based on account plans and goals to ensure compliant, effective and successful results.
The account alignment for this I&I KAD Florida position will include the following accounts (subject to change): Advent Health, Baptist Health, Baycare Health System, Borland Groover, Orlando Health, UF Health, University of Miami Health System, and University of South Florida.
Role Responsibilities
The Pfizer KAD role has two key areas of focus: Market Expansion & Brand Access.
Required Skills Sets:
- Financial Awareness, Market & Business Strategy, Account & Customer Knowledge, Functional Knowledge
- Data analytics and interpretation, Strategic Planning, Critical and analytical thinking, Execution and measurement of outcomes
- Identifies and acts on insights, Value proposition creation, Reframing customer thinking, Establishing trust and influencing customer to take action
- Value proposition management, Networking, Stakeholder management, Project management
- Self-awareness, Influencing without authority
- Preparation, Alignment execution, Implementation and follow-up
Account Planning
- Gathers relevant data for the developing and enhancing routine Account Management Strategies that is easily accessible for colleagues through an active Strategic Account Plan
- Develops SMART objectives and tactics using market and strategic account insights aligned to Key Performance Indicators.
- Breaks down routine problems into more manageable parts to understand issues in a more systematic way from a Pfizer
and customer perspective. - Checks progress toward achieving goals and takes remedial action, if required to maintain the Strategic Account Plan.
Customer Engagement
- Identifies and interprets account and customer needs and links the benefits of Pfizer’s value proposition to meet those needs.
- Effectively uses customer and market insights to create an effective value proposition that connects with the customer.
- Effectively links account and customer insights to a value proposition that influences how customers view their business.
- Builds trust and keeps promises through basic follow up and maintains internal processes that influence customers
Relationship Management
- Clearly understands the overall value proposition for Pfizer and can interpret and articulate it to strategic accounts and the integrated account team.
- Actively identifies and builds business relationships with key internal and external decision makers.
- Effectively ensures that all internal and external stakeholders understand
the strategic account’s value to Pfizer. - Identifies and understands different types of stakeholders and adjusts approach accordingly.
- Effectively and appropriately manages internal and external stakeholders throughout the project to meet agreed-upon milestones and the final objective
Leadership
- Understands own strengths and limitations.
- Receives feedback in a non-defensive manner.
- Effectively persuades stakeholders to adopt ideas, actions, or positions through logical and appealing messages without using direct authority or a formalized structure.
- Lead and support development of high functioning IATs (consistent with account team model) inclusive of collaborating with cross-functional specialists and other Pfizer stakeholders to ensure appropriate roles, responsibilities and resources are aligned and leveraged compliantly.
- Partner with IAT to facilitate colleague understanding of local market/customer drivers.
- Impact and influence the development of Key Account Management 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 pull through activities in alignment with Pfizer business leader direction.
Negotiation
- Effectively identifies clear objectives for each element of negotiating, based on Pfizer and strategic account needs.
- Includes market insights that may impact the interaction.
- Effectively follows the approved strategy and qualifies assumptions at the beginning of the dialogue.
- Adjusts to unforeseen dynamics during the engagement through appropriate implementation of negotiating techniques.
- Summarizes the interaction, agreed upon actions, and monitoring process, but
does not implement actions following the negotiation in a timely or urgent fashion.
Qualifications
- Bachelor's Degree required.
- MBA or advanced degree in a related field preferred.
- Prior Key Account Management experience is strongly preferred
- Prior working relationships with the aligned accounts and key customer contacts is strongly preferred.
- At least 1 year spent in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups.
- Minimum of 5 years of previous pharmaceutical, biotech, or medical/marketing/sales experience preferred.
Work Location Assignment: Remote - Field Based
The annual base salary for this position ranges from $161,600.00 to $269,400.00. In addition, this position is eligible for 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. 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. Learn more at Pfizer Candidate Site – U.S. Benefits | (uscandidates.mypfizerbenefits.com). Pfizer compensation structures and benefit packages are aligned based on the location of hire. The United States salary range provided does not apply to Tampa, FL or any location outside of the United States.
Relocation assistance may be available based on business needs and/or eligibility.
Sunshine Act
Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider’s name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.
EEO & Employment Eligibility
Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer. This position requires permanent work authorization in the United States.
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