Role Description

Oncology Key Account Directors are responsible for developing and deepening effective business-to-business relationships at the BU’s largest organized provider accounts. They serve as the primary contact for account stakeholder leadership, establish the foundation for all KAD branded engagement, and own aligned therapeutic priorities end to end for quality-based initiatives that mutually align with both our Oncology portfolio priorities and the accounts’ patient care and population health management goals. The role also includes effectively and compliantly engaging appropriate customer stakeholders (executive and administrative level personnel within assigned accounts) with respect to pricing and value messages in support of our contracted products. Oncology KADs will work effectively and compliantly with cross-functional members of the Account Collaboration Team and the Account Leadership Team, including ABMs, TA sales and medical, as well as OSAD, O&A and OCFM colleagues who cover the same select key accounts. KAD accounts may include NCI/academic institutions, large hospital systems and IDNs, and large community oncology and urology practices.

Responsibilities

• Advancing quality-based initiatives and projects at key accounts that mutually align with the BU’s portfolio priorities and the accounts’ patient care and population health management priorities.

• Monitoring of key market trends; prioritization of accounts and account opportunities; identification of areas of mutual interest between Pfizer and key accounts; development and execution of focused and strategic account plans for all assigned accounts with integrity

• Effectively and compliantly engaging appropriate customer targets (executive and administrative level personnel within assigned accounts) with respect to pricing and value messages in support of the contracted Oncology portfolio

• Appropriately and compliantly communicating and collaborating with cross-functional field-based colleagues (Sales, Medical, SAS, Government Relations) to ensure optimal and appropriate coverage of and engagement with key accounts.

• Aligning with HQ stakeholders to ensure appropriate understanding of, and support for, key account goals.

• Effective joint-leadership, with cross-functional managers, of field-based Account Leadership Teams (ALTs) as well as less formal Account Collaboration Teams (ACTs)

• Working with various brand and above-brand marketers to develop/deploy new training and resources to support evolving key account customer priorities/objectives.

• Complying with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer’s high standards of business conduct.

Qualifications

• Required: 5+ years of pharmaceutical (or related) experience

• Preferred: Oncology experience/expertise

• Preferred: Demonstrated effectiveness in engaging Academic, IDN and large group practice community accounts

• Strong understanding of evolving healthcare landscape in US and impact on organized provider accounts/customers.

• Demonstrated ability to successfully engage and deliver impact among executive/administrative level personnel at large accounts.

• Demonstrated ability to think strategically and to formulate, develop, write, communicate and monitor the execution of stakeholder business plans

• Demonstrated experience in executing and overseeing highly complex programs and projects (i.e., strong project management skills).

• Demonstrated success in collaborating effectively and gaining alignment with colleagues across different parts of the organization (including field and HQ), and leading cross-functional teams.

Education

• Bachelor’s Degree required

Desired Skills, Knowledge & Experience

Business Acumen: Demonstrated strong knowledge of the evolving healthcare market/landscape, ability to develop and manage executive-level relationships with Key Accounts (C and D Suite), demonstrated account management & negotiation skills, and understanding of how to prioritize resources and develop actionable account-level business plans.

• Financial Acumen

• Market and Business Strategy

• Account and Customer Management

• Functional Knowledge

Account Planning: Demonstrated ability to understand, influence and adapt to changing local healthcare dynamics and key customer and stakeholder needs; assesses needs/opportunities at key accounts, develops and advances effective strategies and tactics to address needs/opportunities assessed, and prioritizes limited resources in order to create 'wins' for the Customer and for Pfizer Oncology; aligns local, regional or National Account needs with Pfizer goals; understands the healthcare and local market trends and accordingly develops appropriate account plans.

• Data Analytics and Interpreting

• Strategic Planning

• Critical and Analytical Thinking

• Execution and Measurement of Outcomes

Customer Engagement:

Relationship Management: Builds and deepens strong, trusting relationships; has persuasive oral and written communication skills and understands the role in the wider context of Pfizer and the healthcare environment; effective listening and communication skills - thinks and communicates with the audience's needs in mind.

• Value Proposition Management

• Networking

• Stakeholder Management

• Influencing and Leading without Authority

Driving Ownership Culture: Upholds Pfizer values; provides a vision of how Pfizer Oncology’s 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; comfortable with sorting through ambiguity; ability to be decisive in situations when information is limited; stays focused on performance and coaches others to react positively to change; acts as a proactive change agent in identifying, appropriately framing, and compliantly advancing innovative Bold Moves or Operational objectives.

• Self-Awareness

• Seizes Accountability

• Commitment to Compliance

• Embraces the value and behaviors of Courage, Excellence, Equity and Joy

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.

ADDITIONAL DETAILS:

Territory Includes: Ohio field based (must live within territory)

Key Accounts Include the following:

Cleveland Clinic

Ohio State

University Hospitals

Columbus Onc-Hem

Zangmeister Center AON

Summa Health Sys

Central Ohio Urology Group

Last Day to Apply: October 18th 2024

Relocation might be considered

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.

Sales

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