Southeast Region Key Account Contract Manager

Pfizer

1d

About The Position

Oncology Contracting Key Account Managers (C-KADs) are responsible for working with KAM Leadership, Field Sales, Marketing, Payer Regional Key Account teams and relevant HQ teams to support effective and compliant pricing and contracting discussions with Key Accounts, in support of the branded portfolio. C-KADs are expected to effectively and compliantly engage appropriate executive and administrative customers in Key Accounts (with a focus on economic decision makers including Directors of Pharmacy, P&T Committee Members) with respect to the Oncology pricing and value propositions to secure formulary access and appropriate pull through. This includes negotiating with the customer when appropriate and facilitating the communication and alignment with key HQ functions (Marketing, National Customer Group leadership, Legal, Contracting, PCA) to support GPO contracts (inclusive of LOC and LOP opportunities) within this space. In addition to the customer facing responsibility, the C-KAD will work with their KAD Lead to develop Oncology strategies to capitalize on specific account opportunities within the Region, including leading the effective pull-through efforts in collaboration with KAMs and other customer-facing field functions. The C-KAD will have a broad view of our Oncology opportunities and challenges within assigned KAM accounts, and will make strategic decisions (in alignment with KAM Leadership) on how to maximize the entire Oncology portfolio with Key customers. The C-KAD will also be an active participating member of relevant Regional Account Cross-functional Teams (ACTs). Oncology Key Accounts include, but are not limited to, NCI/Academic institutions, and Oncology service lines within large hospital systems and IDNs.

Requirements

• 5+ years of pharmaceutical (or related) experience in customer-facing roles/functions
• 3+ years of Oncology market experience and expertise (including buy-and-bill expertise) strongly preferred.
• Strong understanding of evolving healthcare landscape in US, including US Healthcare Reform, and impact on organized provider accounts/customers.
• Strong financial acumen and ability to deliver complex pricing/value messages to organized provider accounts in a fully compliant fashion.
• Demonstrated ability to successfully engage executive/administrative level personnel at large accounts and deliver customer impact.
• Demonstrated ability to think strategically with the ability to formulate, develop, write, communicate and monitor the execution of stakeholder business plans
• Demonstrated experience in executing and in 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 (formally or informally) cross-functional teams.
• Bachelor’s Degree required

Nice To Haves

• MBA or relevant graduate degree preferred
• 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 Perspective and Planning
• Critical and Analytical Thinking
• Execution and Measurement of Outcomes
• 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.
• Self-Awareness
• Seizes Accountability
• Commitment to Compliance
• Embraces the values and behaviors of Courage, Excellence, Equity and Joy

Responsibilities

• Appropriate communication and collaboration with relevant cross-functional colleagues (KADs, KAD Leadership, National Customer Group Leadership, Marketing, PCA/SAS, Legal, Contracting, Field Sales, et al) to support effective pricing/contracting strategy/discussions with Oncology Key Accounts.
• Work closely with KADs to ensure development/execution of focused and strategic account plans for all assigned accounts, with specific focus on effective/compliant contracting discussions, and contract pull through.
• Work closely with KADs to co-lead Cross Functional Team (AcT) at local level to maximize pull through within assigned accounts.
• Where needed/appropriate, and as directed by KAM Regional Team Lead, effectively and compliantly engage appropriate customer targets (executive and administrative level personnel within accounts) with respect to pricing/value messages in support of the full Oncology portfolio (inclusive of assigned products).
• Support the development/execution of effective contracting strategy on behalf of full Oncology portfolio, by representing needs/perspectives of accounts to appropriate HQ-based functions/personnel.
• Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer’s high standards of business conduct.

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, and health benefits to include medical, prescription drug, dental and vision coverage

What This Job Offers

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