National Account Director – Enterprise

Role Overview

• Leverage clinical, demand, and financial levers to gain and maintain profitable access across payer pharmacy, medical benefit and specialty pharmacy for all Pfizer products across the lifecycle of each product.
• Lead Pfizer enterprise contract negotiation for entire portfolio for all national PBM/GPO, Health Plan and SPP channel customers
• Maintaining profitable product access through direct contracts or PBM agreements, leveraging compliant clinical and financial information, and leading the coordination of generating demand and appropriate advocacy for Oncology product portfolios.
• Lead and manage payer customer engagements for an expanded number of complex therapeutic categories and management strategies.
• Meet or exceed performance objectives, including the successful execution of all product access and new launch goals for the Pfizer enterprise
• Lead, develop and maintain mutually beneficial relationships with all assigned customers within a designated geography influencing decision making and product access for the Pfizer portfolio.
• Manage assigned priority accounts (Health Plans, Pharmacy Benefit Managers, State Medicaid) within payer pharmacy & medical benefit and complex payer and provider reimbursement models (i.e., Buy & Bill, AWP, WAC, AMP, ASP, 340B, etc.)
• Accountable for maintaining and/or improving profitable formulary access across the aligned Pfizer Portfolio and communicate access enhancements with internal stakeholders, GBU leaders and senior leadership
• Act as a market expert for both internal and external stakeholders including coordination of all resources necessary to assess, align, execute, and measure customer and Pfizer objectives through formal Deliver Customer Value framework and collaborations
• Own, develop and execute a business plan for each assigned account with multiple internal stakeholders (Regional Account Director counterpart, Payer Account Medical Lead, Contracting, Customer Analytics, Customer Marketing, and Payer Brand Marketing, Channel Management) to optimize product access
• Develop, coordinate, and communicate customer responses appropriately leveraging Pfizer & brand strategy, compliance guidance and regulatory positions to appropriately position Pfizer interests
• Seek and communicate payer customer insight and market knowledge that inform payer access and contracting strategies across all supported brands.
• Work synergistically with the other account functions including vaccines, & channel management counterpart to appropriately leverage the entire Pfizer portfolio.
• Develop and monitor market specific plans to maximize performance across the entire Pfizer portfolio.
• Manage & partner with Pfizer stakeholders to leverage expertise, relationships, and resources.
• Key stakeholders include but are not limited to: BU Senior Sales & Marketing, Medical, Government Relations, Public Affairs/Policy, Global Access & Value, Legal
• Develop and leverage industry-leading skills in the categories of Executive Presence, Financial Analytics, Market & Channel Knowledge, Strategic Planning & Execution, and Negotiations.
• Responsible for ensuring compliance to all Pfizer policies, procedures, and training to effectively manage customer relationships to ensure Pfizer interest are maintained at the highest level.

Requirements

• Bachelor's degree required, MBA or advanced degree in a related field preferred
• 8+ years of previous pharmaceutical, biotech, or medical marketing/sales experience preferred
• 3+ years in regional account management (or equivalence) and customer-facing experience with contracting responsibility
• Must have expert knowledge of payer channels (i.e., plans, PBMs, XChange, State Medicaid, Medicare, SPP etc.)
• Documented experience working with key thought leaders or high influence customers in large healthcare organizations
• Strong business acumen, strategic & analytical skills are required
• Must demonstrate the ability to successfully create and execute upon business goals, strategies, and tactics
• Must be able to travel, as needed, to attend internal and external meetings
• Ability to respond effectively to multiple priorities and tight timelines; ability to handle multiple tasks simultaneously.
• Deep understanding of business/general management of payer customers and customer needs.
• Experience with a broad and varied set of customer dynamics and complex payer strategies.
• Demonstrated success in influence/negotiation skills; ability to build and maintain productive collaborative relationships with customers and internal stakeholders.
• Record of success in developing strategies which drive business performance
• Record and demonstrated ability to effectively influence external decision making with large complex customers
• Ability to navigate internal organization/processes and mobilize key US Market Access internal stakeholders.

Benefits

• Health insurance
• 401(k) retirement plans
• Paid time off
• Flexible work arrangements
• Professional development opportunities