Key Account Manager - Pfizer Internal Medicine - Charlotte, NC
The Internal Medicine (IM) Key Account Manager (KAM) 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. Such goals, anchored on market expansion and brand evaluation opportunities, allows for and bolsters Pfizer’s ability to unlock full key account potential. The KAM 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 KAM will develop and manage executive-level (C, D-Suite and critical decision maker) customer relationships and align appropriate internal and external stakeholders/decision makers based on account plans and goals to ensure compliant, effective and successful results.
Account alignment to include the following accounts (subject to change): Atrium Health, University of North Carolina Health System, HCA Healthcare (NC), and Caromont Health.
The Pfizer KAM role has three key focus areas: Customer Engagement, Account Management and Business and People Leadership.
Identify key customers including the internal/external decision making and influencing network impacting the key account and local health economy
Maintain effective relationships with key Customer C, D-Suite, administrative and decision-making roles within a key account
Develop effective relationships with key opinion leaders and stakeholders in local health economies
Understand and seek to influence key local, regional and national healthcare issues and best practices aligned to market and key accounts
Manage co-development and co-execution of project plans (holding Customer and Pfizer accountable for plan execution)
Manage a set of prioritized accounts to achieve agreed upon business objectives
Seek out opportunities for synergy and collaboration to achieve both Pfizer and Customer goals through active and transparent customer/account Planning
Analyze and understand the local environment, key account business models, and aligned Pfizer priorities to create account plans that identify mutually beneficial opportunities
Leverage the value proposition for Pfizer to create mutually beneficial business opportunities that result in action
Identify, connect and communicate multiple insights from various stakeholders to develop a plan of action that is beneficial to Patients, Customers, and Pfizer
Business & People Leadership
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.
To be a local expert on healthcare reform, the evolving landscape and the organization of Accounts/Customers
Lead the development of strategic planning priorities for aligned key accounts
Demonstrate a broad base of market knowledge and dynamics of healthcare which influences account behavior. Recognizes when and how to involve colleagues from other functional areas (IAT) to effectively build and execute strategic plans that address an issue or solve a problem
Utilize organizational awareness skills and alignment of Pfizer's priorities to include appropriate Pfizer colleagues to optimize value provided to the Customer and to Pfizer
Lead pull through activities in alignment with Pfizer business leader direction
Communicate a short, mid and long-term view of Pfizer business with Key Accounts, delivering ongoing opportunities for Pfizer’s portfolio with alignment across all Pfizer Business Units when appropriate
Provide regional marketing and strategy teams customer specific insights that can be utilize in crafting strategic direction and new market specific materials
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.
Bachelor's Degree required. MBA or advanced degree in a related field preferred
5-10 years of previous pharmaceutical, biotech, or medical/marketing/sales experience preferred with at least three years spent in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups
Management and/or Account Management experience is strongly preferred
Desired Skills, Knowledge & Experience
Business Acumen: Demonstrated knowledge of the healthcare market and disease states, ability to develop and manage relationships with Key Accounts (C, D-Suite, KOLs and decision makers), demonstrated account management & negotiation skills and understand how to prioritize resources and develop business plans.
Market and Business Strategy
Account and Customer Management
Account Planning: Can understand, influence and adapt to changing local healthcare, key Customer and stakeholder needs. Assesses the portfolio of Accounts and prioritizes limited resources in order to create 'wins' for the Patients, Customers and for Pfizer. 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
Critical and Analytical Thinking
Execution and Measurement of Outcomes
Relationship Management: Builds and maintains strong trusting relationships; has persuasive oral and written communication skills and understands the role in the wider context of Pfizer / the healthcare environment. Effective listening and communication skills; thinks and communicates with the audience's
needs in mind.
Value Proposition Management
Influencing without Authority
Driving Leadership Culture: Upholds Pfizer values; provides a vision of how Pfizer 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/ambiguity, stays focused on
performance and coaches’ others to react positively to change.
Commitment to Compliance
Embraces Straight Talk
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. Relocation support available
NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS
Valid US driver’s license and a driving record in compliance with company standards required
Ability to travel domestically and stay overnight as necessary
Ability to travel to all account locations affiliated with territory (i.e., Asheville to Raleigh)
Other Job Details
Last Date to Apply for Job: May 23rd, 2022
Additional Location Information: Charlotte or Raleigh, NC
US/PR colleagues who are issued an Incident Final Warning (IFW) disciplinary action are not eligible to post and compete for a position for a period of 12-months from the date an IFW is issued.
Eligible for relocation
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.Relocation support available
Pfizer requires all U.S. new hires to be fully vaccinated for COVID-19 prior to the first date of employment. As required by applicable law, Pfizer will consider requests for Reasonable Accommodations.
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.Sales#LI-Remote #LI-PFE