Vaccine Account Director – Midwest Region
The VAD provides leadership, prioritization, and management of a regional team of Vaccine Account Managers (VAMs) to achieve Business Unit goals with organized customers to include, but not limited to, administrative and decision-making roles of all levels at integrated delivery networks, managed care organizations, state government immunization departments, Federally Qualified Health Clinics, VA, Department of Defense, and buying groups. Significant contract negotiations as well as the ability to teach and hold others accountable for such will be required within region. Regional Directors will have direct impact, via leadership of their assigned region, on the ability to achieve nearly $450 million in revenue.
The VAD must strictly abide by all Pfizer policies, Pfizer Code of Conduct, Corporate Integrity, and all applicable government regulations.
Key Role Dimensions
Span of Control: ~12 direct reports including Vaccine Account Managers (VAMs)
Collaborations with cross functional team members in Sales, Pharmacy, Marketing, Medical, Contracting, Legal, Commercial Effectiveness and Enablement.
Budgetary Impact: Target Revenue range of >$450M
Travel: Within designated states, region and wider HQ locations.
The Region includes ND, SD, MN, IA, IN, MI, WI, IL and IN
Reports into the US National Account Management Lead and sits on the Vaccine Account Leadership Team
Team Leadership and Maximize Performance
Leads regional team of VAMs to deliver targeted business outcomes that provide access and create pull through opportunities to Pfizer vaccine products across a complex set of customer channels. These channels include integrated delivery networks, hospital systems, large medical groups, managed care organizations, state immunization departments, Federally Qualified Health Clinics, VA, Department of Defense, and buying groups.
Leads the execution of contracting strategy by VAMs with targeted customers; becoming involved in the negotiations as needed to optimize results.
Develops robust regional business plans to maximize the performance of organized customers within the assigned geography and provides business reviews and updates to leadership as appropriate.
Leads VAM engagement with key decision makers and influencers, including health system management, members of coalitions, advisory groups, and professional associations; becoming involved as needed to optimize results.
Effectively manages the performance and development of the team of Vaccine Account Managers, providing clear direction, prioritization, coaching, and development feedback. Conducts field rides, business reviews and sets challenging performance objectives. Objectively evaluating direct reports’ performance using the Pfizer GPM process.
Leads and manages projects across functional teams to include but are not limited to marketing, sales leadership, pharmacy, access, strategy, and medical as needed for the U.S. Account Management Organization and when needed the U.S. Vaccines BU.
Effectively manages all employee relations' issues (with support from Human Resources), including the termination of employees, if needed.
Strategic Account Management
Annual time horizon: 1-3 years
Engage, understand, and partner with selected/prioritized/senior customers and stakeholders to better meet/protect/influence customer needs and to create net revenue for Pfizer, over a 1-3 year time horizon.
Build relationships with key customers, thought leaders and decision makers.
Assess and understand the medium/long-term healthcare issues, local customer drivers shaping account activity
Understand policy implications (Healthcare reforms), guide policy strategies and provide advocacy to protect and enhance Pfizer’s brand interests
Identify and share lessons learned from successes and failure with U.S. Vaccine Leadership and cross functional partners
Leadership and Collaboration with Customer Facing Teams:
Models and drives productive collaboration among regions and across customer facing teams. Collaborating for the creation of clear objectives for the regional team to deliver portfolio objectives.
Partner with Regional Business Directors (RBDs) and Pharmacy Team to deliver aligned objectives for vaccine customer facing teams who share accountability in an account hierarchy
Work and align across Regional customer facing leadership and HQ Marketing and/or Strategy teams to help prioritize opportunities for deployment of vaccine customer facing teams
Align and collaborate as appropriate with Account Management Leadership from other Pfizer BUs (IM, PCA, Oncology, etc.), and ensure direct reports do as well, to maximize results for Pfizer Inc.
Integration and Collaboration with Key Internal Stakeholders
Actively participates as a key member of the Vaccine Account Leadership team to drive the achievement of U.S. Vaccine and Account Management goals.
Models and drives productive collaboration with all functional partners to deliver targeted business outcomes to include, but are not limited, to Payer and Channel Access, Government Affairs, Legal, Compliance, Field Medical, Commercial Effectiveness, Market Access, and Brand Marketing.
Analyzes organizational metrics, data, and market dynamics to develop and prioritize opportunities, formulate business plans, and gain insight into the performance of the region and individual VAMs. Uses this knowledge to keep the regional team and individuals focused on appropriate activities and on the accounts needed to best ensure goal attainment.
Maintains strong knowledge of the evolving healthcare industry landscape to include, but not limited, to quality measures, health information technology, healthcare funding, and the interactions and interdependencies between healthcare stakeholders.
Drives innovation and new approaches that help exceed BU business objectives
Manages the optimal deployment and execution of resources of direct reports (e.g. travel & entertainment budgets, RC approved materials, EZSpeak programs, etc.).
Ensures account managers are leveraging planning resources (iPlan) to optimize business planning.
Reinforces utilization of the organizational selling approach (PACE) and programs to continually develop VAM capabilities (VAM Developmental Pathways, Evolving Healthcare Landscape trainings, etc.)
Bachelor's degree required. Master's degree and / or advanced training preferred
Minimum of 12 years pharmaceutical, Biotech or medical marketing/sales experience with at least 5 years in a promoted position with demonstrated leadership experience with teams of varying size, location and function. Strong experience in matrix environments is critical.
Strategy, marketing, or operations experience
Vaccines experience preferred
Experience supervising leaders-of-leaders preferred
Proven track record of leading teams to meet or exceed organizational goals
Demonstrated negotiating and contracting experience and the ability to teach and hold others accountable to such
Demonstrated ability to develop and motivate others and lead through change while delivering on Pfizer business imperatives
Demonstrated ability to build and lead a high-performance culture within a team
Demonstrated ability to influence thought leaders and high-level decision makers in large group practices, integrated delivery networks, contracting entities, or managed care organizations and the ability to teach and hold others accountable to such
Deep knowledge of the healthcare industry, quality measures, healthcare funding, and the interactions and interdependencies between healthcare stakeholders and the ability to teach and hold others accountable to such
Demonstrated excellent prioritization, problem-solving, facilitation, and project management skills and the ability to teach and hold others accountable to such
Strong ability to leverage data and insights to optimize decision making
Demonstrated One Pfizer approach by operating above-brand or cross-function/BU on policy and strategic issues
Demonstrated ability to engage with Pfizer senior leaders to provide marketing and performance updates/answer questions
Experience leading or selling to state and/or federal government preferred.
Excellent oral and written communication skills and proficiency with Microsoft Office - Excel, PowerPoint, Word, & Outlook
Candidate must live in or be willing to relocate to a location that is within the region or a commutable distance to region; as approved by Vaccines Account Management Lead
Ability to travel overnight based on business requirements for the position (approximately 50+% travel)
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.
NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS
Virtual role, In region preferred
Significant Travel required, estimated 50%
Other Job Details:
Last Date to Apply: June 2nd, 2022
Relocation support available
Work Location Assignment:Remote
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