Director, Trade & HSD Strategy & Insights

About the role

The Director, Trade & HSD Strategy & Insights owns the reporting and action-oriented insights that serve two customer-facing functions: the Trade team (including the National Trade Account Directors) and Health System Directors (HSDs). The role sits within Commercial Services & Support and operates as a dedicated strategic and operational partner to these two functions, building the standing products they rely on to run their business.

Responsibilities

• Trade Strategy Support (Primary)

• Serve as the strategy and planning engine for the Trade team, turning intelligence into options leadership can act on: Synthesize channel, contract, and market intelligence into clear strategic options, recommendations, and decision frameworks for the Trade Lead and National Trade Account Directors — framing the “so what” and “now what.”
• Maintain the Trade function’s channel and distribution strategy point of view — wholesaler economics, source-program structure, distribution-model shifts, and biosimilar channel dynamics — as a single, current strategic narrative.
• Support contract and program strategy by structuring scenario analysis, evaluating trade-offs, and preparing the strategic rationale that informs National Trade Account Director negotiations.
• Translate enterprise and portfolio priorities into a coherent Trade strategy agenda, aligning it with the distinct customer strategies across Pfizer’s wholesaler and distributor partners.
• HSD Customer-Readiness & CAP Management (Secondary, Expanding)
• Make HSDs and ABMs faster and more prepared in front of their accounts by owning the customer-ready strategic materials and the action-planning process:
• Build customer-ready QBR decks for HSD accounts — translating account performance, contract status, and opportunity data into a clear, defensible customer narrative that HSDs present directly.
• Own and manage the Collaborative Action Plan (CAP) process for ABMs and HSDs — the standing structure, cadence, templates, and follow-through that turn account opportunities into tracked, executed actions.
• Partner with HSDs and ABMs to prepare for customer milestones — QBRs and joint business planning — ensuring materials are structured, sequenced, and ready ahead of the meeting.
• Develop account-planning frameworks and opportunity-prioritization approaches that HSDs and ABMs apply consistently across their books of business.
• Capture recurring HSD field needs and feed them back into the strategy, planning, and insights agenda so support compounds over time.
• Customer-Facing Data Partnership
• Serve as Pfizer’s data and analytics counterpart to the corresponding experts at large Trade customers — a specialist, technical relationship that complements, and is initiated through, the Account Director who owns the account:
• Build peer relationships with the data and analytics counterparts at major wholesalers and distributors (e.g., the data teams at national wholesale partners) — organizations often larger than Pfizer — to align on data feeds, reconciliation, reporting methodology, and shared definitions.
• Engage these counterparts only after the Trade National Account Director has established trust and explicitly opens the connection; the Account Director owns and protects the primary relationship, and this role is brought in to connect data expert to data expert.
• Work the technical layer of the partnership — resolving data discrepancies, improving the quality and timeliness of shared data, and strengthening the analytical foundation the Account Director relies on.
• Bring insight back from these counterpart relationships into Pfizer’s Trade strategy, planning, and analytics agenda, and surface data or process issues to the Account Director early.
• Business Planning & Operating Cadence
• Own the processes and rhythm that keep strategy, execution, and review connected across Trade and HSDs:
• Design and run the planning processes — quarterly business reviews and joint-business-planning preparation — on a deliberate, repeatable cadence.
• Build and maintain the frameworks, templates, and governance that connect strategy to execution across the Trade team and its HSD partners.
• Establish the operating rhythm — priorities, milestones, decision forums — that keeps Trade Account Directors, HSDs, and supporting functions aligned and moving.
• Cross-Functional Orchestration
• Serve as the operational connective tissue across Trade, HSD, Commercial Excellence, the analytics function, Contracts, Pricing, Portfolio, and Operations — coordinating handoffs and closing the structural gaps where work falls between functions.
• Coordinate with the analytics function so reporting and run-rate outputs feed cleanly into strategy, planning, and customer-ready materials.
• Lead cross-functional projects and change initiatives that improve how the Trade and HSD organizations plan, decide, and operate.
• Operational Excellence & Enablement
• Identify and close process gaps in how the Trade and HSD teams plan, contract, and execute — applying an operational-excellence and continuous-improvement lens.
• Build the documentation, playbooks, and enablement that make strategy and planning frameworks repeatable and self-sustaining.
• Operate within Pfizer compliance, privacy, and data-governance guardrails — including 340B, government pricing, transparency, and Anti-Kickback considerations — escalating to Legal and Compliance with sound judgment.

Qualifications

• Bachelor’s Degree
• Minimum of 8 years of commercial experience in pharmaceutical, biotech, or medical device — in commercial strategy, commercial operations, business planning, trade/channel strategy, or customer-facing commercial support
• Demonstrated success structuring strategy, planning frameworks, or customer-ready materials in a complex, contract-intensive commercial environment
• Detailed understanding of the pharmaceutical industry and classes of trade, and especially the Multisource Injectables Marketplace & Biosimilars; working knowledge of Wholesaler, Distributor, GPO, and IDN business models
• Strong interpersonal and communications skills, with the ability to distill complexity into clear options and recommendations for senior commercial leaders
• Strong collaborator with the ability to work well within a matrix environment.

Preferred Qualifications

• Advanced degree (MBA or equivalent)
• 10+ years of commercial experience, including time in a strategy, planning, or commercial-operations capacity supporting customer-facing teams
• Working knowledge of pharmaceutical trade dynamics — wholesaler economics, chargeback and source-program structure, distribution models, and the multisource injectable and biosimilar marketplace
• Working knowledge of IDN and health system dynamics — GPO / IDN affiliations, contract pull-through, and how channel strategy intersects with health-system customers
• Demonstrated ability to translate ambiguous business questions into structured strategy, customer-ready narrative, and decision-ready recommendations
• Strong process and operating-cadence discipline — a track record of standing up planning rhythms and governance that keep complex, matrixed teams aligned
• Business management, analytical, and problem-solving skills; ability to interpret data and translate insights into strategy and customer-facing materials
• Well-developed project management and organizational skills; high degree of self-direction
• Familiarity with healthcare regulatory and compliance considerations affecting commercial strategy (340B, government pricing, transparency reporting, Anti-Kickback Statute)
• Comfort with ambiguity and a builder mindset; able to design and stand up new ways of working
• 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.