Key Account Manager - Internal Medicine & Antiviral - Pennsylvania

About the role

The Pfizer KAM role has three key focus areas: Customer Engagement, Account Management and Business and People Leadership.

Responsibilities

• 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.
• 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.
• 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.

  Qualifications

  • 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.
  • 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.
  • Financial Acumen: Market and Business Strategy, Account and Customer Management, Functional Knowledge: Account Planning, Data Analytics and Interpreting, Strategic Planning, Critical and Analytical Thinking, Execution and Measurement of Outcomes, Relationship Management: Building and maintaining 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, Networking, Stakeholder 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. Self-Awareness, Commitment to Compliance, Embraces Straight Talk.