US Hospital Health Systems Director

About the role

The Health System Director team is responsible for Sterile Injectables and Biosimilar sales and contracting within aligned Health Systems. The primary function is to develop, maintain and grow strategic long term Integrated Delivery Network (IDN) customer relationships within the executive levels, develop and execute customer business plans and ultimately maximize sales and margin growth within assigned IDN Accounts. Product focus will be Pfizer’s Sterile Injectable and Biosimilar portfolio.

Responsibilities

• Develop, maintain and enhance strategic customer relationships at senior levels of assigned accounts (VP/C-suite) and build relationships across broad departments beyond purchasing including Pharmacy, Nursing, Operations, Supply Chain, etc.)
• Ensure that accounts have a positive experience when working with Pfizer.
• Effectively navigate through complex organizations to grow contacts within accounts to gain influence among key decision makers; establish and leverage relationships to expand access to product offering.
• Effectively articulate Pfizer Hospital’s value proposition - supply, economic value, strategic initiative offerings and other current value offerings; quickly assessing the success of messaging and revise strategies & tactics if/when required.
• Serve as the IDN Senior-level single point of accountability (SPA) for issues, queries and complaints and follow through to ensure closure/resolution.
• Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives.
• Understand assigned accounts business model; find mutually beneficial economic solutions to increase Pfizer value proposition.
• Develop and adapt focused and customized strategies for assigned customers.
• Align plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditions.
• Conduct regular business reviews with assigned accounts.
• Utilize and deploy resources (people, systems, information, and products) to accomplish sales goals and support key customer objectives and business strategy.
• Provide strong leadership to internal stakeholders to effectively accomplish the following:
  • Development and execution of established IDN business strategy.
  • Provide a collaborative environment for all members within a matrix to effectively serve our IDN customers and resolve concerns/issues our customers may have.
  • Provide a positive environment where accountability, collaboration, ingenuity, and problem solving are expected and encouraged.
• Manage customer contracts by liaising with customers and internal contracting team.
• Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and gain support for inclusion of products in the next contracting cycle.
• Obtain favorable contracting positions with all new product introductions, effectively present economic and clinical value when applicable.
• Effectively present and execute programs/contracts, negotiate terms/conditions/pricing, and navigate through red-line process; that increase likelihood of driving growth within the account and results in a positive experience for customer and Pfizer.
• Collaborate closely with Field Sales, Portfolio, Contracting and Business Analytics to develop strategies and value add programs that help maintain and grow the business as well as improve contract compliance.
• Manage multiple and diverse product lines, customer segments, and levels of internal/external stakeholders.

Requirements

• A minimum of 8 years of successful healthcare sales experience with proven results.
• Strong leadership skills demonstrated either through leading a sales team for a minimum of 3 years or managing large accounts requiring internal senior leadership interaction.
• Experience within the field of assigned customer groups or the Sterile Injectables or Specialty market is strongly preferred.

Qualifications

• Proven ability to call on and interact with senior executives within large organizations.
• Demonstrated ability to serve customers' needs (immediate follow-up, addressing issues promptly).
• Ability to collaborate with multiple internal stakeholders.
• Strong interpersonal and communications skills.
• High degree of professionalism, articulate (verbal and written), builds relationships and credibility internally and externally.
• Facilitates the flow of information within the organization.
• Presents material to persuade, convince or influence others (individuals, groups) to gain their approval/support of their ideas, projects or goals.
• Strong business management skills, excellent understanding of marketing practices, develops and executes strategic plans.
• Excellent understanding of financial management to perform profit and loss analyses to plan strategies.
• Strong analytical and problem-solving skills, gathers, understands, evaluates information from various sources, establishes links between sources of data, draws logical conclusions and provides appropriate options, makes recommendations and wise decisions in a timely manner.
• Utilizes various analytical tools to gather, understand and evaluate information (Excel, etc.).
• Well-developed project management/organizational skills to manage multiple projects and priorities.
• Proactive, results-oriented willingness to drive changes across the organization while working effectively with cross-functional teams in a matrix environment.
• Self-directed with the ability to constantly seek innovative ways to perform tasks in an efficient and timely manner.
• Customer-focused with the ability to identify and meet the expectations and requirements of internal and/or external customers.
• Ability to perform complex analytics, position requires driving, air travel and out of town overnights.
• Valid US driver’s license and driving record in compliance with company standards.

Skills

• Strong leadership skills.
• Effective communication and relationship-building abilities.
• Strategic planning and execution.
• Financial analysis and management.
• Project management.
• Complex analytics and problem-solving.
• Collaboration and teamwork.
• Customer service and satisfaction.
• Driving and air travel.

Benefits

• Comprehensive and generous benefits package including medical, prescription drug, dental, vision coverage, paid vacation, holiday and personal days, paid caregiver/parental leave, and a 401(k) plan with Pfizer Matching Contributions.
• Participation in Pfizer's Global Performance Plan with a bonus target of 20.0% of the base salary.
• Eligibility to participate in the company's share-based long-term incentive program.

Pay

The annual base salary for this position ranges from $176,600.00 to $294,300.00.

Schedule

This role requires permanent work authorization in the United States. Pfizer endeavors to make www.pfizer.com/careers accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process and/or interviewing, please email disabilityrecruitment@pfizer.com. This is to be used solely for accommodation requests with respect to the accessibility of our website, online application process and/or interviewing. Requests for any other reason will not be returned.