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.
• Manage multiple projects and priorities.
• Drive changes across the organization while working effectively with cross-functional teams in a matrix environment, focusing energy in the right places to work efficiently.
• 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.

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 calling on and interacting with senior executives within large organizations, having identified key influential stakeholders within an organization.
• Demonstrated ability to serve customers’ needs (immediate follow-up, addressing issues promptly) and collaborate with multiple internal stakeholders.
• Experience within the field of assigned customer groups or the Sterile Injectables or Specialty market is strongly preferred.

Qualifications

• Proven track record of developing and executing strategies that achieve growth targets.
• Ability to articulate Pfizer Hospital’s value proposition effectively.
• Strong business management skills, excellent understanding of marketing practices, and ability to develop and execute strategic plans.
• Strong analytical and problem-solving skills, demonstrated ability to gather, understand, evaluate information from various sources, and utilize various analytical tools.
• Well-developed project management/organizational skills to manage multiple projects and priorities.
• Results-oriented willingness to drive changes across the organization while working effectively with cross-functional teams in a matrix environment.
• Proactive approach to identifying and meeting the expectations and requirements of internal and/or external customers.
• Proven ability to manage and pivot between multiple products, customer segments, and high-stakeholder layers quickly, effectively, and successfully.
• Strong interpersonal and communications skills, possesses a high degree of professionalism, presents themselves as articulate (verbal and written), builds relationships and credibility internally and externally, facilitates the flow of information within the organization, and possesses the ability to present material to persuade, convince or influence others.
• Proven ability to perform complex analytics, position requires driving, air travel and out-of-town overnight travel.
• Valid US driver’s license and driving record in compliance with company standards.

Skills

• Customer Relationship Management
• Business Planning & Strategic Execution
• Leadership
• Contracting
• Internal Relationship Management
• Project Management
• Complex Analytics
• Driving and Air Travel
• Out-of-Town Overnight Travel

Benefits

• Comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life’s moments.
• Includes a 401(k) plan with Pfizer Matching Contributions and an additional Pfizer Retirement Savings Contribution, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage.

Pay

The annual base salary for this position ranges from $176,600.00 to $294,300.00. In addition, this position is eligible for participation in Pfizer’s Global Performance Plan with a bonus target of 20.0% of the base salary and eligibility to participate in our share-based long-term incentive program.

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.

Equal Opportunity Employer

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. This position 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. To learn more about acceptable and prohibited uses of AI during the recruitment process, please review our candidate AI-use guidelines available on Pfizer Careers.