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 assess 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.

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, establish links between sources of data, draw logical conclusions and provide appropriate options, make recommendations and wise decisions in a timely manner.
• Strong project management/organizational skills to manage multiple projects and priorities.
• Customer-focused and able to identify and meet 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.
• Proven 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.
• Proven ability to perform complex analytics, drive changes across the organization, and work effectively with cross-functional teams in a matrix environment.
• Proven ability to work proactively, drive changes, and focus energy in the right places to work efficiently.
• Valid US driver’s license and driving record in compliance with company standards.

Skills

• 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.
• Strong analytical and problem-solving skills.
• Well-developed project management/organizational skills.
• Results-oriented willingness to drive changes across the organization while working effectively with cross-functional teams in a matrix environment.
• Proactive, innovative approach to performing tasks in an efficient and timely manner.
• Customer-focused and able to identify and meet the expectations and requirements of internal and/or external customers.
• Proven ability to perform complex analytics, drive changes across the organization, and work effectively with cross-functional teams in a matrix environment.

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.