Key Account Manager RD KAM - West Virginia -Virginia, USA - Pfizer
Remote, VA
About the Job
Why Patients Need You
Everything we do, every day, is in line with an unwavering commitment to the quality and the delivery of safe and effective products to patients. Our science and risk-based compliant quality culture is innovative and customer oriented. Whether you are involved in manufacturing, testing, or compliance, your contribution will directly impact patients.
What You Will Achieve
The Rare Disease (RD) Key Account Manager (KAM) will develop market insights and understand influencers on the market and Accounts/Customers in RD Therapeutic categories. This colleague is responsible for managing Accounts and developing key C-Suite/Administrative and RD therapeutic service line leader relationships.
The RD KAM is responsible for the development and implementation of Account Plans for the assigned Accounts and will identify, develop and pull through potential partnership opportunities between Pfizer and the Accounts/Customers. Work with other Pfizer stakeholders in the identification and development of appropriate RD KAM opportunities.
Responsible for working with state, regional or district business leaders and cross-functional Pfizer specialists to ensure appropriate level of support for an Account. Additional responsibilities include segmenting and prioritizing Accounts as well as identifying key Customers within the Accounts. Key Accounts can include, but are not limited to Integrated Delivery Networks (IDNs), Integrated Delivery Systems (IDSs), Accountable Care Organizations (ACOs), Medical Groups (MGs), Independent Physician Associations (IPAs), professional societies, HCP organizations, quality improvement organizations, and IDN specialty pharmacy (SPP) within the defined distribution network (DDN).
How You Will Achieve It
The Pfizer RD KAM role has three key focus areas: Customer Engagement, Account Management and Business and People Leadership.
Customer Engagement
• Identify key Customers including the decision making and influencing network (within and those impacting on the Account and local health economy).
• Maintain effective relationships with key Customer C-Suite and RD therapeutic service line leaders, administrative and decision making roles within a prioritized 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 (political and advocacy organization engagements to be led by Political Affairs colleagues).
• Manage co-execution of Project Plans (holding Customer and Pfizer accountable for plan execution).
Account Management
• Manage a set of prioritized Accounts to achieve agreed 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 local environment, Account business, and aligned Pfizer priorities to create Account plans which identify mutually beneficial opportunities.
• Leverage RD value propositions 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 mutually beneficial to Pfizer and the customer.
Business & People Leadership
• Partner with RD IAT to facilitate colleague understanding of local market/customer drivers.
• Impact and influence development of KAM 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 and support development of high functioning, x-functional team (sales, medical, marketing, HIT and IM KAM), consistent with account team model.
• To be a local expert on healthcare reform, the evolving landscape and the organization of Accounts/Customers.
• Lead the development of RD Account and strategic planning priorities.
• Demonstrate a broad base of Rare Disease therapeutic category market knowledge and dynamics of healthcare which influences IDN behavior. Recognizes when and how to involve colleagues from other functional areas (IAT) to effectively build and execute strategic plans that address an issue or solve a problem.
• Utilize organizational awareness skills and alignment of Pfizer's priorities to include appropriate Pfizer colleagues with an Account to optimize value provided to the Customer and to Pfizer.
• Lead pull through activities in alignment with Pfizer business leader direction.
• Effectively coordinate with cross functional teams.
• Communicate a short-, mid- and long-term view of Pfizer business with Key Accounts, delivering ongoing opportunities for RD portfolio, aligning across all Pfizer Business Units when appropriate.
• Provide regional marketing and strategy teams key local and Customer specific insights that they can then utilize in crafting new market specific materials.
Qualifications
Must-Have
• Management and/or Account Management experience is strongly recommended.
• 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.
• Rare Disease and/or Specialty Cardiovascular experience and expertise strongly preferred.
• Product launch experience preferred.
• Prior team management preferred.
• Candidate expected to live in geographic area of role.
Nice-to-Have
Business Acumen
• Demonstrated knowledge of the healthcare market and RD therapeutic category disease states, ability to develop and manage relationships with Key Accounts (C-Suite & KOLs), 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: Is able to understand, influence and adapt to changing local healthcare, key Customer and stakeholder needs.
• Assesses the portfolio of Accounts and prioritizes limited resources in order to create 'wins' for the Customer and for Pfizer.
• Aligns local, regional or national Account needs with Pfizer goals, understands the healthcare and local market trends and accordingly develops appropriate Account plans.
Data Analytics and Interpreting
• Strategic Planning
• Critical and Analytical Thinking
• Execution and Measurement of Outcomes
Relationship Management
Builds and maintains 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 Ownership Culture
• Upholds Pfizer values, provides a vision of how Pfizer Innovative Health 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
Additional Job Information:
Last Date to Apply:June 28th
The annual base salary for this position ranges from $149,200.00 to $248,600.00. 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. We offer comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life’s moments. Benefits offered include 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. Learn more at Pfizer Candidate Site – U.S. Benefits | (uscandidates.mypfizerbenefits.com). Pfizer compensation structures and benefit packages are aligned based on the location of hire. The United States salary range provided does not apply to Tampa, FL or any location outside of the United States.
Relocation assistance may be available based on business needs and/or eligibility.
Sunshine Act
Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider’s name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.
EEO & Employment Eligibility
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.
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