Sr. Director, National Team Lead Vaccines, Independent VCMs

ROLE SUMMARY

National Team Lead Vaccines, independent VCM is responsible for leading 3-7 Regionally focused independent Vaccine Contract Managers.  iVCMs are responsible for working with Sales, Marketing, USMA Account teams and relevant HQ teams to support effective and compliant pricing and contracting discussions with Prioritized Accounts, in support of the vaccine’s portfolio.  iVCMs are expected to engage appropriate executive and administrative customers effectively and compliantly in Key Accounts (with a focus on economic decision makers including Procurement leads, office managers, VP/Directors of Pharmacy, CFO, P&T Committee Members) with respect to the contracting, pricing and formulary access.

Vaccines Key Accounts include, but are not limited to integrated delivery networks, small/large medical groups, and other alternate site accounts.  The Contracting Account Manager group will also be the point of contact to address customer inquiries regarding the Pfizer Vaccines Discounts on Demand program.   The Team Lead will be responsible for developing subject matter expertise for the team and be primary national customer facing point of contact for vaccine pricing and contracting.  In addition, the National Team Lead will work closely with all HQ function to develop, evolve and deploy pricing and contracting strategies for the Vaccines business group.

RESPONSIBILITIES

• Leads a high performing team of 3-7 Regional Based Vaccines Contracting Vaccine Account Managers (iVCMs) in a dynamic and evolving marketplace.
• Works with Vaccines Customer Marketing team, Contracting and brand marketers to develop/deploy pricing and contracting strategies for the Vaccines business group.
• Works closing with HQ team to develop new training and resources to support evolving vaccines account management customer priorities/objectives.
• Recruits, hires, and develops a high-functioning team of iVCM
• Analyze purchasing trends and evolving market dynamics to achieve strategic brand objectives
• Provides structured direction and coaching to iVCM to ensure monitoring of key market trends, prioritization of accounts, and execution of strategic account plans with integrity
• Develops a collaborative partnership with cross-functional field-based leaders (Trade, Account Management, Medical, USMA, Government Relations) to ensure optimal and appropriate coverage of/and support for National Accounts.
• Manages relationships with HQ stakeholders to ensure appropriate alignment and support for key account goals (Vaccines Customer Marketing, Contracting, US Market Access Team and Vaccines Brand Marketing).   
• Ensures development/execution of focused and strategic account plans for all assigned accounts, including effective facilitation of the Vaccines Integrated Account team (IAT).
• Expertly engages HQ functions.  Understands business processes, terminology, and integration with different teams (i.e., marketing, contracting, operations, etc.)
• Expands iVCM relationships by advancing engagement with the executive team within all prioritized customer groups for the Vaccines business unit.
• Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer’s high standards of business conduct.

BASIC QUALIFICATIONS

• Bachelor’s degree and 12 or more years of experience, 10 years with MBA, 7 years with PhD/equivalent
• Demonstrated leadership experience. 
• Strong experience in matrix environments is critical
• 5+ years of experience in Buy & Bill with relevant pricing and contracts negotiations preferred
• Vaccines experience preferred
• Strategy, marketing, or operations experience preferred
• Demonstrated success in leading (formally or informally) diverse, field-based teams, and successfully collaborating with cross-functional colleagues across many parts of organization (field and HQ).
• Demonstrated ability to expertly engage senior executives at key accounts and with Pfizer
• Demonstrated ability to think strategically with the ability to formulate, develop, write, communicate and monitor the execution of stakeholder business plans
• Experience in executing and in overseeing highly complex programs and projects (e.g., strong project management skills).

PREFERRED QUALIFICATIONS

Strategic Account Management

• Annual time horizon: 1-3 years
• Engage, understand, and partner with selected/prioritized/senior customers and stakeholders to better understand customer needs and to create net revenue for Pfizer, over a 1-3 year time horizon.  
• Build relationships with key customers, thought leaders and decision makers.
• Assess and understand the medium/long-term healthcare and customer issues
• Understand policy implications (Healthcare reforms), guide policy strategies and provide advocacy to protect and enhance Pfizer’s brand interests
• Identify and share lessons learned from successes and failure with U.S. Vaccine Leadership and cross functional partners

Leadership and Collaboration with Customer Facing Teams:

• Models and drives productive collaboration Nationally, among regions and across customer facing teams. Collaborating for the creation of clear objectives to deliver portfolio objectives.
• Partner with Vaccines Account Directors, Regional Business Directors (RBDs) to deliver aligned objectives for vaccine customer facing teams who share accountability
• Work and align across National & Regional customer facing leadership and HQ Marketing and/or Strategy teams to help prioritize opportunities for vaccine customer facing teams
• Align and collaborate as appropriate with Account Management Leadership from other Pfizer BUs (IM/Antiviral, USMA, Oncology, etc.), and ensure direct reports do as well

Integration and Collaboration with Key Internal Stakeholders

• Actively participates as a key member of the Vaccine Account Leadership team to drive the achievement of U.S. Vaccine and Account Management as well as overall business unit goals
• Models and drives productive collaboration with all functional partners to deliver targeted business outcomes to include, but are not limited, to US Market Access, Government Affairs, Legal, Compliance, Field Medical, Commercial Effectiveness, Customer Marketing, and Brand Marketing.

Market Knowledge

• Analyzes organizational metrics, data, and market dynamics to develop and prioritize opportunities, formulate business plans, and gain insight into the performance of the region and individual iVCM. Uses this knowledge to keep the national team and individuals focused on appropriate activities and on the accounts needed to best ensure goal attainment.
• Maintains strong knowledge of the evolving healthcare industry landscape to include, but not limited, to pricing and contracting, quality measures, health information technology, healthcare funding, and the interactions and interdependencies between healthcare stakeholders.
• Drives innovation and new approaches that help exceed BU business objectives

Resources Utilization

• Manages the optimal deployment and execution of resources of direct reports (e.g. travel & entertainment budgets, RC approved materials, etc.).
• Ensures iVCM are leveraging planning resources to optimize business planning.
• Reinforces utilization of the organizational selling approach (PACE) and programs to continually develop iVCM capabilities (Developmental Pathways, Healthcare Landscape trainings, etc.)

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS

• Field based position within boundaries of United States, and within an hour of major airport serving markets within US marketplace.
• Significant Travel required, up to 50%+ (for field coaching, customer engagements, meetings, HQ collaboration)

Other Job Details:

• Last day to apply: May 5, 2025

The annual base salary for this position ranges from $204,700.00 to $341,100.00. In addition, this position is eligible for participation in Pfizer’s Global Performance Plan with a bonus target of 22.5% 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.

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