Senior Director, Strategic Customers and Enablement Team Lead

ROLE SUMMARY

The Sr. Director, Strategic Customers and Enablement Team Lead is an integral member of the US Primary Care Key Account Management Leadership Team with multiple distinct and unique areas of accountability.  1) This individual and the team they manage will lead the strategic, analytical, and operational vision for to the Primary Care Key Account Management organization with a focus on commercial excellence, partner collaboration, and effectiveness.   2) The Senior Director will also provide leadership to a team of senior customers facing national key account directors (NKADs) responsible for achieving the Primary Care business unit goals with their aligned national level strategic customers.  This leader will align with the VP, US Key Account Management Lead to ensure effective development and execution of the strategic operating plan and business unit priorities.  The position will report to the VP, Primary Care Key Account Management Lead.   The leader must strictly abide by all Pfizer policies, Pfizer Code of Conduct, Corporate Integrity, and all applicable government regulations.

KEY ROLE DIMENSIONS

The selected candidate will lead a team of 6 direct reports inclusive of two internally focused enablement directors and three senior national key account directors (NKADs).  The roles responsibilities are wide to include responsibility for development of US Primary Care national key account management organizational strategy, the leadership of all enabling support (Enablement Directors, CFC BT platforms, CFC compliance and meeting planning, enablement team coordinator, etc.), as well as the leadership of the national key account customer facing team.  This position serves as the link between our Pfizer HQ partners and customer facing team leads and will actively lead our efforts identifying, prioritizing, and coordinating high impact efforts and developing action plans as appropriate.  The Senior Director will be a key partner with the VP, US Key Account Management lead and other senior leaders to maximize efficiency and effectiveness of the organization, coordinating with all relevant stakeholders to gain alignment and engage as an active member of the CEP leadership team. 

ROLE RESPONSIBILITIES

The Senior Director, Strategic Customer and Enablement Team Lead will work with individually and with others to achieve the following:

Strategic Insights

• Generate insights on the business that informs the priorities for the organization. Leads all strategic operational and portfolio activities across the U.S. PCP KAM Organization.
• Responsible for overseeing, organizing, and facilitating all cross-brand operational matters, including the commercial business perspectives on compensation, national/POA meetings, training, compliance, and BT, as well as other operational areas.
• Leads Account Enablement Directors regarding operations training and meeting planning in the development of POA/National Meetings including liaising with all brand teams, vendors, Meeting Planning and US KAM leadership team to determine agenda, logistics and pull-through.
• Engage, understand, and partner with prioritized national customers and stakeholders meet customer needs and to create net revenue for Pfizer.  
• Assess and understand the medium/long-term healthcare issues and customer drivers shaping account activity including policy implications
• Identify and share lessons learned from successes and failure with U.S. Leadership and cross functional partners to shape ongoing business unit strategy

Commercial Priorities

• Lead and develop a team of 6 direct reports (2 enablement directors),  (3 National Account Directors) and one regional coordinator  
• Responsibilities are unique and diverse; Inclusive of leading organizational strategy, leading internal enablement team as well as senior customer facing NKAD colleagues focused on strategic national customers to deliver business unit goals.  Focused on am executional time horizon of 1-3 years
• Lead enablement directors to support on-boarding of new KAMs as it relates to all account management specific platforms, local coordination, communication and pull-through on account projects
• Lead national key account directors (NKAD) to deliver targeted business outcomes for primary care portfolio across a complex set of customer channels (national health systems and member organizations)
• Effectively manage the performance and development of the team of National Key Account Directors, providing clear direction, prioritization, coaching, and development feedback.  Conducts business reviews and sets challenging performance objectives.
• Leads and manages projects across functional teams to include but are not limited to marketing, sales leadership, access, commercial effectiveness, and medical as needed
• Leads culture initiatives in alignment Pfizer’s mission and vision in coordination with Enablement Directors assigned to culture initiatives.
• Contributes to resource allocation decisions.
• Manages award trips planning administration and execution with enablement directors

Performance Management and Collaboration

• Leads business-critical projects and initiatives and provide support to remove roadblocks.
• Focus on continuous improvement for integration and future state deployment to enhance KAM effectiveness.
• Models and drives productive collaboration among customer facing role, regions and teams.
• Align and collaborate as appropriate with key account management leadership from other Pfizer BUs to scale capabilities and maximize results for Pfizer Inc.
• Models and drives productive collaboration with all functional partners to deliver targeted business outcomes to include, but not limited to, US market access, government affairs, legal & compliance, medical, CE and brand marketing.
• Liaises with legal, compliance and governance on processes and issues. Direct and Indirect Leadership.

Market Knowledge

• Maintains strong knowledge of the evolving healthcare industry landscape to include quality measures, HIT, healthcare reform, payers and the interactions and interdependencies between healthcare stakeholders
• Analyzes organizational metrics, data, and market dynamics to develop and prioritize opportunities, formulate business plans. Uses this knowledge to keep the national key account team focused on appropriate activities.

BASIC QUALIFICATIONS

• Bachelor's degree required.
• Position requires at least 15 years of experience in US pharmaceutical/ Biotech in sales, key account management and/or HQ functions (strategy, CE, marketing, etc.), with demonstrated success working collaboratively across different parts of the organization.
• Leadership experience required (position is a role intended to prepare colleagues for additional senior level positions in the Sales, Account Management and/or HQ/Marketing functions).  Has the ability to develop and motivate others and lead through change.
• Demonstrated success in a fast-paced setting managing a team of diverse colleagues across multi-disciplines.   Ideal colleague will have experience in HQ functions as well as deep experience leading customer facing colleagues, inclusive of key account management.
• Demonstrated analytical and problem-solving skills required with ability to navigate across Pfizer to achieve BU objectives.  Comfortable working with Senior Leaders; competence in developing senior leadership presentations.  
• Documented ability to lead innovation and develop partnerships to build on business opportunities and organizational capabilities both internally and externally with the ability to teach / hold others accountable to such
• Deep knowledge of the healthcare industry and the interactions and interdependencies between healthcare stakeholders and the ability to teach and hold others accountable to such
• Strong business acumen and strategic thinking abilities
• Strong project and program management skills.
• Strong oral and written communication skills
• Ability to travel overnight based on business requirements for the position

PREFERRED QUALIFICATIONS

• MBA preferred, >5 years of experience in operations, analytics, strategy, marketing and/or leading organizational strategy
• Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide.
• Experience working with and leading teams focused on large-organized customers such as Health & Hospital Systems (Ascension, Optum, etc.) and key member organizations (Premier, AMGA, American College of Physicians, etc.)

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS

Position will require significant travel (>30%) due to combined HQ and customer facing responsibilities

Other Job Details:

• Last Date to Apply: January 6, 2025

The annual base salary for this position ranges from $205,400.00 to $342,400.00. In addition, this position is eligible for participation in Pfizer’s Global Performance Plan with a bonus target of 25.0% 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.

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