Key Account Director, Northwest Secondment

I&I KAD Job Description – Secondment Northwest

Role Summary

The I&I Key Account Director (KAD) leads the strategic direction, development, and execution of account plans and partnerships with aligned Leading Health Systems (key accounts) and associated Integrated Account Teams (IATs) to accomplish mutually aligned goals in a compliant manner in 3 specific Therapeutic areas of focus: Rheumatology, Gastroenterology and Dermatology. Such goals, anchored on market expansion and brand access opportunities, allows for and bolsters Pfizer’s ability to unlock full key account potential. The KAD must possess a deep understanding of the healthcare market environment, as well as, the business drivers, priorities, capabilities, organizational structure, ways of working, external influencers, and decision-making rights of aligned key accounts. The KAD will develop and manage executive-level (C, D-Suite, therapeutic department heads and critical decision makers) customer relationships and align appropriate internal and external stakeholders/decision makers based on account plans and goals to ensure compliant, effective and successful results.

The account alignment for this I&I KAD – Secondment Northwest position will include the following accounts (subject to change): Common Spirit, Multicare Health System, Oregon Health & Science University, Peacehealth, Providence, Seattle Chilrens Hospital, St Lukes and University of Washington.

Role Responsibilities

The Pfizer KAD role has two key areas of focus: Market Expansion & Brand Access.

Required Skills Sets:

• Financial Awareness, Market & Business Strategy, Account & Customer Knowledge, Functional Knowledge

• Data analytics and interpretation, Strategic Planning, Critical and analytical thinking, Execution and measurement of outcomes
• Identifies and acts on insights, Value proposition creation, Reframing customer thinking, Establishing trust and influencing customer to take action
• Value proposition management, Networking, Stakeholder management, Project management
• Self-awareness, Influencing without authority
• Preparation, Alignment execution, Implementation and follow-up

Capabilities

The following behaviors are core to the Pfizer KAD role.

Account Planning

• Gathers relevant data for the developing and enhancing routine Account Management Strategies that is easily accessible for colleagues through an active Strategic Account Plan
• Develops SMART objectives and tactics using market and strategic account insights aligned to Key Performance Indicators.
• Breaks down routine problems into more manageable parts to understand issues in a more systematic way from a Pfizer
  and customer perspective.
• Checks progress toward achieving goals and takes remedial action, if required to maintain the Strategic Account Plan.

Customer Engagement

• Identifies and interprets account and customer needs and links the benefits of Pfizer’s value proposition to meet those needs.
• Effectively uses customer and market insights to create an effective value proposition that connects with the customer.
• Effectively links account and customer insights to a value proposition that influences how customers view their business.
• Builds trust and keeps promises through basic follow up and maintains internal processes that influence customers

Relationship Management

• Clearly understands the overall value proposition for Pfizer and can interpret and articulate it to strategic accounts and the integrated account team.
• Actively identifies and builds business relationships with key internal and external decision makers.
• Effectively ensures that all internal and external stakeholders understand
  the strategic account’s value to Pfizer.
• Identifies and understands different types of stakeholders and adjusts approach accordingly. 
• Effectively and appropriately manages internal and external stakeholders throughout the project to meet agreed-upon milestones and the final objective

Leadership

• Understands own strengths and limitations.
• Receives feedback in a non-defensive manner. 
• Effectively persuades stakeholders to adopt ideas, actions, or positions through logical and appealing messages without using direct authority or a formalized structure.
• Lead and support development of high functioning IATs (consistent with account team model) inclusive of collaborating with cross-functional specialists and other Pfizer stakeholders to ensure appropriate roles, responsibilities and resources are aligned and leveraged compliantly.

• Partner with IAT to facilitate colleague understanding of local market/customer drivers.
• Impact and influence the development of Key Account Management 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 pull through activities in alignment with Pfizer business leader direction.

Negotiation

• Effectively identifies clear objectives for each element of negotiating, based on Pfizer and strategic account needs.
• Includes market insights that may impact the interaction.
• Effectively follows the approved strategy and qualifies assumptions at the beginning of the dialogue.
• Adjusts to unforeseen dynamics during the engagement through appropriate implementation of negotiating techniques.
• Summarizes the interaction, agreed upon actions, and monitoring process, but
  does not implement actions following the negotiation in a timely or urgent fashion.

Qualifications

• Bachelor's Degree required.
• Written Individual Development Plan (IDP) or Growth Journey focused on Key Account Director role for at least 1 year preferred.
• Past involvement in a Key Account Management development program would be beneficial.
• Prior Secondment Key Account Management experience would be beneficial.
• Prior working relationships with the aligned accounts and/or key customer contacts in the aligned accounts would be beneficial.
• At least 1 year spent in a promoted position and/or developmental role with demonstrated leadership across peer and manager groups would be beneficial.
• Minimum of 5 years of previous pharmaceutical, biotech, or medical/marketing/sales experience preferred.
• Depending on location, travel varies from 25%-75%

 
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 the work of other colleagues to achieve meaningful outcomes and create business impact.
 

PHYSICAL/MENTAL REQUIREMENTS

N/A

Work Location Assignment: Remote - Field Based

Relocation assistance may be available based on business needs and/or eligibility.