US Vaccines Key Account Director (VAM) Connecticut & Rhode Island

Why Patients Need You

Vaccine Account Managers (VAM) collaborate with Pfizer partners to grow appropriate use of Pfizer Vaccines and the overall immunization rates of organized customers by identifying shared objectives, aligning resources and deploying innovative solutions to achieve targeted clinical and business results. This is accomplished through identifying, prioritizing, and managing opportunities to affect access, immunization practices, programs, education, and processes that will increase the appropriate use of Pfizer vaccines. A VAM’s primary focus is to ensure access to the Pfizer vaccine portfolio and improve immunization rates through the development of productive relationships, influence, and when appropriate, contract negotiation. 

Areas of customer focus include but are not limited to administrative and decision making roles of all levels at integrated health systems, large medical groups, health insurance plans, state departments of health, county/city health departments, purchasing groups, Accountable Care Organizations (ACOs), Independent Physician Associations (IPAs), professional associations and advocacy groups/coalitions. Strong business acumen and a solid understanding of the complexities associated with the changing healthcare environment are critical to the VAM role in assessing how these changes affect the various customer segments we serve. VAMs must strictly abide by all company policies and applicable government regulations. Approximately 25%-50% travel is required based on geography.

ROLE RESPONSIBILITIES

• Form collaborative partnerships with decision-makers at large integrated delivery networks and medical groups to conduct need assessments and deliver compliant solutions that will increase access and the appropriate use of Pfizer vaccines.
• Develop productive relationships with decision makers at managed care organizations and other health plans to ensure access and the appropriate use of Pfizer vaccines and programs. This includes a clear understanding of the commercial, Medicaid and Medicare landscape as it relates to the availability of Pfizer vaccines.   
• Develop productive relationships with State Department of Health Immunization Program Management to understand state policies and ensure the implementation of the appropriate tactics to maximize utilization of Pfizer Vaccines and increase vaccination rates. This can include calling on the largest public (VFC) clinics and practices in coordination with local and regional sales partners. 
• Lead the local coordination of internal colleagues at targeted accounts through communication and collaboration to ensure alignment across various stakeholders to maximize opportunities and enable pull through of access opportunities with the Pfizer Vaccines portfolio.
• Prioritize customers, opportunities and projects to maximize impact; leveraging all available data sets and stakeholder input to optimal decision making.
• Execute marketing programs across customer segments and present approved materials to deliver value added messaging in a compelling manner; developing and executing programs that are strategic in nature and may have near, mid, and long term market and financial impact.
• Negotiate and manage contracts with targeted Integrated Delivery Networks, Medical Groups and Buying Groups.  Enable such through collaboration with PCA contracting team and alignment to brand contracting strategy.
• Drive innovation and new approaches that help exceed BU business objectives by proactively engaging leadership
• Collaborate with across all customer facing teams (Internal Medicine, Oncology, Gov’t Relations, Medical, IS, KAM, etc.) to ensure the customer is prioritized by taking a one Pfizer approach
• Stay current and strategically align with the changing healthcare environment resulting from the implementation of the Affordable Care Act to include the application of health information technology and quality metrics. Understanding the impact this legislation has on access to pneumococcal and meningococcal immunizations across various customer segments and internal partners. Be a local expert on these areas and be ready to educate colleagues across Pfizer on insights gained.
• Provide the marketing and strategy teams with key local and customer specific insights that they can utilize in crafting new market-specific materials.
• Cultivate relationships and generate support from KOLs and organizational decision makers (public and private)
• Customers could include accounts with various scopes to include local, regional and national footprints.
• Maintain active customer plans and data sets via company planning resources (Valkre), actively maintaining and sharing such information with areas business partners 
• Collaborate with local immunization panels, AAP & AAFP chapters, and coalitions to promote appropriate compliance with immunization practices
• Meet or exceed product performance objectives for assigned portfolio of vaccines.  KPIs include, but are not limited to, vaccine portfolio utilization, Health IT / protocol development, contract closure and performance, and subjective peer and leader feedback, collaboration, project management, selling skills, and administration.
• Demonstrate use of the organizational selling approach (PACE) and leverage resources and programs to continually develop capabilities (VAM Developmental Pathways, Evolving Healthcare Landscape trainings, etc.)
• Adhere to and model all Pfizer Values and Compliance principles

Qualifications

Must-Have

• BS/BA Degree Required, Master’s degree preferred
• 5-10 years of previous pharmaceutical, biotech, or medical marketing/sales experience with a proven track record of performance and meeting organizational goals.
• Prior team management and / or account management preferred or an IDP-aligned development role for account management with demonstrated leadership across peer and manager groups
• Demonstrated track record of assessing account needs and aligning appropriate tools and resources to drive performance
• Demonstrated track record of strong business acumen, problem solving, strategic thinking, and project management skills, as well as excellent planning and prioritization skills
• Demonstrated track record of strong leadership, collaboration and effective utilization of available resources to drive performance
• Demonstrated advanced negotiation skills; contracting experience preferred 
• Demonstrated experience leveraging data and all available information to prioritize business opportunities 
• Prior experience with vaccine or specialty products preferred
• Strong oral and written communication skills and proficient with Microsoft Office - Excel, PowerPoint, Word, & Outlook
• Candidate must live in or be willing to relocate to a location that is within a commutable distance to the headquarter city for the territory as approved by the Vaccine Account Director and the National Account Management Lead   
• Approximately 25%-50% travel is required

• 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.  

The annual base salary for this position ranges from $161,600.00 to $269,400.00. 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.

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