Hospital Business Unit Trade National Account Director, US

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Requirements:

• 8 years of demonstrated success in business and account management;
• Experience with Wholesale, Distributor, and National Accounts.
• Detailed understanding of the pharmaceutical industry and classes of trade, and especially the Multisource Injectables Marketplace.
• Experience and training in pricing and contracts negotiations
• Established working knowledge of contracts and charge-backs and related systems.
• Fluency in the use of PowerPoint and Excel software packages required
• Willingness and ability to travel nationally and frequently to interact with assigned customers

Responsibilities:

• Position Pfizer’s Hospital Business to achieve revenue and business objectives by developing and growing business partnerships and increasing sales by negotiating prices and contracts with customers across several classes of trade including national & regional wholesalers, distributors, specialty distributors, and specialty GPOs.
• Leads all aspects of priority Wholesale, Specialty Distributor account business planning and execution aligned to the Channel Management operating plans
• Schedules Top-Top meetings as required and leads agenda development.
• Effectively negotiates and manages all Wholesaler agreements within the Pfizer portfolio of products.
• Conducts quarterly review of DSA performance metrics, identifies opportunities for improved performance and aligns customer plans to remedy such gaps to support business requirements.
• Assist in strategic aspects of the business with sales strategy development, customer initiative identification and colleague training and assistance (contracts, COT strategies) as well as other duties as defined.
• Accountable for presenting, persuading, and selling Pfizer Hospital Business’ products to customers, who have alternative choices in the generic marketplace.
• Direct the activities & resources of Pfizer & Pfizer’s Hospital Business shared services to maximize generic product launch sales and market share, extended-product-line portfolio penetration and price realization across the customer portfolio.
• Responsible for establishing and maintaining a communication link between Pfizer Hospital and the customer to provide insight, overviews and focus for Pfizer’s Hospital Business marketing efforts.
• Responsible for creating and implementing a strategic business plan for each major account in concert with Pfizer Hospital’s strategic goals.
• Work with assigned accounts to develop and administer Distribution Service Agreements and wholesaler/distributor source programs.
• Provide information to Pfizer Hospital’s on market activity, customers’ needs, etc., and serve as a resource person in recommending policies, procedures and programs applicable to national and regional accounts.
• Provide information to the customer on new or existing products, on planned promotional activities, to provide necessary lead-time for the customer to respond (e.g., computer systems, sales representative information).
• Function as liaison between Pfizer internal service providers and customers in areas involving the day to- day business.
• Provide Pfizer and Pfizer Hospital Business management with competitive intelligence on emerging trends and competitors in the generic marketplace, which could have an impact on current and future products or Pfizer/Pfizer Hospital’s interests.
• Be accountable for structuring pricing and rebate terms for customers consistent with Pfizer Hospital’s SOP’s, applicable laws and contracts, rebates, pricing and distribution systems capabilities.
• Work directly with Credit personnel to manage A/R risk with assigned accounts.