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Alternate Site Account Executive


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Job Details


The Alternate Site Major Account Management team is responsible for an estimated $350 Million in sales and will be a critical component to the growth of the business unit. With the execution of Project Pan (IVIG partnership to sell into Alternate Site channel), there's the potential to grow the base between 50-100%. There are currently 5 individuals responsible for Alternate Site Major Accounts and with increasing consolidation and complexity in how these accounts conduct manage patients, this individual will be required to effectively work in a dynamic business environment.

The primary function is to develop, maintain and grow strategic customer relationships, develop and execute customer contracts & business plans and ultimately maximize sales and margin growth within assigned Alternate Site Major Accounts. Product focus will be Pfizer Injectable portfolio utilized by assigned accounts with the potential to leverage relationships with other critical Pfizer molecules used by this customer base. This individual will be responsible for base sales between $50-$150 million and driving growth of up to $30+ million in incremental sales.


**Customer Relationship Management:** Developing, maintaining and enhancing strategic customer relationships across the entire accounts' organization including but not limited to C-Suite level procurement/finance, clinical, operations and other critical stakeholders. Other Customer Relationship Management responsibilities include

+ Ensure that accounts have a positive experience when dealing with Pfizer

+ Effectively navigate through complex organizations to grown contacts within accounts to gain influence among key decision makers; establish and leverage relationships to expand access to product offering

+ Effectively articulate value proposition statements conveying economic, clinical and other key differentiators and quickly asses the success of messaging, revising strategy & tactics if/when required

+ Serve as the single point of authority (SPA) for issues, queries and complaints and follow through to ensure closure/resolution

**Business Planning & Strategic Execution:** Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives. Other responsibilities include:

+ Understand assigned accounts business model; eek mutually beneficial economic solutions to increase Pfizer value proposition

+ Develop and adapt focused and customized strategies for the each assigned customers (and their members for GPO's); ensure alignment of plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditions

+ Conduct quarterly (or as needed) business reviews with assigned accounts

+ Effectively utilize and deploy resources (people, systems, information and products) to accomplish sales goals and support key customer objectives and business strategy

**Contracting:** Manage customer contracts by liaising with customers and internal contracting team

+ Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and potential price increase opportunities and gain support for inclusion of products in the next contracting cycle

+ Obtain favorable contracting positions with all new product introductions; effectively present economic and clinical value when applicable

**Internal Relationship:** Collaborate closely with Field Sales to ensure pricing & contract changes are communicated regularly; develop strategies to improve contract compliance


+ Bachelor's Degree

+ Minimum of 8 years healthcare successful sales experience with experience in managing accounts that have senior executives and multiple key stakeholders/decision makers

+ Minimum of 3 years leading a sales team **and/or** managing large accounts requiring internal (Pfizer or equivalent) senior leadership/executive interaction

+ Strong interpersonal and communications skills

+ Strong collaborator with the ability to work well within a matrix environment


+ Customer/channel knowledge including experience with managing accounts in Alternate Site channel/non-acute market

+ Contracting knowledge

+ Experience in managing multiple and diverse product lines, customer segments, and levels of internal/external stakeholders

+ Strong business management, analytical and problem solving skills

+ Well-developed project management/organizational skills

+ High degree of self direction with the ability to constantly seek innovative ways to perform tasks

+ Customer-focused with the ability to identify and meet customer expectations and requirements

+ 3 -5 travel days per month


**External:** Major Accounts in the Alternate Site Market. Assigned accounts from the following list: GPO's (MHA, Innovatix, Asembia, Pharmacy Select), Specialty/Home Infusion/LTC Pharmacies: (Coram/Omnicare, Option Care, BioScrip, PharMerica, 10-15 others(, Compounders: (PharMEDium, CAPs), Dialysis (DaVita, FMC), LTACH's (Kindred, Vibra, Select), (others as they emerge)

**Internal:** Portfolio, Field Sales and National Accounts

**EEO & Employment Eligibility**

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer.

**Sunshine Act**

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care provider's name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

**Additional Offer Details:**

+ **Last Date to Apply for Job: April 20th, 2018**

+ Additional Location Information: Virtual US

+ Eligible for Employee Referral Bonus

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.
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