Non-Acute Director - Trade US Hospital and Biosimilars

ROLE SUMMARY

The Non -Acute Director -Trade US Hospital and Biosimilars is customer-facing and responsible for developing and managing strategic relationships across the Non-Acute National, and Regional account segments. This role is the primary commercial interface for Sterile Injectable, Surgical, and Biosimilar product portfolios accountable for driving revenue growth, contract compliance, and long-term account retention. The Director ensures safe, efficient, and affordable access to Pfizer’s hospital and biosimilar portfolio by driving strategic partnerships.

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 accounts. This individual will be responsible for base sales of $450 million+ of Biosimilars, Sterile Injectables, and Surgical.

ROLE RESPONSIBILITIES

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 responsibilities include:

• Ensure that accounts have a positive experience when dealing with the Pfizer Global Hospital & Biosimilars U.S. Commercial organization
• Effectively navigate through complex organizations to grow contacts within accounts to gain influence among key decision makers; establish and leverage relationships to expand access to Pfizer’s Sterile Injectables, Surgical, and Biosimilar product offerings
• Effectively articulate value proposition statements conveying economic key differentiators for these portfolios; quickly assess the success of messaging and revise strategy & tactics if/when required with portfolio leaders
• Serve as the single point of authority for issues, queries and complaints and follow through to ensure closure/resolution

Business Planning & Strategic Execution

Develop and execute strategies that achieve growth targets aligned to business unit objectives and strategic initiatives. Other responsibilities include:

• Understand assigned accounts’ business model; seek mutually beneficial economic solutions to increase Pfizer value proposition across Sterile Injectables, Surgical, and Biosimilar products
• Develop and adapt focused, customized strategies for each assigned customer (and their members for GPOs), ensuring alignment of plans with Pfizer business objectives; adapt strategies based on market conditions
• Present and sell Pfizer Global Hospital & Biosimilars U.S. products, structuring contracts and programs tailored to customer needs
• 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 & GPO Management

Manage customer contracts by liaising with customers and internal contracting team, with expertise across GPO, and specialty channel structures:

• Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion (including Biosimilars), and potential price increase opportunities; gain support for inclusion of products in the next contracting cycle
• Obtain favorable contracting positions for all new product introductions, including Biosimilars
• Advise on Biosimilar contract strategy, deliver contract intelligence, and assist with targeted strategies for GPO and key non accounts
• Structure pricing and rebate terms in compliance with Pfizer Global Hospital & Biosimilar’s SOPs, applicable laws, and contractual requirements

Cross-Functional Collaboration

• Partner with Field Sales, National Accounts, Trade, Portfolio, and Medical Affairs teams to ensure aligned execution across the channel
• Collaborate with the Portfolio, Pricing, and Operations teams to advocate for and implement effective contract strategies
• Contribute to the development of customer-facing materials, presentations, and business proposals

BASIC QUALIFICATIONS

• Bachelor’s Degree
• Minimum of 8 years’ healthcare sales experience with demonstrated success 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
• Detailed understanding of the pharmaceutical industry, classes of trade, and especially the Multisource Injectables Marketplace & Biosimilars; working knowledge of Wholesaler, Distributor, GPO, and Alternate Site business models
• Experience and training in pricing and contract negotiations
• Strong interpersonal and communications skills
• Strong collaborator with the ability to work well within a matrix environment
• Valid US driver’s license and driving record in compliance with company standards.Any DUI/DWI or other impaired driving citation within the past 7 years will disqualify you from being hired.

PREFERRED QUALIFICATIONS

• Customer/channel knowledge including experience managing accounts in the Non-Acute market channels.
• Biosimilars product knowledge and contracting experience, including GPO formulary inclusion strategies
• Experience managing multiple and diverse product lines, customer segments, and levels of internal/external stakeholders
• Working knowledge of GPO/Non-Acute Account structures and specialty distributor business models
• Strong business management, analytical and problem-solving skills; ability to interpret data and translate insights into strategy
• 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

ORGANIZATIONAL RELATIONSHIPS

External:

Major Accounts in the Non-Acute Market. Assigned accounts from the following list: GPOs (MHA, Asembia, Pharmacy Select), Specialty/Home Infusion/LTC Pharmacies (CVS, Optum Infusion, Option Care, Vital Care, BioScrip, PharMerica, 10–15 others) Dialysis (DaVita, FMC).

Internal:

Portfolio, HSDs, Field Sales, National Accounts, Trade, Contracting, Enablement, Customer Service, Marcom, Legal, and Medical Affairs teams.

OTHER JOB DETAILS:

Last day to apply: July 27, 2026