US National Account Director Trade - Cencora, McKesson, & Cardinal
Scorpion Therapeutics, New Bremen, Ohio, United States
Role Summary
The US National Account Director Trade leads Pfizer’s enterprise relationships with major wholesale and specialty distributor partners, including pharmaceutical wholesalers, distributors, specialty distributors, and specialty GPOs. This role ensures safe, efficient, and affordable access to Pfizer’s hospital portfolio—including biosimilars—by driving strategic partnerships, contract negotiations, and market intelligence. The Director collaborates cross-functionally to optimize distribution, expand product acceptance, and achieve business growth for both Hospital injectables and biosimilar products. The Trade National Account Director supports sales force initiatives and business objectives by evaluating, executing, and developing contract strategies across the product portfolio and all customer classes of trade. This role also identifies and assesses opportunities for product alliances, alternative marketing approaches, Wholesaler Source Programs, and distribution strategies. Additionally, the Director collaborates with the Portfolio, Pricing, and Operations teams to advocate for and implement effective contract strategies. The position requires expertise in Wholesaler, Distributor, Specialty Distributor, and Specialty GPO business models, with a deep understanding of customer strategies and capabilities. Serving as a key resource for internal Pfizer stakeholders, the Director provides guidance on evolving healthcare environments and distribution models, enabling the delivery of optimized programs and improved patient experiences across the Pfizer portfolio.
Responsibilities
Drive revenue and business growth for Pfizer’s Hospital & Biosimilar Business by cultivating strategic partnerships and negotiating contracts with national and regional wholesalers, distributors, specialty distributors, and GPOs.
Lead business planning and execution for priority wholesale and specialty distributor accounts, ensuring alignment with Channel Management operating plans.
Organize and facilitate executive-level meetings, develop agendas, and ensure product stocking goals are met to support new product launches.
Negotiate and manage all wholesaler agreements, including Distribution Service Agreements, Performance Rebate Agreements, Off-Invoice Discounts, Master Service Agreements, Statements of Work, and Confidentiality Disclosure Agreements.
Conduct periodic compliance and business reviews with customers, analyze DSA performance metrics, and implement improvement plans to meet business objectives.
Provide contract management expertise, recommend solutions based on customer feedback, and support the execution of new agreements or amendments.
Contribute to sales strategy development, identify customer initiatives, and support colleague training on contracts and strategic approaches.
Advise on contract strategy, deliver contract intelligence, and assist Account Directors with targeted strategies for key accounts.
Present and sell Pfizer Hospital Business products and biosimilars, structuring profitability packages and programs for customers.
Direct resources to maximize product launch sales, portfolio penetration, and price realization across customer accounts.
Administer dynamic sales programs, including rebates and allowances, and maintain effective communication between Pfizer Hospital and customers.
Support long-range planning and enhance organizational responsiveness to market changes.
Develop and implement strategic business plans for major accounts in alignment with Pfizer Hospital’s goals.
Manage Distribution Service Agreements and source programs for assigned accounts, coordinating project and contract implementation.
Provide market intelligence, recommend policies and programs, and monitor product stocking, pricing, and sales to address potential issues.
Collaborate with Product Portfolio management to align forecasts with market opportunities and resolve accounts receivable issues.
Inform customers about new products and promotional activities, ensuring adequate lead time for their operational adjustments.
Serve as a liaison between internal service providers and customers for daily business operations.
Provide management with competitive intelligence on market trends and emerging competitors in the generic marketplace.
Structure pricing and rebate terms in compliance with Pfizer Hospital’s SOPs, applicable laws, and contractual requirements.
Work with Credit personnel to manage accounts receivable risk for assigned accounts.
Qualifications
Required: BS or BA degree or equivalent experience.
Required: 8 years of demonstrated success in business and account management.
Required: Experience with Wholesale, Distributor, and National Accounts.
Required: Ability to demonstrate personal leadership and accountability in day-to-day activities with an operational regard for customer needs and process requirements.
Required: Detailed understanding of the pharmaceutical industry and classes of trade, especially the Multisource Injectables Marketplace & Biosimilars; working knowledge of the healthcare industry.
Required: Experience and training in pricing and contracts negotiations.
Required: Demonstrated ability to promptly follow up with customer requests and address issues to meet expectations.
Required: Established working knowledge of contracts and charge-backs and related systems.
Required: Strong interpersonal and communication skills; ability to develop and maintain effective relationships with diverse groups.
Required: Valid US driver’s license and driving record in compliance with company standards.
Required: Breadth of leadership experiences and the ability to influence and coach others, oversee work of colleagues, and create business impact.
Skills
Product Market Dynamics Expertise
Pharmacy Experience (Payer, Retail, GPO, Wholesaler, Independently owned)
Strategic Account Plan Development (short and long term)
Strategic Leadership Skills
Organized Customer Business Acumen
Pfizer Business Acumen
Analytical Expertise
Proven Track Record of Tactical Execution
Service and Performance Contract Negotiation and Implementation Expertise
Creative Solution Seeking
Verbal and Written Communication Proficiency
Self-Awareness and Political Savvy
Ability to Work in a Matrix Organization
Strong consultation and relationship-building skills across multiple teams
Negotiation at Senior Management Level
Proficiency with PowerPoint and Excel
Willingness and ability to travel nationally and frequently
Education
BS or BA degree or equivalent experience
Additional Requirements
Willingness and ability to travel nationally and frequently to interact with assigned customers
#J-18808-Ljbffr
Responsibilities
Drive revenue and business growth for Pfizer’s Hospital & Biosimilar Business by cultivating strategic partnerships and negotiating contracts with national and regional wholesalers, distributors, specialty distributors, and GPOs.
Lead business planning and execution for priority wholesale and specialty distributor accounts, ensuring alignment with Channel Management operating plans.
Organize and facilitate executive-level meetings, develop agendas, and ensure product stocking goals are met to support new product launches.
Negotiate and manage all wholesaler agreements, including Distribution Service Agreements, Performance Rebate Agreements, Off-Invoice Discounts, Master Service Agreements, Statements of Work, and Confidentiality Disclosure Agreements.
Conduct periodic compliance and business reviews with customers, analyze DSA performance metrics, and implement improvement plans to meet business objectives.
Provide contract management expertise, recommend solutions based on customer feedback, and support the execution of new agreements or amendments.
Contribute to sales strategy development, identify customer initiatives, and support colleague training on contracts and strategic approaches.
Advise on contract strategy, deliver contract intelligence, and assist Account Directors with targeted strategies for key accounts.
Present and sell Pfizer Hospital Business products and biosimilars, structuring profitability packages and programs for customers.
Direct resources to maximize product launch sales, portfolio penetration, and price realization across customer accounts.
Administer dynamic sales programs, including rebates and allowances, and maintain effective communication between Pfizer Hospital and customers.
Support long-range planning and enhance organizational responsiveness to market changes.
Develop and implement strategic business plans for major accounts in alignment with Pfizer Hospital’s goals.
Manage Distribution Service Agreements and source programs for assigned accounts, coordinating project and contract implementation.
Provide market intelligence, recommend policies and programs, and monitor product stocking, pricing, and sales to address potential issues.
Collaborate with Product Portfolio management to align forecasts with market opportunities and resolve accounts receivable issues.
Inform customers about new products and promotional activities, ensuring adequate lead time for their operational adjustments.
Serve as a liaison between internal service providers and customers for daily business operations.
Provide management with competitive intelligence on market trends and emerging competitors in the generic marketplace.
Structure pricing and rebate terms in compliance with Pfizer Hospital’s SOPs, applicable laws, and contractual requirements.
Work with Credit personnel to manage accounts receivable risk for assigned accounts.
Qualifications
Required: BS or BA degree or equivalent experience.
Required: 8 years of demonstrated success in business and account management.
Required: Experience with Wholesale, Distributor, and National Accounts.
Required: Ability to demonstrate personal leadership and accountability in day-to-day activities with an operational regard for customer needs and process requirements.
Required: Detailed understanding of the pharmaceutical industry and classes of trade, especially the Multisource Injectables Marketplace & Biosimilars; working knowledge of the healthcare industry.
Required: Experience and training in pricing and contracts negotiations.
Required: Demonstrated ability to promptly follow up with customer requests and address issues to meet expectations.
Required: Established working knowledge of contracts and charge-backs and related systems.
Required: Strong interpersonal and communication skills; ability to develop and maintain effective relationships with diverse groups.
Required: Valid US driver’s license and driving record in compliance with company standards.
Required: Breadth of leadership experiences and the ability to influence and coach others, oversee work of colleagues, and create business impact.
Skills
Product Market Dynamics Expertise
Pharmacy Experience (Payer, Retail, GPO, Wholesaler, Independently owned)
Strategic Account Plan Development (short and long term)
Strategic Leadership Skills
Organized Customer Business Acumen
Pfizer Business Acumen
Analytical Expertise
Proven Track Record of Tactical Execution
Service and Performance Contract Negotiation and Implementation Expertise
Creative Solution Seeking
Verbal and Written Communication Proficiency
Self-Awareness and Political Savvy
Ability to Work in a Matrix Organization
Strong consultation and relationship-building skills across multiple teams
Negotiation at Senior Management Level
Proficiency with PowerPoint and Excel
Willingness and ability to travel nationally and frequently
Education
BS or BA degree or equivalent experience
Additional Requirements
Willingness and ability to travel nationally and frequently to interact with assigned customers
#J-18808-Ljbffr