US National Account Director Trade - Cencora, McKesson Cardinal

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.

• 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.
• Pr…