Southeast Region Key Account Contract Manager

Overview

Oncology Contracting Key Account Managers (C-KADs) are responsible for working with KAM Leadership, Field Sales, Marketing, Payer Regional Key Account teams and relevant HQ teams to support effective and compliant pricing and contracting discussions with Key Accounts, in support of the branded portfolio. C-KADs are expected to effectively and compliantly engage appropriate executive and administrative customers in Key Accounts (with a focus on economic decision makers including Directors of Pharmacy, P&T Committee Members) with respect to the Oncology pricing and value propositions to secure formulary access and appropriate pull through.

This includes negotiating with the customer when appropriate and facilitating the communication and alignment with key HQ functions (Marketing, National Customer Group leadership, Legal, Contracting, PCA) to support GPO contracts (inclusive of LOC and LOP opportunities) within this space.

In addition to the customer facing responsibility, the C-KAD will work with their KAD Lead to develop Oncology strategies to capitalize on specific account opportunities within the Region, including leading the effective pull-through efforts in collaboration with KAMs and other customer-facing field functions. The C-KAD will have a broad view of our Oncology opportunities and challenges within assigned KAM accounts, and will make strategic decisions (in alignment with KAM Leadership) on how to maximize the entire Oncology portfolio with Key customers.

The C-KAD will also be an active participating member of relevant Regional Account Cross-functional Teams (ACTs).

Oncology Key Accounts include, but are not limited to, NCI/Academic institutions, and Oncology service lines within large hospital systems and IDNs.

• Appropriate communication and collaboration with relevant cross-functional colleagues (KADs, KAD Leadership, National Customer Group Leadership, Marketing, PCA/SAS, Legal, Contracting, Field Sales, et al) to support effective pricing/contracting strategy/discussions with Oncology Key Accounts.
• Work closely with KADs to ensure development/execution of focused and strategic account plans for all assigned accounts, with specific focus on effective/compliant contracting discussions, and contract pull through.
• Work closely with KADs to co-lead Cross Functional Team (AcT) at local level to maximize pull through within assigned accounts.
• Where needed/appropriate, and as directed by KAM Regional Team Lead, effectively and compliantly engage appropriate customer targets (executive and administrative level personnel within accounts) with respect to pricing/value messages in support of the full Oncology portfolio (inclusive of assigned products).
• Support the development/execution of effective contracting strategy on behalf of full Oncology portfolio, by representing needs/perspectives of accounts to appropriate HQ-based functions/personnel.
• Complies with all Corporate Policies and Procedures, while conducting all job-related activities with integrity and adherence to Pfizer's high standards of business conduct.

• 5+ years of pharmaceutical (or related) experience in customer-facing roles/functions
• 3+ years of Oncology market experience and expertise (including buy-and-bill expertise) strongly preferred.
• Strong understanding of evolving healthcare landscape in US, including US Healthcare Reform, and impact on organized provider accounts/customers.
• Strong financial acumen and ability to deliver complex pricing/value messages to organized provider accounts in a fully compliant fashion.
• Demonstrated ability to successfully engage executive/administrative level personnel at large accounts and deliver customer impact.
• Demonstrated ability to think strategically with the ability to formulate, develop, write, communicate and monitor the execution of stakeholder business plans
• Demonstrated experience in executing and in overseeing highly complex programs and projects (i.e., strong project management skills).
• Demonstrated success in collaborating effectively and gaining alignment with colleagues across different parts of the organization (including field and HQ), and…