Job Description

The Custom Client National Account Director has responsibility and accountability for maintaining and maximizing product access & performance through the development and execution of product and business strategies. Each role has responsibility for all payer and channel access priorities > $1B revenue/>10M lives for 2-3 Fortune 20 national payers across all Pfizer business units within their respective assignment(s). This includes the development and execution of ‘profitable’ payer/access strategies in all channels.

The role has primary responsibility for 34 enterprise brands across 13 therapeutic categories. Assigned accounts include, but are not limited to, national health plans, pharmacy benefit managers (PBMs), health exchanges, and any other potential customer or channel partner that may arise deemed pertinent to business objectives and influential to payers. Key responsibilities include maintaining and creating profitable access, leveraging compliant clinical and financial information, leading the coordination and execution of account plans across multiple national payer customer & Pfizer stakeholders across all lines of business, advocacy, and working cross-functionally to capitalize on synergistic opportunities within assigned accounts.

The national account director will engage in direct customer negotiations for pharmacy, medical benefit, and SPP contracting along with value-based agreements. The National Account Director is responsible for delivering customer value and building trust within assigned accounts representing the entire Pfizer enterprise portfolio.

RESPONSIBILITIES

• Leverage clinical, demand, and financial levers to gain and maintain profitable access across payer pharmacy, medical benefit and specialty pharmacy for all Pfizer products across the lifecycle of each product.
• Lead Pfizer enterprise contract negotiation for entire portfolio for all national PBM/GPO, Health Plan and SPP channel customers
• Maintaining profitable product access through direct contracts or PBM agreements, leveraging compliant clinical and financial information, and leading the coordination of generating demand and appropriate advocacy for Oncology product portfolios.
• Lead and manage payer customer engagements for an expanded number of complex therapeutic categories and management strategies.
• Meet or exceed performance objectives, including the successful execution of all product access and new launch goals for the Pfizer enterprise
• Lead, develop and maintain mutually beneficial relationships with all assigned customers within a designated geography influencing decision making and product access for the Pfizer portfolio.
• Manage assigned priority accounts (Health Plans, Pharmacy Benefit Managers, State Medicaid) within payer pharmacy & medical benefit and complex payer and provider reimbursement models (i.e., Buy & Bill, AWP, WAC, AMP, ASP, 340B, etc.)
• Accountable for maintaining and/or improving profitable formulary access across the aligned Pfizer Portfolio and communicate access enhancements with internal stakeholders, GBU leaders and senior leadership
• Act as a market expert for both internal and external stakeholders including coordination of all resources necessary to assess, align, execute, and measure customer and Pfizer objectives through formal Deliver Customer Value framework and collaborations
• Own, develop and execute a business plan for each assigned account with multiple internal stakeholders (Regional Account Director counterpart, Payer Account Medical Lead, Contracting, Customer Analytics, Customer Marketing, and Payer Brand Marketing, Channel Management) to optimize product access
• Develop, coordinate, and communicate customer responses appropriately leveraging Pfizer & brand strategy, compliance guidance and regulatory positions to appropriately position Pfizer interests
• Seek and communicate payer customer insight and market knowledge that inform payer access and contracting strategies across all supported brands.
• Work synergistically with the other account functions including vaccines, & channel management counterpart to appropriately leverage the entire Pfizer portfolio.
• Develop and monitor market specific plans to maximize performance across the entire Pfizer portfolio.
• Manage & partner with Pfizer stakeholders to leverage expertise, relationships, and resources. Key stakeholders include but are not limited to: BU Senior Sales & Marketing, Medical, Government Relations, Public Affairs/Policy, Global Access & Value, Legal
• Develop and leverage industry-leading skills in the categories of Executive Presence, Financial Analytics, Market & Channel Knowledge, Strategic Planning & Execution, and Negotiations.
• Responsible for ensuring compliance to all Pfizer policies, procedures, and training to effectively manage customer relationships to ensure Pfizer interest are maintained at the highest level

BASIC QUALIFICATIONS

Candidate demonstrates a breadth of diverse leadership experiences and capabilities including: the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes and create business impact.

• Bachelor's degree required, MBA or advanced degree in a related field preferred
• 8+ years of previous pharmaceutical, biotech, or medical marketing/sales experience preferred
• 3+ years in regional account management (or equivalence) and customer-facing experience with contracting responsibility
• Must have expert knowledge of payer channels (i.e., plans, PBMs, XChange, State Medicaid, Medicare, SPP etc.) and payer associated drug reimbursement methodologies
• Documented experience working with key thought leaders or high influence customers in large healthcare organizations
• Strong business acumen, strategic & analytical skills are required
• Demonstrated leadership including the ability to influence and motivate others, lead through change, and deliver on Pfizer business imperatives required
• Must demonstrate the ability to successfully create and execute upon business goals, strategies, and tactics
• Must be able to travel, as needed, to attend internal and external meetings
• Ability to respond effectively to multiple priorities and tight timelines; ability to handle multiple tasks simultaneously.
• Deep understanding of business/general management of payer customers and customer needs. Experience with a broad and varied set of customer dynamics and complex payer strategies.
• Demonstrated success in influence/negotiation skills; ability to build and maintain productive collaborative relationships with customers and internal stakeholders
• Record of success in developing strategies which drive business performance
• Record and demonstrated ability to effectively influence external decision making with large complex customers
• Ability to navigate internal organization/processes and mobilize key US Market Access internal stakeholders

Other Job Details:

• Last Date to Apply for Job: April 9th, 2026.
• NOT eligible for Relocation Package
• Ability to operate a Pfizer company car and regularly fly on airplanes (ie. attend HCP/customer meetings; attend HQ meetings, regional and national scientific meetings, etc.) required
• Location: United States - remote
• Secondment 12 months

Relocation assistance may be available based on business needs and/or eligibility.

Candidates must be authorized to be employed in the U.S. by any employer.

U.S. work visa sponsorship (such as TN, O-1, H-1B, etc.) is not available for this role now or in the future.

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.

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. This position requires permanent work authorization in the United States.

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