Key Account Director - Puerto Rico

The Key Account Director (KAD)- Hospital Systems and Alternate Site is responsible for >70% of Sterile Injectables and Specialty sales and is a critical component to the growth of the overall business. The assigned KAD IDN and SPP Accounts, and with increasing consolidation and complexity in how these accounts conduct their business and manage patients, this individual will be required to effectively work in a dynamic business environment.

The primary function is to develop, maintain and grow strategic long term Integrated Delivery Network (IDN) SPPs and Key Stakeholders customer relationships within the executive levels, develop and execute customer business plans and ultimately maximize sales and margin growth within assigned IDN and SPPs Accounts.  Product focus will be Pfizer’s Sterile Injectable and Specialty portfolio utilized by assigned IDNs and SPPs.  This individual will be responsible for maintaining and driving growth in approximately 19 assigned IDN and SPPs base.

Customer Relationship Management:  Developing, maintaining, and enhancing strategic customer relationships at senior levels of assigned accounts (VP/C-suite) and build relationships across broad departments beyond purchasing including Pharmacy, Nursing, Operations, Supply Chain, etc.)​.  Other Customer Relationship Management responsibilities include

• Ensure that accounts have a positive experience when working with Pfizer.
• 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 product offering.
• Effectively articulate Pfizer Hospital’s value proposition - supply, economic value, strategic initiative offerings and other current value offerings; quickly assessing the success of messaging and revise strategies & tactics if/when required​
• Serve as the IDN and SPP Senior-level single point of accountability (SPA) for issues, queries and complaints and follow through to ensure closure/resolution.

Business Planning & Strategic Execution:   Develop and execute strategies that achieve growth targets that are aligned to business unit objectives and strategic initiatives.  Other responsibilities include:

• Understand assigned accounts business model; find mutually beneficial economic solutions to increase Pfizer value proposition.
• Develop and adapt focused and customized strategies for the each assigned customers (and their members for GPO’s); ensure alignment of plans with Pfizer business objectives and strategic initiatives and adapt strategies based on market conditions.
• Conduct regular 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.

Leadership:  Provide strong leadership to internal stakeholders to effectively accomplish the following:

• Development and execution of established IDN and SPP business strategy.
• Provide a collaborative environment for all members within a matrix to effectively serve our IDN and SPP customers and resolve concerns/issues our customers may have.
• Provide a positive environment where accountability, collaboration, ingenuity, and problem solving are expected and encouraged.

Contracting:   Manage customer contracts by liaising with customers and internal contracting team

• Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion and gain support for inclusion of products in the next contracting cycle.
• Obtain favorable contracting positions with all new product introductions, effectively present economic and clinical value when applicable.
• Effectively present and execute programs/contracts, negotiate terms/conditions/pricing, and navigate through red-line process; that increase likelihood of driving growth within the account and results in a positive experience for customer and Pfizer​

Internal Relationship:  Collaborate closely with Field Sales, Portfolio, Contracting and Business Analytics to develop strategies and value add programs that help maintain and grow the business as well as improve contract compliance.

Qualifications

• Education: MBA or advanced degree is a plus
• Ability to travel domestically and stay overnight as necessary.
• 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.
• Candidate must reside in San Juan, Puerto Rico preferred – Local Candidates Only.
• This person must be fully bilingual (Spanish and English)
• The Key Account Director - Hospital Systems and SPP must have a minimum of 8 years of successful healthcare sales experience with proven results and must possess 3 years of strong leadership skills demonstrated either through the ABM role at Pfizer or equivalent.  Additional experience in Contracting, Marketing, Product Management is a benefit. Must have experience calling on and interacting with senior executives within large organizations, having identified key influential stakeholders within an organization.  They also must have demonstrated ability to serve customers’ needs (immediate follow-up, addressing issues promptly) and collaborate with multiple internal stakeholders.  Experience within the field of assigned customer groups or the Sterile Injectables or Specialty market is strongly preferred.
• This person is required to manage multiple and diverse product lines, customer segments, and levels of internal/external stakeholders.  This will require a demonstrated ability to manage and pivot between the above-mentioned products, customer segments and high stakeholder layers quickly, effectively, and successfully.
• This person must have strong interpersonal and communications skills, possess a high degree of professionalism, present themselves as articulate (verbal and written) with clear and well understood messages, be able to build relationships and credibility internally and externally, facilitate the flow of information within the organization, and possess the ability to present material to persuade, convince or influence others (individuals, groups) to gain their approval/support of their ideas, projects or goals.
• This person must have strong business management skills, demonstrate an excellent understanding of marketing practices, be able to develop and execute strategic plans, and understand and apply the fundamentals of financial management to perform profit and loss analyses to plan strategies
• This person must have strong analytical and problem-solving skills, a demonstrated ability to gather, understand, evaluate information from various sources (establishes links between sources of data, draws logical conclusions and provides appropriate options, makes recommendations and wise decisions in a timely manner, and can utilize various analytical tools to gather, understand and evaluate information (Excel, etc.).
• This person must have well-developed project management/organizational skills to manage multiple projects and priorities.  The candidate will have a proactive, results-oriented willingness to drive changes across the organization while working effectively with cross-functional teams in a matrix environment, focusing energy in the right places to work efficiently.
• This person must have a high degree of self-direction with the ability to constantly seek innovative ways to perform tasks in an efficient and timely manner.
• This person must be customer-focused and have the ability to identify and meet the expectations and requirements of internal and/or external customers (tailors actions and practices to exceed their service requirements, gains customer trust and respect).
• 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.

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS

Participation in business reviews / Operating Plans / territory analysis and / or in its preparation.

Ability to work after hours

Participation in conventions or activities on weekdays and / or weekends.

Occasional trips; mainly to USA (i.e. sales meetings), POAs, trainings, etc.

Other Information

Last Day to apply: October 6, 2025

During initial new hire sales training, you will be classified as a salary non-exempt employee which entitles you to overtime pay. Upon your training certification, you will become an overtime exempt employee.

The annual base salary for this position ranges from $135,100.00 to $225,100.00. In addition, this position is eligible for participation in Pfizer’s Global Performance Plan with a bonus target of 17.5% of the base salary and eligibility to participate in our share based long term incentive program. We offer comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life’s moments. Benefits offered include a 401(k) plan with Pfizer Matching Contributions and an additional Pfizer Retirement Savings Contribution, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage. Learn more at Pfizer Candidate Site – U.S. Benefits | (uscandidates.mypfizerbenefits.com). Pfizer compensation structures and benefit packages are aligned based on the location of hire. The United States salary range provided does not apply to Tampa, FL or any location outside of the United States.

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

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.

Pfizer endeavors to make www.pfizer.com/careers accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process and/or interviewing, please email disabilityrecruitment@pfizer.com. This is to be used solely for accommodation requests with respect to the accessibility of our website, online application process and/or interviewing. Requests for any other reason will not be returned.

Sales