Senior Director, National Accounts Team Lead, Vaccines
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Job Description
Senior Director managing national accounts and team for Pfizer's Vaccines portfolio. Leading strategic initiatives across organized health systems in the U.S.
Responsibilities:
- Lead, coach, and develop a team of 12 direct reports; set clear performance expectations aligned to business priorities and hold the team accountable through structured coaching, field engagement, and Pfizer processes
- Drive talent planning and succession across the NAD and HIT AD population, identifying and developing the next generation of senior account leaders
- Effectively manage the full range of employee relations matters — including performance management and, when necessary, terminations — in partnership with PX
- Establish a team culture defined by high accountability, collaboration, and integrity
- Guide development and execution of national account strategies across IDNs, GPOs, PBGs, and Payers, with a 1–3 year planning horizon
- Build and sustain executive-level relationships with senior leaders at the most strategically important accounts; engage personally in high-stakes negotiations and partnerships to optimize outcomes
- Assess evolving health system dynamics, contracting environment shifts, and market access trends; translate intelligence into actionable team priorities
- Identify, prioritize, and advance “critical few" opportunities with outsized portfolio impact; maintain transparent performance reporting to the Account Management Lead and Vaccines Account Leadership Team
- Lead the HIT Account Director team in helping support improved patient care through digital and technology-enabled channels — including EHR systems, immunization registries, and data-sharing platforms
- Define the engagement model for health information technology education; oversee and advance HIT-related activities with rigor equivalent to contracting strategy
- Partner with analytics and commercial effectiveness teams to drive data-enabled account execution; hold the team accountable for translating digital insights into measurable outcomes
- Model AI fluency as a leadership competency — actively engaging with AI-enabled tools and platforms, and building AI literacy and a culture of responsible experimentation across the NAD and HIT AD teams
- Ensure accountability for account performance, contracting results, and execution across the national account portfolio
- Oversee contracting strategy and negotiations for major account relationships; participate directly in complex or high-value transactions as needed
- Develop robust national account business plans and deliver regular business reviews to leadership
- Drive innovation in account engagement models — identifying new approaches that improve vaccination rates, strengthen operational efficiency, and sharpen Pfizer's competitive position
- Serve as the primary account management voice for this team in cross-functional alignment with Sales, Marketing, Field Medical, Market Access, Contracting, Legal, and Compliance
- Model and drive productive collaboration with VADs and Regional Business Directors on accounts with shared accountability
- Align and collaborate with Account Management Leaders across Pfizer BUs (Internal Medicine, Specialty Care, USMA, Oncology) to maximize enterprise outcomes and operate as One Pfizer
- Actively participate as a member of the Vaccines Account Leadership Team; contribute perspective on national account strategy to the broader commercial organization
Requirements:
- Bachelor's degree required; MBA or relevant advanced degree preferred
- 12+ years of commercial experience in pharmaceutical, biotech, or healthcare, with significant focus in customer-facing account management roles
- Minimum 5 years of people leadership experience, including demonstrated success leading field-based teams of varying size, geography, and function
- Experience leading or developing other leaders (leaders-of-leaders) strongly preferred
- Deep knowledge of organized health systems — IDNs, GPOs, PBGs, and Payers — including contracting mechanics, access dynamics, and executive relationship management
- Demonstrated ability to build and leverage C-suite and VP-level relationships at large health systems; ideally with these relationships established at the time of hire
- Proven track record of negotiating and executing complex contracts; demonstrated ability to teach and hold others accountable for contracting execution
- Strong command of healthcare data and analytics; ability to translate insights into account strategy and team priorities
- Matrix leadership experience in complex commercial environments; demonstrated ability to influence without direct authority across Sales, Marketing, Medical, Legal, and Access functions
- Strong experience operating in a matrixed, cross-BU environment; demonstrated One Pfizer approach on policy and strategic issues
- Excellent written and oral communication skills; demonstrated ability to engage Pfizer senior leaders effectively with performance updates, strategic recommendations, and business reviews
Benefits:
- Comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life’s moments.
- 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
- Health benefits to include medical, prescription drug, dental and vision coverage
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