Northeast Vaccine Account Director

Vaccines Account Director (VAD) Role

The VAD provides leadership, prioritization, and management of a Regional team of Vaccine Account Managers (VAMs) to achieve Vaccines Business Unit portfolio and product access goals with organized customers. These customers include but are not limited to administrative and decision-making stakeholders at Integrated Delivery Networks (IDNs), organized hospital systems, large medical groups, state and city level immunization departments, Federally Qualified Health Clinics, Veterans Affairs & Department of Defense, Physician Buying Groups, GPO Aggregators and other stakeholders in the Vaccines landscape.

The VAD must strictly abide by all Pfizer policies, Pfizer Code of Conduct, Corporate Integrity, and all applicable government regulations.

Key Role Dimensions

• Span of Control: ~11 direct report Vaccine Account Managers (VAMs)

• Collaboration with cross functional team members as part of the Integrated Vaccines Team (IVT), including, but not limited to Sales (RBDs / ABMs), Marketing, Contracting, Field Medical, Retail, Commercial Effectiveness, Enablement

• Travel: Within designated states, Region, HQ locations and customer and internal meeting sites

• The Region includes the following states: NY, CT, RI, MA, VT, NH, ME

Reports into the National Account Management Lead and sits on the Vaccines Accounts Leadership Team (VALT)

Out of scope: This role is not responsible for the retail pharmacy customer channel and as such, the customer set is referred to internally as “non-retail”. Also out of scope are Payer and Trade Customers, as these are a responsibility of US Market Access

Team Leadership and Performance

• Leads regional team of VAMs to deliver targeted business outcomes that provide customer access to Pfizer vaccines across a complex set of customer channels. These customer types are listed in the role description above

• Coaches VAMs to coordinate across the Integrated Vaccines Team (IVT) with effective prioritization, strategic planning, and purposeful project management, and to develop capability across the KAMx framework (Business Acumen, Account Planning, Customer Engagement, Relationship Management, Leadership, the Art of Negotiation and Compliance) from foundational through advanced proficiency

• Responsible for execution of BU contracting strategy by VAMs with targeted customers and support VAM customer engagement (internal discussions, customer negotiations, etc) as needed to optimize results

• Ensure focused Account level Business Plans by VAMs and develop Regional business plans synthesizing VAM plans into a consolidated Regional prioritization of Organized Customer focus. Provides regular business reviews and updates to Accounts leadership, Brands and other BU stakeholders as appropriate

• Coach and support VAM engagement with key stakeholders at prioritized customers to include decision makers, influencers, health system management and others across pharmacy/procurement, clinical and system leadership. Also may include immunization coalitions, professional associations and other organized ecosystem stakeholders. Coaches VAMs to progress stakeholders along the customer continuum (Contact > Supporter > Advocate).

• Effectively manages the performance and development of the team of Vaccine Account Managers, providing clear direction, prioritization, coaching, and development feedback. Conducts field rides, business reviews and sets performance objectives. Objectively evaluates direct reports’ performance using the Pfizer PLI and GPP processes.

• Leads and manages projects with cross-functional teams to include but not limited to marketing, contracting, sales leadership, market access, strategy, enablement, and field medical as needed for the Vaccines Account Management Organization and Vaccines BU.

• Conduct regular colleague coaching, development and performance management of direct reports using Coaching Platform and other tools in partnership with PX when needed

• The VAD embodies Pfizer's values of Courage, Excellence, Equity, and Joy in all interactions, and models these values for the Regional team.

Strategic Account Management, Leadership and Collaboration

• Build relationships with key customers, stakeholders and decision makers.

• Assess and understand local and broader customer and market dynamics that impact customers

• Identify and share lessons learned with US Vaccine Leadership and cross functional partners

• Models and drives productive collaboration among regions and across customer facing teams

• Align and collaborate as appropriate with Account Management Leadership across Pfizer (IM, Hospital, USMA, Oncology, Specialty, etc.), and ensure direct reports do the same

• Actively participates as a key member of the Vaccine Account Leadership team to drive the achievement of US Vaccine and Account Management goals

• Models and drives productive and appropriate collaboration with all functional partners to deliver targeted business outcomes to include, but not limited to Market Access, Government Affairs, Legal & Compliance, Field Medical, Commercial Effectiveness, and Brand Marketing

Market Knowledge & Resource Utilization

• Analyzes organizational metrics, data, and market dynamics to develop and prioritize opportunities, formulate business plans, and gain insight into the performance of the Region and individual VAMs. Uses this knowledge to keep the regional team and individuals focused on appropriate activities and on the accounts needed to best ensure goal attainment

• Maintains strong knowledge of the evolving healthcare industry landscape to include, but not limited, health system use of AI and health information technology, healthcare funding, quality measures and the interactions and interdependencies between healthcare stakeholders.

• Drives innovation and new approaches that help meet BU business objectives

• Manages the optimal deployment and execution of resources of direct reports (e.g. travel & entertainment budgets, RC approved materials, etc.)

• Ensures account managers are leveraging all available planning resources to optimize business planning

• Reinforces training programs and platforms to continually develop VAM capabilities (KAMx, Business of Vaccines and other GCET programs, cross-BU KAM training programs, etc)

• Coaches VAMs to maintain the operating cadences and platforms that underpin execution, including timely Valkre account plan updates, Pfizer Learning/Axonify completion, CCRTs and QBRs with priority accounts, and a target of approximately 80% customer-facing time to 20% administrative/HQ support

Qualifications

This role requires not only personal mastery of the capabilities below, but the proven ability to teach them and hold others accountable to the same standard.

• Bachelor's degree required. Master's degree and / or advanced training preferred

• Minimum of 12 years pharmaceutical, Biotech or medical marketing/sales/account management experience with at least 5 years in a promoted position with demonstrated leadership experience with teams of varying size, location and function. Strong experience in matrix environments is critical

• People leadership experience required and experience as a leaders-of-leaders preferred

• Strategy, marketing, operations or other cross-functional experience preferred

• Vaccines experience preferred

• Proven track record of leading teams to meet or exceed organizational goals

• Demonstrated negotiating and contracting experience

• Demonstrated ability to develop and motivate others and lead through change while delivering on Pfizer business imperatives

• Demonstrated ability to build and lead a high-performance culture within a team

• Demonstrated ability to engage and influence high-level decision makers in large organized health systems, contracting entities, and other healthcare intermediaries

• Deep knowledge of the healthcare industry, quality measures, healthcare funding, and the interactions and interdependencies between healthcare stakeholders

• Demonstrated excellent prioritization, problem-solving, facilitation, and project management skills

• Strong ability to leverage data and insights to optimize decision making

• Demonstrated financial acumen and understanding of healthcare market economics to guide account, contracting, and resource allocation decisions

• Demonstrated One Pfizer approach by operating above-brand or cross-function/BU on shared strategic issues

• Demonstrated ability to engage with Pfizer senior leaders to provide performance updates and with a strong grasp of business fundamentals

• Experience engaging state and/or federal government stakeholders preferred

• Excellent oral and written communication skills and proficiency with Microsoft Office Suite, Claude/Co-Pilot

• Candidate must live in or be willing to relocate to a location that is within the region or a commutable distance to region; as approved by Vaccines Account Management Lead

• Ability to travel overnight based on business requirements for the position (approximately 50+% travel)

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

Virtual role, In-Region preferred

Significant Travel required, estimated 50%

Other Job Details:

• Last Date to Apply: August 3, 2026

• Relocation support may be available

• Work Location Assignment: Remote