ROLE SUMMARY
The Non -Acute Director -Trade US Hospital and Biosimilars is customer-facing and responsible for developing and managing strategic relationships across the Non-Acute National, and Regional account segments. This role is the primary commercial interface for Sterile Injectable, Surgical, and Biosimilar product portfolios accountable for driving revenue growth, contract compliance, and long-term account retention. The Director ensures safe, efficient, and affordable access to Pfizer’s hospital and biosimilar portfolio by driving strategic partnerships.
The primary function is to develop, maintain and grow strategic customer relationships, develop and execute customer contracts & business plans and ultimately maximize sales and margin growth within assigned accounts. This individual will be responsible for base sales of $450 million+ of Biosimilars, Sterile Injectables, and Surgical.
ROLE RESPONSIBILITIES
Customer Relationship Management
Developing, maintaining and enhancing strategic customer relationships across the entire accounts’ organization including but not limited to C-Suite level procurement/finance, clinical, operations and other critical stakeholders. Other responsibilities include:
Ensure that accounts have a positive experience when dealing with the Pfizer Global Hospital & Biosimilars U.S. Commercial organization
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 Pfizer’s Sterile Injectables, Surgical, and Biosimilar product offerings
Effectively articulate value proposition statements conveying economic key differentiators for these portfolios; quickly assess the success of messaging and revise strategy & tactics if/when required with portfolio leaders
Serve as the single point of authority for issues, queries and complaints and follow through to ensure closure/resolution
Business Planning & Strategic Execution
Develop and execute strategies that achieve growth targets aligned to business unit objectives and strategic initiatives. Other responsibilities include:
Understand assigned accounts’ business model; seek mutually beneficial economic solutions to increase Pfizer value proposition across Sterile Injectables, Surgical, and Biosimilar products
Develop and adapt focused, customized strategies for each assigned customer (and their members for GPOs), ensuring alignment of plans with Pfizer business objectives; adapt strategies based on market conditions
Present and sell Pfizer Global Hospital & Biosimilars U.S. products, structuring contracts and programs tailored to customer needs
Conduct quarterly (or as needed) 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
Contracting & GPO Management
Manage customer contracts by liaising with customers and internal contracting team, with expertise across GPO, and specialty channel structures:
Analyze current contracts and identify opportunities to drive contract compliance, product portfolio expansion (including Biosimilars), and potential price increase opportunities; gain support for inclusion of products in the next contracting cycle
Obtain favorable contracting positions for all new product introductions, including Biosimilars
Advise on Biosimilar contract strategy, deliver contract intelligence, and assist with targeted strategies for GPO and key non accounts
Structure pricing and rebate terms in compliance with Pfizer Global Hospital & Biosimilar’s SOPs, applicable laws, and contractual requirements
Cross-Functional Collaboration
Partner with Field Sales, National Accounts, Trade, Portfolio, and Medical Affairs teams to ensure aligned execution across the channel
Collaborate with the Portfolio, Pricing, and Operations teams to advocate for and implement effective contract strategies
Contribute to the development of customer-facing materials, presentations, and business proposals
BASIC QUALIFICATIONS
Bachelor’s Degree
Minimum of 8 years’ healthcare sales experience with demonstrated success managing accounts that have senior executives and multiple key stakeholders/decision makers
Minimum of 3 years leading a sales team and/or managing large accounts requiring internal (Pfizer or equivalent) senior leadership/executive interaction
Detailed understanding of the pharmaceutical industry, classes of trade, and especially the Multisource Injectables Marketplace & Biosimilars; working knowledge of Wholesaler, Distributor, GPO, and Alternate Site business models
Experience and training in pricing and contract negotiations
Strong interpersonal and communications skills
Strong collaborator with the ability to work well within a matrix environment
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.
PREFERRED QUALIFICATIONS
Customer/channel knowledge including experience managing accounts in the Non-Acute market channels.
Biosimilars product knowledge and contracting experience, including GPO formulary inclusion strategies
Experience managing multiple and diverse product lines, customer segments, and levels of internal/external stakeholders
Working knowledge of GPO/Non-Acute Account structures and specialty distributor business models
Strong business management, analytical and problem-solving skills; ability to interpret data and translate insights into strategy
Well-developed project management/organizational skills
High degree of self-direction with the ability to constantly seek innovative ways to perform tasks
Customer-focused with the ability to identify and meet customer expectations and requirements
3–5 travel days per month
ORGANIZATIONAL RELATIONSHIPS
External:
Major Accounts in the Non-Acute Market. Assigned accounts from the following list: GPOs (MHA, Asembia, Pharmacy Select), Specialty/Home Infusion/LTC Pharmacies (CVS, Optum Infusion, Option Care, Vital Care, BioScrip, PharMerica, 10–15 others) Dialysis (DaVita, FMC).
Internal:
Portfolio, HSDs, Field Sales, National Accounts, Trade, Contracting, Enablement, Customer Service, Marcom, Legal, and Medical Affairs teams.
OTHER JOB DETAILS:
Last day to apply: July 27, 2026
The annual base salary for this position ranges from $176,600.00 to $294,300.00. In addition, this position is eligible for participation in Pfizer’s Global Performance Plan with a bonus target of 20.0% 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. This role is posted in multiple locations. If you are applying for the role in an secondary job posting location where pay transparency regulations apply, your Talent Advisor will share the local pay information with you during the first interview.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.
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 [email protected]. 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.
To learn more about acceptable and prohibited uses of AI during the recruitment process, please review our candidate AI-use guidelines available on Pfizer Careers.
SalesSkills Required
- Bachelor's Degree
- Minimum 8 years healthcare sales experience managing senior executive-level accounts
- Minimum 3 years leading a sales team and/or managing large accounts with senior leadership interaction
- Detailed understanding of pharmaceutical industry, Multisource Injectables Marketplace and Biosimilars
- Working knowledge of Wholesaler, Distributor, GPO, and Alternate Site business models
- Experience and training in pricing and contract negotiations
- Strong interpersonal and communications skills
- Ability to collaborate and work effectively within a matrix environment
- Valid U.S. driver's license and compliant driving record (DUI/DWI within past 7 years disqualifies)
- Must be authorized to be employed in the U.S. by any employer (permanent U.S. work authorization)
- Customer/channel knowledge in Non-Acute market channels (preferred)
- Biosimilars product knowledge and contracting experience, including GPO formulary strategies (preferred)
- Experience managing multiple and diverse product lines and customer segments (preferred)
- Working knowledge of GPO/Non-Acute account structures and specialty distributor business models (preferred)
- Strong business management, analytical and problem-solving skills (preferred)
- Project management and organizational skills (preferred)
- High degree of self-direction and customer-focused mindset (preferred)
- Willingness to travel ~3-5 days per month (preferred)
What the Team is Saying
Pfizer Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive, spanning medical, dental, vision, and robust mental‑health benefits, with eligible Pfizer medications available at no cost in U.S. plans. Family‑building support and transgender‑inclusive care are explicitly included, alongside wellbeing resources such as a reimbursement wallet and telehealth options.
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Retirement Support — Retirement programs feature a 401(k) with company matching plus an additional Retirement Savings Contribution, complemented by company‑subsidized life, short‑term disability, and long‑term disability insurance. Materials also reference subsidized retiree medical coverage for eligible groups.
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Leave & Time Off Breadth — Paid vacation, holidays, personal days, and paid parental and caregiver leave are consistently highlighted in current U.S. summaries and job postings. Options like buying extra vacation days and transition‑back support strengthen the time‑off offering.
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