Trade National Account Director – Retail Pharmacy Accounts, US Market Access

Pfizer

Trade National Account Director responsible for managing retail pharmacy accounts for Pfizer. Leading strategy development and execution for US Market Access aligned with customer needs and business plans.

Posted 6/15/2026full-timeNew York City • New York • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

Develops, executes, and tracks priority US Market Access national account strategy, which is designed to position Pfizer as the Vaccines and other retail products partner of choice and optimize the patient experience for all products within assigned accounts
Leads all aspects of priority Retail Chain Pharmacy account business planning and execution aligned to the Channel Management operating plans
Manages the annual customer engagement schedule
Translates brand, channel team, and portfolio strategic priorities / asks into a meeting agenda with strategic continuity based on customer prior engagement / relationship
Master-knowledge of the customer in terms of contract, performance status, challenges, and opportunities
Quickly and critically assesses customer challenges and is able to problem solve while involving the right Pfizer colleagues to drive execution or escalate upwards when needed
Hosts PFE-internal customer status meetings to drive ongoing initiatives and create alignment with customer facing teams
Hosts POD meetings to align a cross-functional PFE team around on-going initiatives, processes, and challenges in need of solutions
Effectively negotiates and manages all Retail Chain Pharmacy agreements within the Pfizer portfolio of products: Vaccines portfolio agreements, Retail pharmacy product agreements as necessary, Master Service Agreement negotiation (MSAs), Brand specific Statements of Work (SOWs), Compliance & Persistency Programs (C&P), Confidentiality Disclosure Agreements (CDAs), Periodic business reviews with customers
Measures and assesses the performance of all contracts and makes recommendations and adjustments based on performance and contract terms
Maintains detailed understanding of customer’s organization, strategies, capabilities, and operations and provide management with early information on emerging trends and policies that could have an impact on current and future products or Pfizer’s interests
Maintains access to and engage with key management throughout the customer organization to ensure Pfizer is a bio-pharmaceutical partner of choice where identified
Develop and manage senior level engagements, enable, and coordinate meetings and correspondence and interactions with senior decision-makers
Align and include cross functional internal colleagues as necessary to address customer priorities
Conduct analyses of customer strategies and capabilities
Identify where customer and product and/or retail pharmacy strategies and objectives align, propose initiatives internally and lead organizations to final decision
Focus on the annual customer and operating plan as key process
Develop and ensure completion of annual plan for assigned key customer accounts and keep US Channel Management informed about progress and team members engaged in plan deliverables
Include other business groups as appropriate
Incorporate brand strategy into trade recommendations and actively participate and add value and customer insights to brand team meetings
Function as a quick response source in dealing with trade and retail pharmacy on critical business and legislative, regulatory and policy issues
Maintain a primary contact point at each service customer to facilitate resolution of issues, support new product launches, and enable retail pharmacy programs/collaborations
As enterprise lead for accounts, coordinate and lead all internal and customer discussions across the matrix organization

Requirements

What you’ll need

Must have a bachelor's degree with at least 8+ years of experience
8+ years or equivalent of demonstrated success in account management and sales within the pharmaceutical industry required
Product Market Dynamics Expertise
Pharmacy Experience (Payer, Retail, GPO (Group Purchasing Organization), Wholesaler, independently owned)
Comprehensive Short and Long Term (3-5 years) Strategic Account Plan Development
Strategic Leadership Skills
Organized Customer Business Acumen
Pfizer Business Acumen
Analytical Expertise
Proven Track Record of Successful Tactical Execution
Service Agreement Negotiation and Implementation Expertise
Performance Contract Negotiation and Implementation Expertise
Creative Solution Seeking Skills
Communication Skill Proficiency Both Verbal and Writing
Self-Awareness and Political Savvy
Skilled Working in a Matrix Organization
Strong consultation and relationship building skills and ability to interact with a variety of teams and at various levels within an organization
Demonstrated skills to negotiate at Senior management level
Ability to build a team and lead to the completion of objectives
Fluency in the use of PowerPoint and Excel software packages required
Willingness and ability to travel nationally and frequently to interact with assigned customers

Benefits

Comp & perks

Eligible for Relocation Package – NO
Secondment 12 months
Position is considered Flexible, and on-site colleagues are expected to comply with Log In For Your Day (LIFYD) requirements at site location (e.g. about 2.5 days a week in office)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

account managementsalesstrategic account plan developmentservice agreement negotiationperformance contract negotiationanalytical expertisetactical executioncustomer strategy analysismarket dynamics expertisepharmacy experience

Soft Skills

strategic leadershipcustomer business acumencommunication skillsself-awarenesspolitical savvyrelationship buildingteam buildingproblem solvingorganizational skillscreative solution seeking