Account Manager

1 week ago

Melbourne, Victoria, Australia Pfizer Full time
What You Will Achieve


The Account Manager (AM) is responsible for the overall Pfizer relationship with a select portfolio of Strategic and Key Accounts.

As the "General Manager" for the accounts, the AM is responsible for leading the Integrated Account Team (IAT) approach, as well as the profitable & sustainable growth and the commercial performance of the account.


The AM should be proficient at planning and executing an effective relationship strategy and building/ maintaining effective, long-term business relationships at the senior executive level with key decision makers and influencers within each Key Account.

How You Will Achieve It

Pfizer Account Management responsibilities are segmented into three key areas of focus: Key Account engagement, account management, and leadership.

Customer Relationship Development:

  • Leads, coordinates, and manages the longterm, consultative, Key Account relationship to become the trusted business advisor. Extends the relationship beyond traditional procurement and contracting into other lines of business.
  • The AM should be proficient at planning and executing an effective relationship strategy and building/maintaining effective, longterm business relationships at the senior management level with key decision makers and influencers within each Key Account.
  • Become the single point of contact at Pfizer for strategic and key accounts
  • Management & resolution of customer queries
  • Build a Pfizer strategy with the relevant market channels
  • Identification and development of business opportunities with key account.

Account Planning & Management:

  • Lead the strategic sales planning process for key accounts
  • Creatively delivers innovation and thought leadership to the Key Account relationship to increase strategic relevance of the Pfizer brand.
  • Commercial negotiators for Pfizer
  • Plan & manage the execution of commercial deals with accounts
  • Review & negotiate contracts & trade terms
  • Key Account Management administration, including customer database management
  • Internal Stakeholder Management

Business Performance:

  • The KAM identifies and prioritizes Pfizer opportunities through understanding the Key Accounts' business and strategic imperatives, and is responsible for developing and executing an effective Key Account Plan for each identified Key Account
  • Deliver on Account centric goals including business KPIs and budgets
  • Monitor industry, market changes, competitor activity to build into sales plans and strategies
  • Responsible for overall service excellence with Key Accounts.
  • Senior Management and Procurement focus beyond brand may include finance, environmental services etc.

Qualifications:

Must Have

  • 10+ years of pharmaceutical experience with focus on customer centric behaviour or Key Account Management.
  • 5+ years negotiating contracts and pricing strategies across a variety of customers including national and statebased tenders, private Hospital and pharmacy groups, and wholesalers.
  • Well established relationships with senior management within Strategic Accounts.
  • Bachelor's degree or higher in Business or Science
  • Diploma in Key Account Management desirable.
  • Management and/or marketing experience strongly recommended
  • Completions of a Key Account Management Best practice workshop preferred

Work Location Assignment:
Flexible

At Pfizer we care about our colleagues' wellbeing and offer a range of great benefits for them, including:

  • Paid parental leave
  • Access to Health & Wellness apps
  • Career Growth Experiences program
  • Recognition & rewards program
  • Paid volunteer days
  • Life Insurance Benefits
  • Pfizer Learning Academy access to top content providers
  • Access to flu vaccines & skin checks
  • Options to purchase additional leave
  • Salary packaging & novated lease options
Sales

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