ROLE SUMMARY 

The Key Account Management Training Design and Delivery Specialist – Primary Care Internal Medicine (the “Specialist”) will oversee the design, development, and implementation of a comprehensive learning program tailored for key account management colleagues.  

With a strong working knowledge of key account management, the Specialist is responsible for the design, development, and delivery of key account management related content (both core customer engagement skills as well as customized, role-specific/therapeutic/market area-specific insights) that provides these colleagues with the skills, knowledge, tools, and training needed to prepare and execute effectively for their aligned brands/therapeutic/market areas.   

A deep understanding of fundamentals of key account management, project management, customer relationship management, advanced healthcare marketplace, leading health system strategies across the US, and specific roles within key account management at Pfizer (and how these roles operate compliantly and effectively within an integrated account approach) will be critical.  A solid understanding of each role within key account management at Pfizer - and how an integrated account team operates in service of the market, customers, and brands - is essential for this Specialist to build relevant content within an integrated construct.   

This Specialist also aligns cross-functionally with other areas in training, brand/customer engagement teams, marketing, and other enabling functions to ensure the content design, development, and delivery are aligned and meeting the needs of the key account management colleagues.   

ROLE RESPONSIBILITIES  

• Act as a subject matter expert in key account management for both core customer engagement content/skills/constructs and role-specific/area-specific knowledge, content, skills, and tools 

• Serve as an expert in either the knowledge and/or compliant application of key account management topics such as (but not limited to): care delivery models, pathways, workflows, health information technology and digital health, care coordination, population health, value-based care, care team optimization, healthcare policy, access, quality, safety, patient experience, and outcomes 

• Possess technical expertise in leading health systems, healthcare marketplace, drivers of local market dynamics – and leverage this expertise to provide input and feedback to appropriate internal stakeholders to influence relevant training strategy and to share knowledge with key account management colleagues compliantly 

• Partner effectively with all relevant internal stakeholders (Leadership, Key Account Management, Market Access, Cross-Functional working groups, Marketing, Medical, Sales, Regulatory, Legal, Compliance, Training, etc) to conduct gap analyses, evaluate and prioritize general and role/area/unit-specific key account management training needs, and manage demand 

• Collaborate with Key Account Management Leaders, Marketing, Training, Medical, and other internal stakeholders to develop content, skills, and tools for key account management colleagues that will support the compliant delivery of value propositions on market/brand topics with appropriate leading health system customers 

• Develop, maintain, and update the key account management learning journey and core/ongoing training curriculums for both role-specific and integrated team content, enabling customer-facing colleagues with the necessary skills to perform their roles  

• Manage the design, development, delivery, and continuous updates of training programs for key account management in alignment with customer-facing strategies, engagement skills, coaching constructs, and pre-determined impact and outcome metrics  

• Work within the Accounts, Access and Reimbursement team to develop consistent training approaches and curriculum on how an integrated team works together by role, optimizing a team-based approach, and ensuring compliance with the Orange Guide and other applicable company policies 

• Conduct engaging training sessions, both virtually and in person, for new-to-role and established key account management colleagues on knowledge, skills, and desired behaviors 

• Provide coaching and mentorship to colleagues throughout their training and development journey 

• Ensure all training curriculum has been developed and delivered in compliance with Pfizer legal requirements 

• Gather best practices and share across cross-functional stakeholders 

• Partner with Learning Experience & Innovation Team to ensure the learning experience is integrated and built from end-to-end; and with Learning Effectiveness Team to ensure that the resources – print, eLearning modules, leader-led workshops, presentations, and sustainability programs – are reflective of key account management colleagues’ needs 

• Work with Customer Engagement Leadership, Sales Skills & Coaching Teams to fill training gaps and emerging needs 

• Work with Customer Engagement Strategy & Partnership Team to align on the needs for specific payer access roles as a result of market events / emerging topics identified  

• Conduct regular reviews with key stakeholders to ensure the curriculum meets requirements for engaging with leading health systems/accounts 

• Utilize learning technology and manage training courses using Pfizer endorsed platforms Microsoft Teams, Pfizer Learning Academy Platform, and Questionmark 

• Remain current on evolving US healthcare law risks pertinent to account management with the ability to describe relevant considerations (demand generation v. product promotion, off-label & kickback risks, value-added resources, pricing considerations, “marketing the spread”) 

BASIC QUALIFICATIONS  

• Bachelor’s degree required  

• 10+ years of experience in training, sales, key account management/related experiences or combination of experiences, with Key Account Director experience required as a core role mastered 

• Deep experience and knowledge of the principles and concepts in key account management and the healthcare market landscape 

• Understanding of the biopharma industry and the ability to translate business needs into training strategy 

• Understanding of care pathways, protocols, executive customer needs, and advanced value propositions, etc for leading health systems/accounts 

• People leadership experience within commercial (i.e. sales, account management, marketing etc), direct or cross-functional, including developing people to meet goals, providing constructive feedback, and employee motivation 

• Executive presence and ability to influence senior stakeholders internally and externally  

• Strong interpersonal skills with a track record of building partnership, interacting with stakeholders at varying levels, and working collaboratively across functions to meet shared objectives 

• Outstanding presentation, facilitation, and writing skills  

• Ability to develop and deliver communications that convey a clear understanding of the unique needs of different audiences 

• Project management expertise and organizational abilities to simultaneously manage multiple complex projects 

• Demonstrated creativity skills, with a track record of creating innovative ideas, developing new and better ways of working 

• Ability to make sense of complex information and make decisions with minimal direction 

• Track record of holding self and others accountable to meet commitments and coaching others to achieve individual/organizational goals 

• Experience leading a diverse team to achieve common goals, leveraging diverse perspectives 

• Ability to understand advanced markets and develop solutions accordingly 

• Understanding of Pfizer integrated account teams and how to compliantly coordinate across roles for optimal customer approach and outcomes 

• Familiarity with Pfizer systems and use of technology in training 

• Experience delivering training as field faculty or similar capacity 

PREFERRED QUALIFICATIONS 

• Primary Care Internal Medicine experience 

• Experience training key account management colleagues  

• Experience mastering multiple Pfizer roles within key account management (i.e. Key Account Director, Advanced Customer Engagement Director, Key Account Enablement Director, Health Information Technology Account Director, etc) 

PHYSICAL/MENTAL REQUIREMENTS 

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS  

Other Job Details:

• Last Day to Apply: August 12, 2024
• Not eligible for Relocation Package
• Eligible for employee referral bonus