KAM Excellence Lead
Job Description
ROLE SUMMARY
The KAM Excellence role will leverage external benchmarking and internal best practice insights to facilitate the definition of what “Best in Class” looks like across KAM customer engagements, working closely with CEPs, KAM commercial leadership and Commercial Leadership and Development. (CLD). This includes identifying metrics and KPIs that effectively measure impact of customer engagements, enabling aggregation and elevation of insights to leadership at all levels of the organization, while ensuring consistency with what is pulled through as part of customer strategy development, program design and execution. Role will also focus on scaling internal best practices to ensure IAT teams are performing at the top of their license with clear roles and remits, collaborate effectively to create seamless experiences for our customer.
The KAM Excellence Leader will also work to ensure KAM can be sustained as a core capability, by establishing and maintaining strategic account tools, resources, processes, playbooks and capability programs. They will identify internal advocates and document success stories to support the expansion of key strategies and tactics to the broader organization and ensure that account management is woven into the core approach of the commercial organization. They will also shape the development of the compensation and incentives model for KAM functions to ensure alignment with the broader business strategy and encourage adoption and use, in collaboration with the incentives team. They will collaborate with CLD team to develop and execute trainings and / or capability-building programs needed for KAMs to successfully engage with customers.
ROLE RESPONSIBILITIES
Their responsibilities will be anchored on ensuring commercial leadership and compliance have an aligned view on KAM strategy and the expectations of the role including the impact of the KAM, as it relates to driving access, improving the care continuum by shaping treatment protocols, that ultimately lead to improved patient outcomes.
Reporting to the CMO US CFC Excellence and Enablement Lead, this role will also be expected to identify process gaps that create inefficiency or have a negative impact on key account team productivity. To this end, they must be able to mobilize CMO category leadership and SMEs, Compliance, Digital and Operational stakeholders to identify and execute scalable solutions to commercial challenges, while harmonizing processes that enable KAMs to spend less time on navigating hurdles within Pfizer and more time with their counterparts planning for strategic customer engagements, and with customers.
They will also have a focus on driving the design and execution of an evolved Integrated Account Strategy that considers both deployment and enablement requirements to maximize collaboration and impact. This includes working closely with KAM CoE, CLD, Commercial Effectiveness, and the CEP Platforms team to ensure the build out of CRM/SFA capabilities to connect Sales colleagues and SMEs (AMs/KAMs) and enable an integrated vision that will maximize CFC impact.
BASIC QUALIFICATIONS
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 colleagues’ work to achieve meaningful outcomes and create business impact.
- Bachelor’s Degree, MBA or equivalent master’s level education preferred
- 10-15 years of Pharmaceutical commercial business experience
- Demonstrated understanding of KAM end to end engagement Process and Practices
- Strong understanding of KAM Tools & Technologies
- Experience presenting strategic concepts to senior stakeholders and creating consensus.
- Experience launching and managing Innovative/transformational projects
- Leadership experience including collaboration with cross-function teams and stakeholders.
- Proven track record of delivering business performance
- Demonstrated history of leading innovation/transformation
- Drive for optimization/excellence and efficiencies
- Delivery of exceptional customer services and experiences
- Excellence in driving highly collaborative and productive cross-functional relationships
PREFERRED QUALIFICATIONS
- Prior experience working with large, strategic accounts.
- Strong commercial perspective with insights into the complexities of the evolving pharmaceutical landscape.
- Commercial leadership experience with an understanding of how to maximize the impact of CFCs and remove impediments and unnecessary distractions
- Strong interpersonal skills and mastery of working in a matrixed environment,with the ability to perform in a highly visible role on behalf of the CMO
- Track record of strong project management, networking, and stakeholder management, working collaboratively across organizational functions and verticals
- Proactively implements approaches to grow the business and demonstrates an embedded a growth mindset
- Proactively implements approaches to simplify the business and embeds a simplicity mindset within self and stakeholders
- Possesses a high energy level, strong sense of urgency, creativity, decisiveness, ability to work hard and to operate under pressure optimally in often ambiguous environments
- Strong ability to work in “white space” and drive towards aspirational vision
- Creative problem solver with a demonstrated track record of strong performance who is organized and detail-oriented with the ability to handle competing priorities and work well under pressure
- Strong ability to drive collaboration and foster highly productive, functional relationships
- Strong organizational and leadership skills with the ability to influence, manage and drive the efforts of team members in on-time and accurate execution of deliverables
- Role model for the PFE Values (Courage, Excellence, Equity and Joy)
- Ability to interact and influence effectively with all levels of the organization
- Demonstrated business acumen and design thinking abilities
- Discretion and trustworthiness in dealing with confidential information
Work Location Assignment: Flexible
Other Job Details:
- Last Day to Apply: September 2, 2024
- Additional Locations: Any US Commercial PFE Site
- Position is hybrid and will require to work 2 to 3 days per week from site
- Not eligible for Relocation Package
- Eligible for employee referral bonus
Relocation assistance may be available based on business needs and/or eligibility.
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 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.
