Senior Director, National Accounts Team Lead, Vaccines

Senior Director, National Accounts Team Lead, Vaccines

The National & Specialty Accounts Team Lead is a senior leadership role within the U.S. Vaccines Account Management organization, responsible for driving access to the Pfizer Vaccines portfolio across the most complex and strategically important organized health systems in the country. This role carries direct accountability for a field team of 12 — eight National Account Directors (NADs) and four Health Information Technology Account Directors (HIT ADs) — and has line-of-sight impact on ~$2B in Pfizer Vaccines portfolio revenue.

This leader operates at the intersection of enterprise account strategy, digital health, and cross-functional commercial execution. The role demands executive presence with IDN, GPO, PBG, and Payer leadership; deep command of contracting and market access dynamics; and an understanding of HIT-enabled workflows and the importance of providing education and support to health systems in area

The Team Lead reports to the U.S. Vaccines Account Management Lead and sits on the Vaccines Account Leadership Team, serving as a key voice on national account strategy across the broader Vaccines commercial organization.

Scope note: This role focuses on large organized customers that cross Vx Acct Mgt Regional boundaries — IDNs, GPOs, PBGs, and Payers. Regional organized customer engagement sits with Vx Acct Mgt Regional Teams and are not within this role's primary remit

Key Role Dimensions

Span of control: 12 direct reports — 8 National Account Directors, 4 HIT Account Directors

Accountability: Approximately $2B in Pfizer Vaccines portfolio revenue

Customer scope: Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), Physician Buying Groups (PBGs), National Payers, CDC & VA / DoD Customers

Geographic scope: United States

Travel: 40%+ national travel required

Reports to: U.S. Vaccines Account Management Lead

Leadership team membership: Vaccines Account Leadership Team

Span of control: 12 direct reports — 8 National Account Directors, 4 HIT Account Directors

Accountability: Approximately $2B in Pfizer Vaccines portfolio revenue

Customer scope: Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), Physician Buying Groups (PBGs), National Payers, CDC & VA / DoD Customers

Geographic scope: United States

Travel: 40%+ national travel required

Reports to: U.S. Vaccines Account Management Lead

Leadership team membership: Vaccines Account Leadership Team

Responsibilities

Team Leadership & Performance

• Lead, coach, and develop a team of 12 direct reports; set clear performance expectations aligned to business priorities and hold the team accountable through structured coaching, field engagement, and Pfizer processes
• Drive talent planning and succession across the NAD and HIT AD population, identifying and developing the next generation of senior account leaders
• Effectively manage the full range of employee relations matters — including performance management and, when necessary, terminations — in partnership with PX
• Establish a team culture defined by high accountability, collaboration, and integrity

Strategic Account Leadership

• Guide development and execution of national account strategies across IDNs, GPOs, PBGs, and Payers, with a 1–3 year planning horizon
• Build and sustain executive-level relationships with senior leaders at the most strategically important accounts; engage personally in high-stakes negotiations and partnerships to optimize outcomes
• Assess evolving health system dynamics, contracting environment shifts, and market access trends; translate intelligence into actionable team priorities
• Identify, prioritize, and advance “critical few" opportunities with outsized portfolio impact; maintain transparent performance reporting to the Account Management Lead and Vaccines Account Leadership Team

HIT & Digital Integration

• Lead the HIT Account Director team in helping support improved patient care through digital and technology-enabled channels — including EHR systems, immunization registries, and data-sharing platforms
• Define the engagement model for health information technology education; oversee and advance HIT-related activities with rigor equivalent to contracting strategy
• Partner with analytics and commercial effectiveness teams to drive data-enabled account execution; hold the team accountable for translating digital insights into measurable outcomes
• Model AI fluency as a leadership competency — actively engaging with AI-enabled tools and platforms, and building AI literacy and a culture of responsible experimentation across the NAD and HIT AD teams

Business Performance & Contracting

• Ensure accountability for account performance, contracting results, and execution across the national account portfolio
• Oversee contracting strategy and negotiations for major account relationships; participate directly in complex or high-value transactions as needed
• Develop robust national account business plans and deliver regular business reviews to leadership
• Drive innovation in account engagement models — identifying new approaches that improve vaccination rates, strengthen operational efficiency, and sharpen Pfizer's competitive position

Cross-Functional & Matrix Leadership

• Serve as the primary account management voice for this team in cross-functional alignment with Sales, Marketing, Field Medical, Market Access, Contracting, Legal, and Compliance
• Model and drive productive collaboration with VADs and Regional Business Directors on accounts with shared accountability
• Align and collaborate with Account Management Leaders across Pfizer BUs (Internal Medicine, Specialty Care, USMA, Oncology) to maximize enterprise outcomes and operate as One Pfizer
• Actively participate as a member of the Vaccines Account Leadership Team; contribute perspective on national account strategy to the broader commercial organization

Qualifications

Required

• Bachelor's degree required; MBA or relevant advanced degree preferred
• 12+ years of commercial experience in pharmaceutical, biotech, or healthcare, with significant focus in customer-facing account management roles
• Minimum 5 years of people leadership experience, including demonstrated success leading field-based teams of varying size, geography, and function
• Experience leading or developing other leaders (leaders-of-leaders) strongly preferred
• Deep knowledge of organized health systems — IDNs, GPOs, PBGs, and Payers — including contracting mechanics, access dynamics, and executive relationship management
• Demonstrated ability to build and leverage C-suite and VP-level relationships at large health systems; ideally with these relationships established at the time of hire
• Proven track record of negotiating and executing complex contracts; demonstrated ability to teach and hold others accountable for contracting execution
• Strong command of healthcare data and analytics; ability to translate insights into account strategy and team priorities
• Matrix leadership experience in complex commercial environments; demonstrated ability to influence without direct authority across Sales, Marketing, Medical, Legal, and Access functions
• Strong experience operating in a matrixed, cross-BU environment; demonstrated One Pfizer approach on policy and strategic issues
• Excellent written and oral communication skills; demonstrated ability to engage Pfizer senior leaders effectively with performance updates, strategic recommendations, and business reviews

Preferred

• Vaccines or immunization portfolio experience
• Health information technology or digital health experience — including familiarity with EHR platforms, immunization registries, or clinical workflow integration
• Knowledge of healthcare quality measures, healthcare funding mechanisms, and the interdependencies among health system stakeholders — and the ability to teach this to direct reports
• Experience leading federal account strategy (VA, DoD, FQHCs) or influencing government immunization programs
• Proficiency with planning tools and CRM platforms used in field commercial operations

Compliance & Regulatory

• Conduct all activities in full compliance with Pfizer policies, procedures, the Code of Conduct, and applicable government regulations
• Ensure adherence to Sunshine Act reporting requirements and all healthcare law obligations across the team
• Set the tone for the team on integrity — modeling and enforcing Pfizer's highest standards of business conduct

Work Environment

Location: Remote / field-based; candidates must reside within the U.S.

Travel: National travel required, approximately 40% or more

Relocation: Relocation support not available

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 the work of other colleagues to achieve meaningful outcomes and create business impact.

PHYSICAL/MENTAL REQUIREMENTS

As a field based role, requires significant travel

Work Location Assignment: Remote - Field Based
The annual base salary for this position ranges from $230,900.00 to $384,800.00. In addition, this position is eligible for participation in Pfizer’s Global Performance Plan with a bonus target of 25.0% 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.

To learn more about acceptable and prohibited uses of AI during the recruitment process, please review our candidate AI-use guidelines available on Careers.

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