Key Account Management Training Design and Delivery Director - Primary Care

Use Your Power for Purpose

The Key Account Management Training Design and Delivery Director - Primary Care (the "Director") 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 Director is responsible for the design, development, and delivery of key account management related content, including core customer engagement skills and customized role-specific, therapeutic, and market-area insights. The program will provide colleagues with the skills, knowledge, tools, and training needed to prepare and execute effectively for their aligned brands, therapeutic areas, and markets.

A deep understanding of key account management fundamentals, project management, customer relationship management, the advanced healthcare marketplace, leading health system strategies across the US, and specific key account management roles at Pfizer is critical. The Director must understand how these roles operate compliantly and effectively within an integrated account approach and build relevant content within that construct.

The Director aligns cross-functionally with training, brand and customer engagement teams, marketing, and other enabling functions to ensure alignment across content design, development, and delivery while meeting the needs of key account management colleagues.

• •Act as a subject matter expert in key account management for core customer engagement content, skills, and constructs, as well as role-specific and area-specific knowledge, content, skills, and tools.
• •Serve as an expert in the knowledge and compliant application of KAM topics including 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, the healthcare marketplace, and drivers of local market dynamics, and use that expertise to inform training strategy and share knowledge compliantly.
• •Partner with Leadership, Key Account Management, Market Access, cross-functional working groups, Marketing, Medical, Sales, Regulatory, Legal, Compliance, and Training to conduct gap analyses, prioritize training needs, and manage demand.
• •Collaborate with KAM Leaders, Marketing, Training, Medical, and other stakeholders to develop content, skills, and tools that support compliant delivery of value propositions to leading health system customers.
• •Develop, maintain, and update the KAM learning journey and core and ongoing curricula for role-specific and integrated-team content.
• •Manage design, development, delivery, and continuous updates of KAM training programs aligned to customer-facing strategy, engagement skills, coaching constructs, and impact and outcome metrics

KEY RESPONSIBILITIES

• •Work within the Accounts, Access, and Reimbursement team to develop consistent training approaches and curriculum on how an integrated team works together by role, optimizes team-based execution, and complies with the Orange Guide and other applicable company policies.
• •Conduct engaging virtual and in-person training for new-to-role and established KAM colleagues on knowledge, skills, and desired behaviors.
• •Provide coaching and mentorship throughout colleagues' training and development journeys.
• •Ensure all training curriculum is developed and delivered in compliance with Pfizer legal requirements.
• •Gather best practices and share them across cross-functional stakeholders.
• •Partner with the Learning Experience & Innovation Team to ensure an integrated end-to-end learning experience and with the Learning Effectiveness Team to ensure print, eLearning, workshops, presentations, and sustainability programs reflect KAM colleague needs.
• •Collaborate with Customer Engagement Leadership and Sales Skills & Coaching Teams to address training gaps and emerging needs.
• •Collaborate with the Customer Engagement Strategy & Partnership Team to align to needs for specific payer access roles based on market events and emerging topics.
• •Conduct regular stakeholder reviews to ensure curriculum supports engagement with leading health systems and accounts.
• •Use Pfizer-endorsed learning technology, including Microsoft Teams and Pfizer Learning Academy Platform, to manage training courses.
• •Remain current on evolving US healthcare-law risks pertinent to account management, including demand generation versus product promotion, off-label and kickback risks, value-added resources, pricing considerations, and marketing the spread.
• •Demonstrate broad leadership capability, including influencing and collaborating with peers, developing and coaching others, guiding work, achieving meaningful outcomes, and creating business impact.

BASIC QUALIFICATIONS

• •Bachelor's degree required.
• •A minimum of 8+ years of experience in training, sales, key account management, related experience, or a combination of experiences, with Key Account Director experience required as a core role mastered.
• •Understanding of the biopharma industry and ability to translate business needs into training strategy.
• •Deep knowledge of KAM principles, concepts, and the healthcare market landscape.
• •Experience with competitive clinical, organizational, and contracting strategy.
• •Working knowledge of competitive contracting dynamics, preferably across seasonal and non-seasonal competitive products.
• •Understanding of care pathways, protocols, executive customer needs, and advanced value propositions for leading health systems and accounts.
• •Commercial people-leadership experience, direct or cross-functional, including development, feedback, and motivation.
• •Executive presence and ability to influence senior stakeholders internally and externally.
• •Strong interpersonal skills and demonstrated ability to build partnerships across functions and levels.
• •Outstanding presentation, facilitation, and writing skills.
• •Ability to develop communications that reflect the unique needs of different audiences.
• •Project-management expertise and organizational ability to manage multiple complex projects simultaneously.
• •Demonstrated creativity and a history of developing innovative ideas and better ways of working.
• •Ability to make sense of complex information and make decisions with minimal direction.
• •Ability to hold self and others accountable and coach others toward individual and organizational goals.
• •Experience leading a diverse team toward common goals and leveraging diverse perspectives.
• •Ability to understand advanced markets and develop solutions accordingly.
• •Experience delivering training as field faculty or in a similar capacity.

Bonus Points If You Have (Preferred Requirements)

• •Master's degree and relevant pharmaceutical experience
• •Understanding of Pfizer’s portfolio and product launch scenarios
• •Ability to actively solicit, receive, synthesize, and integrate feedback from diverse stakeholders
• •Experience in designing and implementing training solutions for regional and local markets
• •Experience using common AI tools, including generative technologies such as ChatGPT or Microsoft Copilot, to support problem solving and enhance productivity. Demonstrated curiosity for exploring how these tools can improve outcomes and understanding of responsible AI practices, including risk management and ethical use
• •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.

PREFERRED QUALIFICATIONS

• •Primary Care Vaccines experience.
• •Familiarity with Pfizer systems and the use of technology in training.
• •Understanding of P