À propos de ce poste GH&B Trade Account Manager (Italy/Spain/France) chez Pfizer
Getting to know GH&B
Global Hospital & Biosimilars (GH&B) makes the products that are the foundation of hospital care — sterile injectables and biosimilars – that reach more than 100 million patients annually, generating $5 billion in revenue for Pfizer. These are not niche products; they are for when patients are at the most vulnerable, essential to access and acute care delivery worldwide.
GH&B is Pfizer's only truly end-to-end business, spanning from our 12 global manufacturing sites through to commercial in a single integrated organization. It was created to give this portfolio dedicated focus, clearer accountability, and a fit-for-purpose operating model — recognizing that GH&B's portfolio has different economics, customer dynamics, and execution needs than Pfizer's innovative business.
By bringing Commercial and Supply into one organization, GH&B enables faster decision-making, stronger prioritization, and expanded capabilities for this important portfolio.
Our ambition: Rebuild a healthy operation positioned to serve patients for generations to come
Use Your Power For Purpose
The Trade Account Manager is a hybrid field role combining tender & contracting support, pricing and access activities, and account management across a portfolio of several accounts in assigned markets. The role serves as the local commercial interface to hospital pharmacies, buying groups, and GPOs – executing pricing strategies set at cluster level while building the relationships that secure formulary access and drive portfolio pull-through.
This is a hands-on execution role at the intersection of commercial strategy and customer delivery: the Trade Account Manager translates cluster-level portfolio and pricing decisions into account-level action, manages the full tender cycle from identification through submission to contract administration, and identifies cross-selling and enlistment opportunities that expand Pfizer GH&B's presence across accounts.
What You Will Achieve
Tender Execution & Contract Administration
Execute tender submissions and contract administration for assigned markets, supporting pricing strategies and bid governance set at cluster level
Manage the end-to-end tender process at account level: identification, preparation, submission, and follow-through - in coordination with the Tender & Contracting Specialist and leveraging GTCS (Global Tender & Contracting Solution)
Track tender outcomes, maintain tender calendars, and monitor win/loss performance across assigned accounts
Validate AI-generated bid packages and shift focus toward complex, exception-heavy tenders as automation scales
Manage hospital enlistment and portfolio-level opportunity management across assigned accounts
Account Management & Relationship Building
Build and maintain strong, trust-based relationships with hospital pharmacies, buying groups, GPOs, and key procurement stakeholders across assigned accounts
Serve as the central point of contact for assigned accounts, ensuring alignment and coordination across internal teams (medical, access, marketing, compliance)
Position Pfizer GH&B as a strategic partner by articulating value in terms of patient outcomes, supply reliability, and system efficiency
Develop and execute strategic account plans aligned to cluster portfolio priorities and market-level growth opportunities
Pricing & Access Execution
Support local pricing pull-through in line with cluster pricing corridors and contracting standards
Execute pricing and access activities at account level, including formulary positioning, reimbursement navigation, and contract renewal management
Monitor competitive pricing dynamics and provide field intelligence back to the cluster Pricing and Commercial Performance functions
Navigate local regulatory and reimbursement requirements for biosimilar switching protocols and hospital formulary decisions
Portfolio Pull-Through & Cross-Selling
Align portfolio to customer needs; identify and act on cross-selling and enlistment opportunities to expand Pfizer GH&B's footprint within accounts
Drive biosimilar switching and portfolio pull-through by working with hospital pharmacy leads on formulary conversion and protocol adoption
Share market and customer insights to inform broader cluster portfolio decisions and identify new growth opportunities
Support demand planning and forecasting in partnership with the Commercial Performance Team, feeding account-level intelligence into the financial planning cycles
Technology & AI Enablement
Leverage automated tender tracking and bid tools to reduce administrative burden and increase strategic customer-facing time
Adopt AI-enabled CRM tools, call planning, and personalized account outreach to improve efficiency and targeting
Champion digital-first engagement models, including hybrid in-person and virtual account coverage between tender cycles
Ensure responsible use of AI through appropriate governance, risk awareness, and human oversight
Here Is What You Need (Minimum Requirements)
Bachelor's degree in Life Sciences, Business Administration, Marketing, or related field required
6+ years of experience in pharmaceutical key account management, trade account management, or related commercial roles (e.g., tender-focused)
Experience managing complex customer accounts and working within matrix organizations
Demonstrated experience with tendering processes, contract administration, and hospital procurement environments
Strong communication, negotiation, and relationship-building capabilities
Ability to manage complex stakeholder environments and influence decision-making at account level
Customer-centric mindset with ability to align solutions to healthcare system needs
Proficiency in CRM systems and data analysis tools
Fluency in English required; local market language(s) required for assigned markets
High integrity and commitment to compliance
Bonus points if you have (preferred requirements)
MBA or advanced degree
Experience in biosimilars, generics, hospital, or biopharma portfolios
Background in tender-driven or contract-driven commercial environments (hospital buying groups, GPOs, government procurement)
Experience with distributor management and public-private partnership models
Familiarity with AI-enabled bid automation tools and digital account engagement platforms
Strong analytical, strategic thinking, and problem-solving skills
Other Job details:
Work location: Hybrid
Last date to apply: September 11, 2026
Purpose
Breakthroughs that change patients' lives... At Pfizer we are a patient centric company, guided by our four values: courage, joy, equity and excellence. Our breakthrough culture lends itself to our dedication to transforming millions of lives.
Digital Transformation Strategy
One bold way we are achieving our purpose is through our company wide digital transformation strategy. We are leading the way in adopting new data, modelling and automated solutions to further digitize and accelerate drug discovery and development with the aim of enhancing health outcomes and the patient experience.
Flexibility
We aim to create a trusting, flexible workplace culture which encourages employees to achieve work life harmony, attracts talent and enables everyone to be their best working self. Let’s start the conversation!
Equal Employment Opportunity
We believe that a diverse and inclusive workforce is crucial to building a successful business. As an employer, Pfizer is committed to celebrating this, in all its forms – allowing for us to be as diverse as the patients and communities we serve. Together, we continue to build a culture that encourages, supports and empowers our employees.
Disability Inclusion
Our mission is unleashing the power of all our people and we are proud to be a disability inclusive employer, ensuring equal employment opportunities for all candidates. We encourage you to put your best self forward with the knowledge and trust that we will make any reasonable adjustments to support your application and future career. Your journey with Pfizer starts here!
To learn more about acceptable and prohibited uses of AI during the recruitment process, please review our candidate AI-use guidelines available on Pfizer Careers.
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