Trade Account Manager (m/f/d)

Pfizer; Wien; On-site; EUR 62,000 - 70,000; Full time

Benefits offered by this job

Corporate health management (Pfizer in

Staff restaurant with lunch allowance

24-hour accident insurance

Flexible working hours with Homeoffice

Growth opportunities and Mentoring

Anniversary recognition and monetary ‘

Job summary

Pfizer Austria is seeking a Trade Account Manager (m/f/d) to drive commercial excellence across mid-size markets. You will own key hospital accounts, manage tenders and pricing, and lead forecasting and demand planning to support supply and financial planning.

The role requires strong negotiation, strategic thinking, and executive communication skills in German and English. Flexible working hours with Homeoffice are offered along with several employee benefits.

Qualifications

• Bachelor's degree in life sciences, Business Administration, Marketing or related field or comparable professional experience.
• MBA or other advanced degree is preferred.
• Minimum 3 years of relevant experience in pharmaceutical portfolio or key account management.
• Excellent German and English language skills.

Responsibilities

• Lead complex account negotiations and senior stakeholder relationships across tenders, pricing, supply escalations, and other critical commercial activities.
• Develop and execute insight-led account strategies aligned with priorities and market dynamics.
• Monitor market trends, competitor activity, and policy changes to adapt strategies and mitigate risks.
• Coordinate integrated account plans with cross-functional teams to ensure strong execution.
• Own account and portfolio performance and drive commercial goals.
• Lead demand planning, forecasting, and escalation management for assigned portfolio segments.

Skills

Negotiation

Key account management

Stakeholder management

Strategic thinking

Executive communication

Education

Bachelor's degree in life sciences

Bachelor's degree in Business Administration

MBA or advanced degree

Tools

CRM systems

Data analysis tools

Job description

All over the world, Pfizer colleagues are working together to positively impact health for everyone, everywhere. In our Pfizer Corporation Austria we market over 100 products for the Austrian market and supervise 9 clinical studies in cooperation with Austrian institutes. As we continue to develop healthcare products and expand our business globally, we are consistently looking for new talents. Right now, we are seeking highly qualified candidates to fill the position: Trade Account Manager (m/f/d) The Trade Account Manager drives commercial excellence, strategic account leadership, and sustainable growth across Mid-Size Markets (MSM). As the primary market-facing lead for the VMG portfolio (~€100M revenue), the role owns key hospital accounts, demand planning, forecasting, pricing, and selected commercial initiatives. Combining key account and portfolio management, this role is central to advancing go-to-market excellence, business continuity, and long-term value creation. It builds strong, trust-based partnerships with healthcare stakeholders and holds end-to-end accountability for portfolio performance, including customer engagement, tender and pricing management, forecasting accuracy, and strategic initiatives.

You can look forward to:

• Lead complex account negotiations and senior stakeholder relationships across tenders, pricing, supply escalations, and other critical commercial activities to protect revenue and continuity of supply, excluding promotion.
• Develop and execute insight-led account strategies aligned with business priorities, market dynamics, and growth opportunities.
• Monitor market trends, competitor activity, policy changes, and customer needs to adapt strategies, mitigate risks, and identify opportunities.
• Coordinate integrated account plans with cross-functional teams to ensure strong execution across all relevant functions.
• Own account and portfolio performance, generate strategic insights, and adjust plans to deliver commercial goals and customer commitments.
• Lead demand planning, forecasting, and escalation management for assigned portfolio segments to support supply and financial planning.
• Oversee operational excellence across portfolio processes, including PSP management, system updates, and business reviews.
• Ensure strong portfolio governance through timely GCMA updates and disciplined commercial data and reporting management.
• Champion the new operating model in partnership with the MSM Transformation Team and drive change across stakeholders.

Key Responsibilities

• Establish and maintain strong, trust-based relationships with key decision-makers and stakeholders within the Key country accounts.
• Develop tailored action plans for each account, aligning with company objectives and market potential.
• Manage key accounts, highlight specific account tenders, and pricing requests, support demand and forecasting, and maintain connections with top Key Opinion Leaders (KOLs).
• Develop integrated account plans in collaboration with cross-functional teams, tailored to the dynamics of mid-size markets and aligned with Pfizer's portfolio strategy.
• Build and maintain strong relationships with decision-makers, influencers, and stakeholders across healthcare institutions, distributors.
• Position Pfizer as a strategic partner by articulating the value of its products and services in terms of patient outcomes, system efficiencies, and economic impact.
• Serve as the central point of contact for internal teams (medical, access, marketing, compliance, IT, customer service) to ensure seamless execution of account strategies and achieving the project goals.
• Close cooperation and alignment with local Tender Specialist.
• Monitor market trends, competitor activities, and policy changes to proactively adapt account strategies and identify new opportunities.
• Track key account metrics, report progress, and adjust plans to meet commercial objectives and customer expectations.
• Drive the transformation into the new model by working closely with the MSM Transformation Team.

You offer:

• Bachelor's degree in life sciences, Business Administration, Marketing, or a related field or comparable professional experience.
• MBA or other relevant advanced degree is preferred.
• Minimum 3 years of relevant experience in pharmaceutical portfolio management, key account management, market access, or a comparable strategic commercial role, ideally including responsibility for complex hospital or wholesaler accounts.
• Strong experience in negotiation skills and dealing with complex market environments.
• Proven track record of leading change, influencing across matrix organizations, and contributing to commercial transformation initiatives at local, cluster, or regional level.
• Given the wide range of the role, a solid experience in key account or portfolio management is required.
• Deep understanding of the pharmaceutical industry, hospital and wholesaler dynamics, tender environments, market access considerations, and broader healthcare system developments.
• Outstanding strategic thinking, analytical strength, negotiation capability, and executive-level communication skills.
• Proven ability to lead complex accounts, influence senior stakeholders, navigate matrix organizations, and drive results through cross-functional collaboration.
• Strong business acumen, change leadership, and proficiency in CRM systems and data analysis tools.
• Excellent German and English language skills.

We offer:

• Corporate health management like "Pfizer in Balance", vaccination programs, medical checkups, first-aid-trainings and more
• Staff restaurant with lunch allowance
• 24-hour-accident insurance for (non-)work related accidents in Austria
• Flexible working hours with Homeoffice-option
• Various career and development opportunities thanks to e.g. Growth Gigs and Mentoring
• Recognition for company anniversaries, monetary gifts for special occasions such as marriage or childbirth
• Social engagement as part of corporate volunteering

The salary depends on your educational background and expertise as well as your previous experiences but will at least amount to € 62.250,00 EUR gross p.a. on a fulltime base.

Together we represent: Breakthroughs that change patients' livesTM - At Pfizer we are a patient centric company, guided by our four values: Courage, Excellence, Equity and Joy. Our breakthrough culture lends itself to our dedication to transforming millions of lives.

Learn more about Pfizer as an employer via: www.pfizer.at

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