Institutional Key Account Manager / Gestionnaire – Clients institutionnels

Pfizer, S.A. de C.V; Saskatchewan; Hybrid; CAD 107,000 - 180,000; Full time

Job summary

A leading pharmaceutical company seeks an Institutional Key Account Manager to foster strategic partnerships with health authorities and hospital systems. This role involves planning and executing account strategies to drive access to Pfizer’s portfolio while supporting healthcare transformation. Ideal candidates will possess a robust understanding of healthcare systems and a minimum of 5 years of account management experience. Join us to make a significant impact on patient pathways and outcomes.

Benefits

Comprehensive health insurance

Retirement plan contributions

Parental leave policy

Wellness programs

Qualifications

• Minimum 5 years of experience in Hospital specialty sales.
• Strong understanding of institutional healthcare systems and procurement processes.

Responsibilities

• Develop and implement comprehensive account plans.
• Serve as primary liaison for institutional stakeholders.
• Lead initiatives to secure formulary inclusion.

Skills

Communication

Negotiation

Relationship-building

Education

Bachelor’s degree in business, Life Sciences, or a related field

Advanced degrees or certifications in Key Account Management

Job description

We’re in relentless pursuit of breakthroughs that change patients’ lives. We innovate every day to make the world a healthier place.

To fully realize Pfizer’s purpose – Breakthroughs that change patients’ lives – we have established a clear set of expectations regarding “what” we need to achieve for patients and “how” we will go about achieving those goals.

Pfizer offers competitive compensation and benefits programs designed to meet the diverse needs of our colleagues.

Status: Temporary, full-time (12 months)

Institutional Key Account Manager

Role Purpose

The Institutional Key Account Manager (IKAM) plays a strategic role in cultivating and managing long-term, value-based partnerships with key institutional stakeholders – including hospital systems, health authorities, hospital pharmacy leaders and other decision makers. The IKAM is accountable to develop and execute strategic account plans that align with both Pfizer’s objectives and the evolving needs of key healthcare stakeholders. The role focuses on driving access, adoption, and sustained growth of the Pfizer portfolio while supporting healthcare system transformation and improving patient pathways.

Key Responsibilities

• Strategic Planning: Develop and implement comprehensive account plans incorporating market dynamics, stakeholder mapping, patient needs and long-term partnership goals.
• Stakeholder Engagement: Serve as the primary liaison for institutional pharmacists, healthcare administrators, and other key decision-makers. Conduct targeted, customer-focused engagements to understand and address their priorities.
• Cross-Functional Collaboration: Work closely with Specialty Health and Science Representatives, Medical, Marketing, Access, and other cross functional colleagues to ensure cohesive and compliant planning and execution of account strategies.
• Institutional Access & Advocacy: Lead initiatives to secure formulary inclusion, and align on clinical and operational goals, supporting policy and system-level changes that enhance patient outcomes. IKAMs foster relationships with local Key Opinion Leaders and specialty groups to build advocacy for best practices in patient care.
• Patient Pathway Optimization: IKAMs collaborate with institutional stakeholders to map and improve patient access points and referral pathways. This includes identifying bottlenecks in care delivery and working with cross-functional teams to streamline transitions between care settings.
• Supporting Institutional Goals and Operational Support: IKAMs help institutions align with provincial health priorities and patient needs by developing tailored implementation plans and sharing relevant product and clinical updates with pharmacy utilization teams.
• Facilitating Transitions and Operational Change: IKAMs act as trusted partners during transitions and new product implementations by coordinating formulary submissions, clarifying regulatory pathways, and ensuring continuity in patient support programs.
• Data-Driven Insights: Utilize account analytics and feedback to refine strategies, identify growth opportunities, proactively identify risks, and report on key performance indicators.
• Compliance & Governance: The IKAM is accountable to ensure all activities comply with Pfizer policies, local regulations, and data protection standards.

Qualifications

• Minimum 5 years of experience in Hospital specialty sales. Proven experience in account management managing complex accounts or provincial portfolios preferred.
• Strong understanding of institutional healthcare systems and procurement processes.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to work independently and collaboratively across diverse teams.
• Bachelor’s degree in business, Life Sciences, or a related field; advanced degrees or certifications in Key Account Management are an asset.

Travel – 50% based on business needs and opportunities. Regional position includes Manitoba, Saskatchewan, and Alberta. Candidate should live within territory.

The annual base salary for this position ranges from $107,925 to $179,875 .

The salary range provided applies to Canada only and does not apply to any other locations outside of Canada.

--------------------------------------------------------------------

Qualifications

#LI-PFE

At Pfizer, we embrace diversity and inclusion for innovation and growth. We are committed to building inclusive teams and an equitable workplace for our employees to bring their true selves to work.

We also strive to provide an accessible candidate experience for our prospective employees with different abilities. Please let us know if you need any accommodations during the recruitment process.

Posting closing date: June 30, 2025

Date de fin d’affichage: le 30 juin 2025

Status: Temporary, full-time (12 months)

Statut:Temporaire, temps plein (12 mois)

(Français à suivre)

Institutional Key Account Manager

Role Purpose

The Institutional Key Account Manager (IKAM) plays a strategic role in cultivating and managing long-term, value-based partnerships with key institutional stakeholders – including hospital systems, health authorities, hospital pharmacy leaders and other decision makers. The IKAM is accountable to develop and execute strategic account plans that align with both Pfizer’s objectives and the evolving needs of key healthcare stakeholders. The role focuses on driving access, adoption, and sustained growth of the Pfizer portfolio while supporting healthcare system transformation and improving patient pathways.

Key Responsibilities

• Strategic Planning: Develop and implement comprehensive account plans incorporating market dynamics, stakeholder mapping, patient needs and long-term partnership goals.
• Stakeholder Engagement: Serve as the primary liaison for institutional pharmacists, healthcare administrators, and other key decision-makers. Conduct targeted, customer-focused engagements to understand and address their priorities.
• Cross-Functional Collaboration: Work closely with Specialty Health and Science Representatives, Medical, Marketing, Access, and other cross functional colleagues to ensure cohesive and compliant planning and execution of account strategies.
• Institutional Access & Advocacy: Lead initiatives to secure formulary inclusion, and align on clinical and operational goals, supporting policy and system-level changes that enhance patient outcomes. IKAMs foster relationships with local Key Opinion Leaders and specialty groups to build advocacy for best practices in patient care.
• Patient Pathway Optimization: IKAMs collaborate with institutional stakeholders to map and improve patient access points and referral pathways. This includes identifying bottlenecks in care delivery and working with cross-functional teams to streamline transitions between care settings.
• Supporting Institutional Goals and Operational Support: IKAMs help institutions align with provincial health priorities and patient needs by developing tailored implementation plans and sharing relevant product and clinical updates with pharmacy utilization teams.
• Facilitating Transitions and Operational Change: IKAMs act as trusted partners during transitions and new product implementations by coordinating formulary submissions, clarifying regulatory pathways, and ensuring continuity in patient support programs.
• Data-Driven Insights: Utilize account analytics and feedback to refine strategies, identify growth opportunities, proactively identify risks, and report on key performance indicators.
• Compliance & Governance: The IKAM is accountable to ensure all activities comply with Pfizer policies, local regulations, and data protection standards.

Qualifications

• Minimum 5 years of experience in Hospital specialty sales. Proven experience in account management managing complex accounts or provincial portfolios preferred.
• Strong understanding of institutional healthcare systems and procurement processes.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to work independently and collaboratively across diverse teams.
• Bachelor’s degree in business, Life Sciences, or a related field; advanced degrees or certifications in Key Account Management are an asset.

Travel – 50% based on business needs and opportunities. Regional position includes Manitoba, Saskatchewan, and Alberta. Candidate should live within territory.

The annual base salary for this position ranges from $107,925 to $179,875 .

The salary range provided applies to Canada only and does not apply to any other locations outside of Canada.

--------------------------------------------------------------------

Gestionnaire – Clients institutionnels

Objectif du poste

Le ou la gestionnaire – Clients institutionnels (GCI) joue un rôle stratégique dans l’établissement et la gestion de partenariats à long terme, fondés sur la valeur, avec les principales parties prenantes institutionnelles, notamment les réseaux hospitaliers, les autorités sanitaires, les cadres de pharmacies hospitalières et d’autres responsables de décisions. Le ou la CGI a pour responsabilité d’élaborer et de mettre en œuvre des plans des comptes stratégiques qui correspondent à la fois aux objectifs de Pfizer et aux besoins en constante évolution des principales parties prenantes du secteur de la santé. Ce poste consiste principalement à favoriser l’accès, l’adoption et la croissance durable de la gamme de produits de Pfizer, tout en soutenant la transformation du système de santé et en améliorant les parcours des patient·e·s.

Fonctions principales

• Planification stratégique: élaborer et mettre en œuvre des plans de compte complets intégrant la dynamique du marché, la cartographie des parties prenantes, les besoins des patient·e·s et les objectifs de partenariat à long terme.
• Mobilisation des parties prenantes: agir à titre d’agent·e de liaison principal·e pour les pharmaciens et pharmaciennes en établissement, l’administration des soins de santé et d’autres responsables de décisions clés. Mener des interactions ciblées et axées sur la clientèle pour comprendre leurs priorités et y répondre.
• Collaboration interfonctionnelle: travailler en étroite collaboration avec les représentant·e·s spécialisé·e·s –Santé et sciences, et les collègues des Affaires médicales, du Marketing et de l’Accès, et les collègues d’autres équipes interfonctionnelles pour assurer une planification et une exécution cohérentes et conformes des stratégies de compte.
• Accès institutionnel et défense des intérêts: diriger des initiatives visant à assurer l’inscription aux listes de médicaments et à s’aligner sur les objectifs cliniques et opérationnels, en appuyant les changements sur le plan des politiques et du système qui améliorent les résultats pour les patient·e·s. Les CGI cultivent des relations avec des leaders d’opinion clés à l’échelle locale et des groupes spécialisés afin de promouvoir les meilleures pratiques en matière de soins.
• Optimisation du parcours des patient·e·s: collaborer avec les parties prenantes institutionnelles pour cartographier et améliorer les points d’accès et les trajectoires d’orientation des patient·e·s. Cela comprend l’identification des goulots d’étranglement dans la prestation des soins et la collaboration avec des équipes interfonctionnelles pour simplifier les transitions entre les établissements de soins.
• Soutien des objectifs institutionnels et soutien opérationnel: aider les établissements à respecter les priorités provinciales en matière de santé et les besoins des patient·e·s en élaborant des plans de mise en œuvre sur mesure et en partageant les mises à jour pertinentes sur les produits et les cliniques avec les équipes d’utilisation des pharmacies.
• Facilitation des transitions et des changements opérationnels: agir en tant que partenaire de confiance lors des transitions et des mises en œuvre de nouveaux produits en coordonnant les demandes d’inscription sur les listes de médicaments, en clarifiant les voies réglementaires et en assurant la continuité des programmes de soutien aux patient·e·s.
• Observations fondées sur des données: utiliser les analyses de compte et les commentaires pour affiner les stratégies, cibler les occasions de croissance, reconnaître les risques de manière proactive et rendre compte des indicateurs de rendement clés.
• Conformité et gouvernance: s’assurer que toutes les activités sont conformes aux politiques de Pfizer, à la réglementation locale et aux normes de protection des données.

Qualifications

• Au moins 5ans d’expérience dans la vente de produits hospitaliers spécialisés. Expérience avérée en gestion de comptes; gestion de comptes complexes ou de gammes de produits provinciales, un atout.
• Grande compréhension des systèmes de santé institutionnels et des processus d’approvisionnement.
• Excellentes aptitudes pour la communication, la négociation et l’établissement de relations.
• Capacité à travailler de manière autonome et en collaboration avec des équipes diverses.
• Baccalauréat en administration des affaires, en sciences de la vie ou un domaine connexe; diplômes ou certifications avancés en gestion de comptes clés, un atout.

Déplacements – 50% selon les besoins et les occasions d’affaires. Poste régional comprenant le Manitoba, la Saskatchewan et l’Alberta. La candidate ou le candidat doit résider sur le territoire.

Le salaire annuel de base pour ce poste varie de 107,925 $ à 179,875$ .

L’échelle salariale fournie s’applique seulement au Canada, et ne s’applique à aucun autre endroit à l’extérieur du Canada.

#LI-PFE

#LI-Remote

At Pfizer, we embrace diversity and inclusion for innovation and growth. We are committed to building inclusive teams and an equitable workplace for our employees to bring their true selves to work.

We also strive to provide an accessible candidate experience for our prospective employees with different abilities. Please let us know if you need any accommodations during the recruitment process.

Chez Pfizer, nous accueillons la diversité et l'inclusion pour stimuler l'innovation et la croissance. Nous sommes déterminés à créer des équipes inclusives et un milieu de travail équitable pour que nos employés puissent exprimer leur vraie personnalité au travail.

Nous nous efforçons également d'offrir une expérience de candidature accessible à nos employés potentiels ayant des habiletés différentes. N'hésitez pas à nous faire savoir si vous avez besoin de mesures d’adaptation au cours du processus de recrutement.

Sales#LI-Remote #LI-PFE

Breakthroughs that change patients’ lives

Research confirms what intuition tells us: that purpose-driven companies perform better, are more innovative, attract and retain the best people, and know how to unleash the power of those people. Pfizer’s purpose—Breakthroughs that change patients' lives—fuels everything we do and reflects our passion for building on our legacy as one of the greatest contributors of good to the world.

Each word in our purpose has meaning and reflects the value we strive to bring to patients and society:

“Breakthroughs” - These are the innovations, scientific and commercial, that we seek to deliver every day. All colleagues, regardless of role, level or location, strive for breakthroughs every day.

“Change” - We want to do more than simply improve patients’ medical conditions; we want to dramatically change their lives for the better.

“Patients’ lives” - We consider not only patients, but everyone they touch—including their families, caregivers, and friends—and everything they love to do. It’s an intentionally holistic view.

Our purpose ensures that patients remain at the center of all we do. We live our purpose by sourcing the best science in the world; partnering with others in the healthcare system to improve access to our medicines; using digital technologies to enhance our drug discovery and development, as well as patient outcomes; and leading the conversation to advocate for pro-innovation/pro-patient policies.

Every decision we make and every action we take is done with the patient in mind—and to nurture an environment where breakthroughs can thrive.

Our Values

To fully realize Pfizer’s purpose, we have established a clear set of expectations regarding “what” we need to achieve for patients and “how” we will go about achieving those goals.

The “how” is represented by four simple, powerful values—courage, excellence, equity, and joy—that define our company and our culture.

Courage: Breakthroughs start by challenging convention, especially in the face of uncertainty or adversity. This happens when we think big, speak up, and are decisive.

Excellence: We can only change patients’ lives when we perform at our best together. This happens when we focus on what matters, agree who does what, and measure our outcomes.

Equity: We believe that every person deserves to be seen, heard, and cared for. This happens when we are inclusive, act with integrity, and reduce healthcare disparities.

Joy: We give ourselves to our work, but it also gives to us. We find joy when we take pride, recognize one another, and have fun.

Benefits at Pfizer

Pfizer offers competitive compensation and benefits programs designed to meet the diverse needs of our colleagues. Our Pay for Performance Philosophy and Practices reward colleagues based on the contributions they make to our business.

Our Competitive Benefits Programs help our colleagues by:

• Promoting Health and Wellness to help colleagues maintain and improve their physical and mental wellbeing . Pfizer offerings include health and disability insurance, preventative health programs, medical screenings, free or reduced-cost vaccinations, discounts on Pfizer products, mental health support, nutrition and fitness counseling and more.
• Strengthening Colleagues’ Financial Security by providing company contributions to retirement plans, life insurance and financial planning education to help colleagues achieve their financial goals.
• Providing Benefits and Time off for the Moments that Matter to ensure Pfizer colleagues have the time away from the office to recharge, recover and return to work as the best version of themselves. Vacation, Holiday time and Sick time are just the beginning, with a 12 week parental leave policy for both parents of a new born, 10 day of caregiver leave for those times when your family needs you whether it’s a child, spouse or parent, bereavement leave, and additional country-specific programs.
• And so much more, depending on your country and site, Pfizer offers childcare facilities or discount programs, on-site health and/or fitness centers , movement and mindfulness solutions, “Log in for your Day” work flexibility and so much more.
• captions off , selected

This is a modal window.

Beginning of dialog window. Escape will cancel and close the window.

Text

Text Color Transparency

Background

Background Color Transparency

Window

Window Color Transparency

Font Size

Text Edge Style

Font Family

End of dialog window.

This is a modal window. This modal can be closed by pressing the Escape key or activating the close button.

This is a modal window. This modal can be closed by pressing the Escape key or activating the close button.