Director, Trade & HSD Strategy, Insights

ROLE SUMMARY

The Director, Trade & HSD Strategy & Insights owns the reporting and action-oriented insights that serve two customer-facing functions: the Trade team (including the National Trade Account Directors) and Health System Directors (HSDs).

The role sits within Commercial Services & Support and operates as a dedicated strategic and operational partner to these two functions, building the standing products they rely on to run their business.

For Trade, the Director is accountable for the channel intelligence that drives better stocking of Pfizer’s products at the wholesaler: trade and inventory reporting, wholesaler and distributor performance, ordering-pattern and supply analytics, and channel-mix views — surfacing demand shifts and inventory anomalies early enough to act on.

As part of this work, the Director serves as Pfizer’s data counterpart to the corresponding experts at large wholesale and distributor customers, connected in through the Trade Account Director once the primary relationship and trust are established.

For HSDs, the Director is accountable for account-level share intelligence, contract performance reporting, IDN scorecards, opportunity ranking, and the customer-ready materials that power Quarterly Business Review (QBR) and Collaborative Action Plan (CAP) preparation — and that hold up in the meeting itself.

The Director builds the standing products HSDs and Trade leaders consume on a repeatable cadence, with particular emphasis on pre-meeting customer preparation.

• ROLE RESPONSIBILITIES
• Trade Strategy Support (Primary)

Serve as the strategy and planning engine for the Trade team, turning intelligence into options leadership can act on:

• Synthesize channel, contract, and market intelligence into clear strategic options, recommendations, and decision frameworks for the Trade Lead and National Trade Account Directors — framing the “so what” and “now what.”
• Maintain the Trade function’s channel and distribution strategy point of view — wholesaler economics, source-program structure, distribution-model shifts, and biosimilar channel dynamics — as a single, current strategic narrative.
• Support contract and program strategy by structuring scenario analysis, evaluating trade-offs, and preparing the strategic rationale that informs National Trade Account Director negotiations.
• Translate enterprise and portfolio priorities into a coherent Trade strategy agenda, aligning it with the distinct customer strategies across Pfizer’s wholesaler and distributor partners.
• HSD Customer-Readiness & CAP Management (Secondary, Expanding)

Make HSDs and ABMs faster and more prepared in front of their accounts by owning the customer-ready strategic materials and the action‑planning process:

• Build customer-ready QBR decks for HSD accounts — translating account performance, contract status, and opportunity data into a clear, defensible customer narrative that HSDs present directly.
• Own and manage the Collaborative Action Plan (CAP) process for ABMs and HSDs — the standing structure, cadence, templates, and follow‑through that turn account opportunities into tracked, executed actions.
• Partner with HSDs and ABMs to prepare for customer milestones — QBRs and joint business planning — ensuring materials are structured, sequenced, and ready ahead of the meeting.
• Develop account‑planning frameworks and opportunity‑prioritization approaches that HSDs and ABMs apply consistently across their books of business.
• Capture recurring HSD field needs and feed them back into the strategy, planning, and insights agenda so support compounds over time.
• Customer‑Facing Data Partnership

Serve as Pfizer’s data and analytics counterpart to the corresponding experts at large Trade customers — a specialist, technical relationship that complements, and is initiated through, the Account Director who owns the account:

• Build peer relationships with the data and analytics counterparts at major wholesalers and distributors (e. g., the data teams at national wholesale partners) — organizations often larger than Pfizer — to align on data feeds, reconciliation, reporting methodology, and shared definitions.
• Engage these counterparts only after the Trade National Account Director has established trust and explicitly opens the connection; the Account Director owns and protects the primary relationship, and this role is brought in to connect data expert to data expert.
• Work the technical layer of the partnership — resolving data discrepancies, improving the quality and timeliness of shared data, and strengthening the analytical foundation the Account Director relies on.
• Bring insight back from these counterpart relationships into Pfizer’s Trade strategy, planning, and analytics agenda, and surface data or process issues to the Account Director early.
• Business Planning & Operating Cadence

Own the processes and rhythm that keep strategy, execution, and review connected across Trade and HSDs:

• Design and run the planning processes — quarterly business reviews and joint‑business‑planning preparation — on a deliberate, repeatable cadence.
• Build and maintain the frameworks, templates, and governance that connect strategy to execution across the Trade team and its HSD partners.
• Establish the operating rhythm — priorities, milestones, decision forums — that keeps Trade Account Directors, HSDs, and supporting functions aligned and moving.
• Cross‑Functional Orchestration
• Serve as the operational connective tissue across Trade, HSD, Commercial Excellence, the analytics function, Contracts, Pricing, Portfolio, and Operations — coordinating handoffs and closing the structural gaps where work falls between functions.
• Coordinate with the analytics function so reporting and run‑rate outputs feed cleanly into strategy, planning, and customer‑ready materials.
• Lead cross‑functional projects and change initiatives that improve how the Trade and HSD organizations plan, decide, and operate.
• Operational Excellence & Enablement
• Identify and close process gaps in how the Trade and HSD teams plan, contract, and execute — applying an operational‑excellence and continuous‑improvement lens.
• Build the documentation, playbooks, and enablement that make strategy and planning frameworks repeatable and self‑sustaining.
• Operate within Pfizer compliance, privacy, and data‑governance guardrails — including 340B, government pricing, transparency, and Anti‑Kickback considerations — escalating to Legal and Compliance with sound judgment.
• BASIC QUALIFICATIONS
• Bachelor’s Degree
• Minimum of 8 years of commercial experience in pharmaceutical, biotech, or medical device — in commercial strategy, commercial operations, business planning, trade/channel strategy, or customer‑facing commercial support
• Demonstrated success structuring strategy, planning frameworks, or customer‑ready materials in a complex, contract‑intensive commercial environment
• Detailed understanding of the pharmaceutical industry and classes of trade, and especially the Multisource Injectables Marketplace & Biosimilars; working knowledge of Wholesaler, Distributor, GPO, and IDN business models
• Strong interpersonal and communications skills, with the ability to distill complexity into clear options and recommendations for senior commercial leaders
• Strong collaborator with the ability to work well within a matrix environment.
• PREFERRED QUALIFICATIONS
• Advanced degree (MBA or equivalent)
• 10+ years of commercial experience, including time in a strategy, planning, or commercial‑operations capacity supporting customer‑facing teams
• Working knowledge of pharmaceutical trade dynamics — wholesaler economics, chargeback and source‑program structure, distribution models, and the multisource injectable and biosimilar marketplace
• Working knowledge of IDN and health system dynamics — GPO / IDN affiliations, contract pull‑through, and how channel strategy intersects with health‑system customers
• Demonstrated ability to translate ambiguous business questions into structured strategy, customer‑ready narrative, and decision‑ready recommendations
• Strong process and operating‑cadence discipline — a track record of standing up planning rhythms and governance that keep complex, matrixed teams aligned
• Strong business management, analytical, and problem‑solving skills; ability to interpret data and translate insights into strategy and customer‑facing materials
• Well‑developed project management and organizational skills; high degree of self‑direction
• Familiarity with healthcare regulatory and compliance considerations affecting commercial strategy (340B, government pricing, transparency reporting, Anti‑Kickback Statute)
• Comfort with ambiguity and a builder mindset; able to design and stand up new ways of working
• 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.
• ORGANIZATIONAL RELATIONSHIPS

External

Customer‑facing as Pfizer’s data and analytics counterpart to the corresponding experts at large Trade customers — primarily the data teams at major wholesalers and distributors.

These relationships are initiated by and conducted in support of the Trade National Account Director, who owns the account and the primary relationship; this role connects data expert to data expert once trust is established.

Internal

Trade Lead, National Trade Account Directors, Health System Directors, Account Business Managers, Commercial Excellence, Contracting, Pricing, Portfolio, Operations, Enablement, Customer Service, Legal, and Medical Affairs teams.

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