GH&B Trade Account Manager (Germany)

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 In order of importance, indicate the primary responsibilities critical to the performance of the role. It is recommended not to list actual tasks but focus on 5 essential responsibilities. Please include: Country/ Cluster remit Revenue accountability/ responsibility TA/ Portfolio/ Product responsibility Complexity of the role: Strategic leadership/ Operational/ Implementation management, External Engagement Core Responsibilities: 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) Minimum education requirement Area of expertise required Years of experience Bachelor's degree in Life Sciences, Business Administration, Marketing, or related field required 4 + 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 „ Breakthroughs that change patients ’ lives “ - Unser klares Unternehmensziel ist es, Durchbrüche zu erreichen, die das Leben von PatienInnen verändern. 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