Government Institutional Account Manager - Vaccines Portfolio

Payor Business Manager

ROLE SUMMARY 

The Payor Business Manager (PBM) is a strategic role responsible for unlocking untapped business opportunities across Government institutions within the assigned region. The PBM drives advocacy and formulary inclusion for Pfizer’s Vaccines portfolio by engaging key opinion leaders (KOLs) and institutional decision-makers. This role is accountable for the end-to-end management of designated Government accounts, including performance oversight, stakeholder relationship development, and execution of tailored engagement strategies. The role holder would collaborate closely with cross-functional partners including Sales, Account Management, Marketing, Medical and Access teams to ensure comprehensive support for each account and to identify and cultivate incremental revenue opportunities.

ROLE RESPONSIBILITIES

Strategic/Policy

• Develop and execute strategic plans for institutional sales in key Government accounts across the region, with a short-, mid-, and long-term business outlook.
• Drive scientific and educational engagement with HCPs and institutional stakeholders to support the adoption of Pfizer’s vaccine portfolio.
• Serve as the single point of contact for seamless and compliant coordination between Sales, Marketing, NAM and medical teams to ensure unified execution in Government accounts.
• Lead regional sales analytics and market intelligence efforts focused Government accounts to identify trends, forecast demand, and inform strategic decisions.
• Collaborate with Sales and Marketing to develop product positioning strategies for focused Government institutions, ensuring timely stock liquidation and sustained demand generation.

Operational/Process

Account Management:

• Manage prioritized Government and institutional accounts by tracking tenders, monitoring account performance, and ensuring timely responses to procurement opportunities.
• Stay abreast of evolving procurement policies, competitor positioning and institutional selection criteria to ensure Pfizer Vaccines are favorably positioned.
• Create and execute account-specific action plans to drive value, volume, and market share growth across assigned Government institutions.
• Device business planning and performance management at the account level, a responsibility not held by impacted colleagues.

Customer engagement:

• Build and maintain strategic relationships with key decision-makers and influencers in Government institutions, including procurement leads, ISPs and public health officials.
• Engage senior stakeholders within Government bodies and institutions by shaping institutional perception and policy alignment for targeted accounts.
• Identify and engage Key Opinion Leaders (KOLs) within Government and institutional networks to advocate for Pfizer’s vaccine portfolio.
• Develop and implement engagement strategies tailored to the needs and structures of Government accounts, ensuring alignment with public health priorities.

Cross Functional Interactions:

• Lead coordination with Sales, Marketing, Medical, and Distribution teams to ensure strategic integrated execution of account plans (including modifications) and product availability.
• Provide actionable insights from the field to help in creating marketing strategies, product positioning and access initiatives for Government accounts.
• Ensure alignment of internal stakeholders with evolving account strategies and institutional dynamics.

Financial & People Leadership

• Own and deliver sales budgets for assigned Government and institutional accounts, aligning investments with business potential to maximize ROI.
• Demonstrate Pfizer’s global values and leadership behaviors, contributing to a high-performance culture and mentoring cross-functional peers where applicable.

Technology:

Leverage advanced digital tools (including AI) and data platforms to enhance visibility into account performance, streamline stakeholder engagement, and support data-driven decision-making.

Governance & Compliance: Ensure full adherence to Pfizer’s compliance framework and all applicable regulatory, legal, and ethical standards in every interaction and business activity

QUALIFICATIONS

Basic Qualifications

• 5 to 10 years of pharmaceutical experience (sales, marketing, operation, account management etc.) preferred
• BSc/ B. Pharm degree required. MBA preferred
• Prior experience in institutional account management, Government business development or public health policy engagement is preferred

Special Skills & Knowledge

• Commercial Acumen & Customer Management: Demonstrate knowledge of the healthcare market, ability to develop and manage relationships with institutional customers, demonstrate account management & negotiation skills and understand how to prioritize resources and develop business plans.

• Business & Financial Acumen: Understand differential resource deployment, demonstrate ability to develop budgets and manage resource allocations and conduct P&L analysis.

• Account Management: Understand, influence, and adapt to changing local healthcare, key customer and stakeholder needs. Assess the portfolio of accounts and prioritize limited resources to create 'wins' for the account and for Pfizer.

• Strategic Thinking: Align accounts needs with Pfizer goals, understand the healthcare and local market trends and accordingly develop appropriate account plans.

• Collaboration & Cross-Functional Teamwork: Build and maintain strong trusting relationships.

• Leadership: Drive business via proactive communication on opportunities within accounts and coordinate internally; where applicable provides people development, coaching and performance management. Demonstrate OWN-IT spirit

• Communication: Display effective listening and communication skills; think and communicate with the audience's needs in mind.

• Change Management Leadership: Adapt positively to new challenges/ambiguity, stay focused on performance and coach others to react positively to change

• Learning agility: Demonstrate ability to manage ambiguity and perform at a high level in unfamiliar situations

ORGANIZATIONAL RELATIONSHIPS

• External: Corporate Hospital, Administration/Pharmacist/KOLs/CEO/CFO/CMO/Procurement
• Internal: Business Manager, HO colleagues (Marketing, Medical Affairs, Sales), Distribution
• Team/Sales team

  

Location: Ahmedabad

Pfizer is an equal opportunity employer and complies with all applicable equal employment opportunity legislation in each jurisdiction in which it operates.

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.

Sales

Experience Level

Senior Level