Sr Manager, Contract Strategy



The Sr Manager, Contract Strategy is a proven leader who initiates the development of contract strategies for the Pfizer Business Units which includes but is not limited to the following channels: Institutions (including Alternate Site customers), Group Purchasing Organizations (GPOs), and Trade. The Institutional Contracting Contract Strategy Team is a business team within USMA which focuses on developing contracting strategies and programs to support Pfizer Business Unit strategies. The Sr Manager, Contract Strategy will possess in-depth knowledge of the pharmaceutical industry, the hospital and Alternate Site customer base, and the various customer structures including IDNs, GPOs, or regional aggregations. The team has responsibility for developing contracting strategies leveraging complex data analysis while identifying potential risks and balancing the needs of the business against Pfizer capabilities and compliance requirements. The Sr Manager, Contract Strategy will own specific accounts and business segments (either IDNs, GPOs, or Alt. Site / Puerto Rico / Trade) with enhanced complexity for the purpose of strategy development. The Sr Manager, Contract Strategy will work within the laws and regulations of the pharmaceutical industry and Pfizer Policies.

The Sr Manager, Contract Strategy actively partners with the Business Unit, Therapeutic Area Teams and Account Management leaders to achieve the best contracting outcomes for Pfizer and its Customers.


Program Management

Lead the USMA organization in development of contracting programs and strategies in partnership with all key stakeholders

Deliver all projects / programs against targeted timelines

Develop contracting communications (value summaries, etc.) that clearly outline contract value and position Pfizer for success

Assemble key global functions to ensure alignment on innovative contracting strategies / analytics

Demonstrate initiative and ownership in independently completing assigned projects

Ensure USMA and cross-functional alignment on all key contracting projects from inception to implementation


Develop new analytical processes and frameworks to support contracting efforts including run rates and contract performance analytics that can be standardized for use by USMA and its partners, leveraging feedback from Account Management

Perform ad hoc analyses as requested to support the Business Units

Represent USMA in any broader data-related discussions or programs

Deliver enhanced analytics to key USMA partners that drive business decisions

Partner with Digital to create new and relevant resources providing key insights to USMA and cross-functional partners

Strategic Thinking

Leverage in-depth knowledge of complex customers, markets, and Pfizer strategies to deliver value through proven contract strategies

Deliver data-driven recommendations to Business Unit leads and other internal colleagues to drive implementation of new strategies while maintaining integrity of the existing SOX compliant CSM controls

Advanced knowledge of managed market environment and institutional customers, knowledge of financial transactions across the pharmaceutical product distribution channel

Provide guidance on the impact of pricing as it relates to Government Best Pricing calculations and how pricing / non-price terms are viewed in the market

Propose recommendations to Business Unit Leads / Account Management / Operations on contract strategies and the development of Contract Programs while ensuring programs are implementable and compliant with all laws and regulations of the pharmaceutical industry and Pfizer Policies

Relationship Management

Foster relationships with many cross-functional teams such as Legal, Trade, Sales, Account Management, Product Brand Teams, Compliance, Contract Management, Contract Development, Digital, Govt Pricing, Customer Service, Global Financial Services, Corporate Finance, Customer Analytics, all other functions within USMA, and the Pfizer Business Units, in order to successfully manage the contract development lifecycle

Coach key stakeholders on contract strategy and management to provide contracting insights that drive business success

Manage key account relationships and align on common business objectives; participate in key customer contract negotiations leading the Contract Strategy input developing critical relationships with external customers and partners

Manage conflict with confidence while maintaining positive, productive relationships with internal stakeholders and external customers

Partner with internal stakeholders and external customers to identify, recommend and implement process improvements


Required education: BA

Relevant work experience in the pharmaceutical industry, managed care, sales / sales management, or contracting: 7 yrs if BA, 6 yrs if MS, MBA

Comfortable working under constant deadlines, and the ability to manage multiple tasks simultaneously

Excellent interpersonal and communication skills including experience in front of the customer

Comfort with ambiguity; ability to act without having the total picture

Demonstrated effective collaboration with teams across an organization to drive processes and operations


Preferred education but not required: MS, MBA


Last day to apply for job: September 1, 2023

Position is hybrid and will requiere the person to work from 2 to 3 days a week at the site.

Position is open for all Pfizer Sites within the U.S.

Relocation assistance may be available based on business needs and/or eligibility.

Sunshine Act

Pfizer reports payments and other transfers of value to health care providers as required by federal and state transparency laws and implementing regulations. These laws and regulations require Pfizer to provide government agencies with information such as a health care providers name, address and the type of payments or other value received, generally for public disclosure. Subject to further legal review and statutory or regulatory clarification, which Pfizer intends to pursue, reimbursement of recruiting expenses for licensed physicians may constitute a reportable transfer of value under the federal transparency law commonly known as the Sunshine Act. Therefore, if you are a licensed physician who incurs recruiting expenses as a result of interviewing with Pfizer that we pay or reimburse, your name, address and the amount of payments made currently will be reported to the government. If you have questions regarding this matter, please do not hesitate to contact your Talent Acquisition representative.

EEO & Employment Eligibility

Pfizer is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status. Pfizer also complies with all applicable national, state and local laws governing nondiscrimination in employment as well as work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Pfizer is an E-Verify employer.

Market Access