Leads Pfizer’s U.S. specialty pharmacy and wholesaler channel management function. Oversees channel strategy, contracting, distribution execution, customer relationships, compliance, and team leadership. Develops and negotiates distribution and network agreements, translates healthcare policy and market trends into channel plans, and manages complex relationships with wholesalers, specialty distributors, and specialty pharmacies. Requires extensive pharmaceutical channel management experience, strong financial and negotiation skills, and proven senior leadership capabilities.
This role leads the Specialty Pharmacy and Wholesaler Channel Management function within the US Market Access group (USMA), supporting Pfizer's U.S. Commercial business. This position is accountable for the strategy, contracting, and operational execution that ensures the access, distribution integrity, and appropriate handling of Pfizer's specialty and traditional products through the wholesaler and specialty pharmacy channels.
The Specialty Pharmacy & Wholesaler Channel team works closely with national and regional wholesalers, specialty distributors, and specialty pharmacies to ensure Pfizer's products move through the supply channel in a safe, secure, and compliant manner - with particular focus on the growing complexity of specialty product distribution, cold-chain/limited-distribution requirements, and evolving reimbursement and site-of-care dynamics that increasingly run through these two channels.
The position requires deep expertise in wholesaler and specialty pharmacy business models, distribution economics, and contracting, along with a strong understanding of how policy change (340B, site-of-care shifts, PBM/specialty pharmacy vertical integration, biosimilar and generic entry dynamics) affects channel strategy. The role requires strategic, analytical thinking with strong financial and business acumen, and experience negotiating complex channel contracts and services agreements.
This position partners closely with the USMA Strategy team, U.S. Commercial product teams, Trade & Distribution, Legal, Medical Affairs, Policy, Digital, and Finance. It represents Pfizer externally with large wholesaler and specialty pharmacy customers and internally with senior leadership.
Key Responsibilities
Basic Qualifications
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.
Preferred Qualifications
Other Job Details:
#LI-PFE
The annual base salary for this position ranges from $274,000.00 to $456,600.00. In addition, this position is eligible for participation in Pfizer's Global Performance Plan with a bonus target of 30.0% of the base salary and eligibility to participate in our share based long term incentive program. We offer comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life's moments. Benefits offered include a 401(k) plan with Pfizer Matching Contributions and an additional Pfizer Retirement Savings Contribution, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage. Learn more at Pfizer Candidate Site - U.S. Benefits | (uscandidates.mypfizerbenefits.com). Pfizer compensation structures and benefit packages are aligned based on the location of hire. The United States salary range provided does not apply to Tampa, FL or any location outside of the United States.
This role is posted in multiple locations. If you are applying for the role in an secondary job posting location where pay transparency regulations apply, your Talent Advisor will share the local pay information with you during the first interview.
Relocation assistance may be available based on business needs and/or eligibility.
Candidates must be authorized to be employed in the U.S. by any employer.
U.S. work visa sponsorship (such as TN, O-1, H-1B, etc.) is not available for this role now or in the future.
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 provider's 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. This position requires permanent work authorization in the United States.
Pfizer endeavors to make www.pfizer.com/careers accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process and/or interviewing, please email [email protected] . This is to be used solely for accommodation requests with respect to the accessibility of our website, online application process and/or interviewing. Requests for any other reason will not be returned.
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 .
Mkt & Sales/Commercial Bus
The Specialty Pharmacy & Wholesaler Channel team works closely with national and regional wholesalers, specialty distributors, and specialty pharmacies to ensure Pfizer's products move through the supply channel in a safe, secure, and compliant manner - with particular focus on the growing complexity of specialty product distribution, cold-chain/limited-distribution requirements, and evolving reimbursement and site-of-care dynamics that increasingly run through these two channels.
The position requires deep expertise in wholesaler and specialty pharmacy business models, distribution economics, and contracting, along with a strong understanding of how policy change (340B, site-of-care shifts, PBM/specialty pharmacy vertical integration, biosimilar and generic entry dynamics) affects channel strategy. The role requires strategic, analytical thinking with strong financial and business acumen, and experience negotiating complex channel contracts and services agreements.
This position partners closely with the USMA Strategy team, U.S. Commercial product teams, Trade & Distribution, Legal, Medical Affairs, Policy, Digital, and Finance. It represents Pfizer externally with large wholesaler and specialty pharmacy customers and internally with senior leadership.
Key Responsibilities
- Lead a team of channel management professionals responsible for wholesaler and specialty pharmacy account strategy, contracting, and performance management
- Develop, negotiate, and execute wholesaler distribution agreements and specialty pharmacy network contracts that ensure appropriate, compliant, and efficient product flow
- Partner with the USMA Strategy team to translate broader market access strategy into channel-specific execution plans for wholesalers and specialty pharmacies
- Build and maintain productive, senior-level relationships with wholesaler and specialty pharmacy customers
- Monitor and anticipate shifts in the specialty pharmacy and wholesaler landscape - including PBM-owned specialty pharmacy consolidation, alternative funding programs, and site-of-care migration - and adapt channel strategy accordingly
- Ensure strong compliant governance and quality decision-making in all channels contracting and operations
- Lead, develop, and hold managers accountable for an inclusive, engaged, and compliant team culture, including performance management and succession planning
- Represent Pfizer in relevant industry and trade association initiatives related to distribution and specialty pharmacy channels
Basic Qualifications
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.
- Bachelor's degree required
- 15+ years of experience required with Bachelors; 13+ years of experience required with MBA/MS/MPH/master's degree; 10+ years of experience required with PhD or JD
- Demonstrated experience in wholesaler and/or specialty pharmacy channel management, contracting, or trade relations within the healthcare/pharma sector
- Track record of translating US healthcare policy and distribution trends into actionable channel strategy
- Strong business/financial acumen, negotiation skills, and analytical capability
- Proven experience as a leader, including coaching, developing talent, and driving inclusive team culture
- Ability to navigate ambiguity and lead through channel and policy change
Preferred Qualifications
- Advanced degree in healthcare, business, or economics
- Direct experience negotiating wholesaler or specialty pharmacy network agreements
Other Job Details:
- Last Date to Apply for Job: October 23rd, 2026.
- NOT eligible for Relocation Package
- Locations: US - any Pfizer site or US - remote
- Travel: 25-35%
#LI-PFE
The annual base salary for this position ranges from $274,000.00 to $456,600.00. In addition, this position is eligible for participation in Pfizer's Global Performance Plan with a bonus target of 30.0% of the base salary and eligibility to participate in our share based long term incentive program. We offer comprehensive and generous benefits and programs to help our colleagues lead healthy lives and to support each of life's moments. Benefits offered include a 401(k) plan with Pfizer Matching Contributions and an additional Pfizer Retirement Savings Contribution, paid vacation, holiday and personal days, paid caregiver/parental and medical leave, and health benefits to include medical, prescription drug, dental and vision coverage. Learn more at Pfizer Candidate Site - U.S. Benefits | (uscandidates.mypfizerbenefits.com). Pfizer compensation structures and benefit packages are aligned based on the location of hire. The United States salary range provided does not apply to Tampa, FL or any location outside of the United States.
This role is posted in multiple locations. If you are applying for the role in an secondary job posting location where pay transparency regulations apply, your Talent Advisor will share the local pay information with you during the first interview.
Relocation assistance may be available based on business needs and/or eligibility.
Candidates must be authorized to be employed in the U.S. by any employer.
U.S. work visa sponsorship (such as TN, O-1, H-1B, etc.) is not available for this role now or in the future.
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 provider's 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. This position requires permanent work authorization in the United States.
Pfizer endeavors to make www.pfizer.com/careers accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process and/or interviewing, please email [email protected] . This is to be used solely for accommodation requests with respect to the accessibility of our website, online application process and/or interviewing. Requests for any other reason will not be returned.
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 .
Mkt & Sales/Commercial Bus
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