Payor Business Manager
- India - Delhi
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: Jammu
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.

SalesBreakthroughs that change patients’ lives
Research confirms what intuition tells us: that purpose-driven companies perform better, are more innovative, attract and retain the best people, and know how to unleash the power of those people. Pfizer’s purpose—Breakthroughs that change patients' lives—fuels everything we do and reflects our passion for building on our legacy as one of the greatest contributors of good to the world.
Each word in our purpose has meaning and reflects the value we strive to bring to patients and society:
“Breakthroughs” - These are the innovations, scientific and commercial, that we seek to deliver every day. All colleagues, regardless of role, level or location, strive for breakthroughs every day.
“Change” - We want to do more than simply improve patients’ medical conditions; we want to dramatically change their lives for the better.
“Patients’ lives” - We consider not only patients, but everyone they touch—including their families, caregivers, and friends—and everything they love to do. It’s an intentionally holistic view.
Our purpose ensures that patients remain at the center of all we do. We live our purpose by sourcing the best science in the world; partnering with others in the healthcare system to improve access to our medicines; using digital technologies to enhance our drug discovery and development, as well as patient outcomes; and leading the conversation to advocate for pro-innovation/pro-patient policies.
Every decision we make and every action we take is done with the patient in mind—and to nurture an environment where breakthroughs can thrive.
Our Values
To fully realize Pfizer’s purpose, we have established a clear set of expectations regarding “what” we need to achieve for patients and “how” we will go about achieving those goals.
The “how” is represented by four simple, powerful values—courage, excellence, equity, and joy—that define our company and our culture.
Courage: Breakthroughs start by challenging convention, especially in the face of uncertainty or adversity. This happens when we think big, speak up, and are decisive.
Excellence: We can only change patients’ lives when we perform at our best together. This happens when we focus on what matters, agree who does what, and measure our outcomes.
Equity: We believe that every person deserves to be seen, heard, and cared for. This happens when we are inclusive, act with integrity, and reduce healthcare disparities.
Joy: We give ourselves to our work, but it also gives to us. We find joy when we take pride, recognize one another, and have fun.
Benefits at Pfizer
Pfizer offers competitive compensation and benefits programs designed to meet the diverse needs of our colleagues. Our Pay for Performance Philosophy and Practices reward colleagues based on the contributions they make to our business.
Our Competitive Benefits Programs help our colleagues by:
- Promoting Health and Wellness to help colleagues maintain and improve their physical and mental wellbeing. Pfizer offerings include health and disability insurance, preventative health programs, medical screenings, free or reduced-cost vaccinations, discounts on Pfizer products, mental health support, nutrition and fitness counseling and more.
- Strengthening Colleagues’ Financial Security by providing company contributions to retirement plans, life insurance and financial planning education to help colleagues achieve their financial goals.
- Providing Benefits and Time off for the Moments that Matter to ensure Pfizer colleagues have the time away from the office to recharge, recover and return to work as the best version of themselves. Vacation, Holiday time and Sick time are just the beginning, with a 12 week parental leave policy for both parents of a new born, 10 day of caregiver leave for those times when your family needs you whether it’s a child, spouse or parent, bereavement leave, and additional country-specific programs.
- And so much more, depending on your country and site, Pfizer offers childcare facilities or discount programs, on-site health and/or fitness centers, movement and mindfulness solutions, “Log in for your Day” work flexibility and so much more.
For U.S. based jobs, view an overview of Pfizer’s U.S. benefits program (opens in a new window)