Executive Director, Account Management

Key Responsibilities

• Team Leadership: Establish, recruit and oversee our company's Ophthalmology Account Management Team, including National Account Directors responsible for key corporate accounts and Key Account Managers assigned to districts to engage key retina practices within their responsible geographies
• Strategic Vision: Participate as a member of the US Ophthalmology Leadership Team to shape the strategic direction, capabilities and performance of the Ophthalmology franchise
• Account Management: Serve as the internal expert on key ophthalmology engagements, providing insights and counsel to senior leadership and representing account segments in business planning forums
• Executive Engagement: Provide strategic oversight and executive sponsorship for key organized customer accounts, maintaining selective, high-level engagement with C-suite and clinical leadership, while empowering the account management team to serve as the primary owners of ongoing operational relationships
• Talent Development: Coach and mentor a high-performing field team, establishing a culture of accountability and continuous professional development
• Cross-functional collaboration: Coordinate cross functional execution across SAMs, BEMs, Field Sales, Field Reimbursement and Medical to ensure seamless pull-through across the customer network to meet customer needs while upholding high standards of compliance to company policy
• Launch Excellence and Market Shaping: Provide strategic oversight of customer engagement plans, optimize resource allocation and champion collaborations with other field-facing teams

Core Competencies

• Business Literacy Acumen: Demonstrates expertise in market and landscape understanding: anticipates healthcare market trends, synthesizes complex data from multiple sources and applies insights to shape strategic plans
• Applies strong commercial acumen: interprets customer business priorities, healthcare business models and financial metrics to identify opportunities that improve patient outcomes and drive product access
• Represent our company's ophthalmology franchise to the highest ethical and professional standards, in full compliance with applicable laws, regulations and company policies
• Customer Focus: Excels at people and process mapping: expertly navigates clinical and business decision-making networks across different sites of care to ensure product and patient access
• Builds trusted professional relationships: serves as a trusted advisor to customers by demonstrating deep understanding of their business and professional goals, establishing long-term relationships based on mutual success
• Shapes approaches: develops tailored strategies that address specific customer challenges, proactively identifying the most effective frameworks to meet unique customer objectives
• People management: demonstrate leadership across the customer engagement ecosystem with responsibility for assigned Strategic Account Managers (SAMs)
• Mentors peers, and shares expertise on best practices for maintaining business relationships to build customer networks
• Communication & Collaboration: Demonstrates effective communication: proactively discerns nuanced audience needs and seamlessly adjusts content and delivery to resonate with varied stakeholders, including in complex and difficult conversations
• Provides cross-functional leadership: leads complex cross-functional initiatives, ensuring alignment across account teams to achieve organizational goals and win as one team
• Drives mutual commitment: expertly leads high-level, complex customer engagements, consistently arriving at commitments that maximize benefit for all stakeholders while maintaining positive business relationships
• Creates and leads an inclusive environment that values broad perspectives and expertise
• Strategic Planning & Execution: Develops growth strategy: crafts account plans that set a long-term growth vision, identifying high-impact strategies and seamlessly bringing together cross-functional teams to deliver coordinated approaches
• Leads orchestration and execution: strategically mobilizes resources and applies insights to execute efficiently, establishing a reputation for exceptional leadership in meeting mutual goals
• Delivers impact: uses data fluently to identify opportunities, develops compelling narratives that integrate customer needs and insights and delivers presentations that resonate in multi-stakeholder environments

Education

Bachelor's degree required. MBA or advanced degree preferred.

Required Experience and Skills

• 12+ years of progressive pharmaceutical, biotech, or related industry experience
• 7+ years of experience in managing direct reports
• 5+ years of demonstrated experience in strategic/key account management with enterprise level customer engagement
• Proven ability to develop and implement strategy across complex healthcare environments, including the ability to influence without authority and mobilize cross functional colleagues
• Strong understanding of buy-and-bill economics, specialty drug distribution, GPO contracting structures and reimbursement dynamics
• Demonstrated financial acumen with ability to communicate value proposition and negotiate, if applicable
• Excellent interpersonal and communication skills, internally and externally, with ability to interact with individuals from a variety of cultures
• Ability to travel 50%

Preferred Experience and Skills

• Proven knowledge and relationships with key executive level decision makers from retina and other market GPOs and institutional trade partners
• Previous experience in launching new specialty pharmaceutical/biologics products
• Cross functional experience spanning account management, marketing, market access and/or operations
• Strong understanding of healthcare ecosystem
• Experience with channel accounts (Distributors, GPOs/PE Backed Entities, Specialty Pharmacies)