National Account Director, Southwest Region

Territory Covered: Arizona, New Mexico, Nevada, and Colorado. Depending on the candidate's qualifications and the final customer alignment, this position could be leveled as an Associate Key Account Director or Key Account Director.

Responsibilities

• Responsible for building, developing, and cultivating relationships with Oncology Integrated Customers
• Customers include but are not limited to major cancer centers (could be both community and IDN) and medium community cancer centers
• Responsible for overall strategy at these accounts, along with contract pull-through where appropriate
• Leverage these relationships to generate increased demand and access for the Oncology portfolio by targeting appropriate influencers and decision-makers within the integrated customer environment
• Align strategies with other operational functions (Medical, Sales, and Marketing) to support a combined customer engagement strategy as well as appropriate product access and coverage for our portfolio
• Deliver on defined call plan to support key decision-makers and prescribers across the assigned accounts (C-suite, Pathway, and P&T committee members) and promote the Oncology Portfolio at target accounts working closely with Directors of National Accounts (DNA's), Medical Leads (ML's), Regional Business Directors (RBD's), and other internal partners in local geographies
• Engage and develop a positive relationship with key influencers and decision-makers within the accounts, such as the Director of Pharmacy, Oncology department heads, and members of Medical/P&T Evaluation Committees
• Build and manage account profile for each assigned account, detailing the procedure for protocol development, pull-through targets for salesforce, the current placement of the product on pathway and protocols, and identification of key influencers and protocol decision-makers
• Act as the cross-functional lead for each specific account, responsible for appropriately maintaining the cross-functional strategic account plan, from which each function will compliantly execute against their functional objectives
• Employ in-person tactics to execute against account plans, including regular account visits to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy, and safety information on the product to key treatment decision-makers/executive teams within these high-control accounts
• Lead strategic launch planning to evaluate the unique needs of the Integrated Customer and work across all functions, including Sales, Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, and Marketing to develop tactical strategies to support launches and product expansion of Gilead's oncology products

Basic Qualifications

Bachelor's Degree and Twelve Years' Experience OR Masters' Degree and Ten Years' Experience OR PhD and Eight Years' Experience

Preferred Qualifications

• Previous account management/managed markets experience
• Oncology experience
• Must be a cultural champion, and team player with the ability to have fun!
• Advanced degree preferred (MBA, PharmD, etc.)
• 7 years related oncology experience in the pharmaceutical industry/sales/sales management - prefer current/recent - IV oncology strongly preferred
• 2 years of direct experience in a corporate/region/national/key account role
• Direct Access, Payer or health system experience
• Experience managing customer relationships in Oncology
• Ability to Inspire, Influence, and Lead without authority
• Experience executing physician network, GPO contracting, and account management strategic plans
• Biotech or pharmaceutical US marketplace oncology launch experience required
• Excellent interpersonal, oral, and written communication skills, including the ability to synthesize data and deliver a clear direction
• Superior negotiation skills, business acumen, and analytical ability
• Advanced interpersonal, oral, and written communication and presentation skills
• Robust project management skills, ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines
• Self-motivated, with excellent organizational skills, with the ability to work both independently and as a member of a matrix leadership team
• Ability to travel up to 25% of the time with overnight travel