National Accounts Director, GPO and LPNs - Chicago

To lead and manage the corporate relationship with respective GPO and aligned Large Practice Networks by identifying and developing strategic and tactical initiatives designed to drive appropriate product utilization through coordination of customer facing and marketing opportunities for Market Access Field and Sales team colleagues.

Responsibilities

• Accountable for attaining corporate financial goals and market access objectives as set forth at the beginning of each fiscal year
• Responsible for the relationship between Pharmacosmos Therapeutics Inc. and assigned GPO and aligned Large Practice Network customer segments
• Work closely with National Director Key Account Management and Market Access leadership to develop and implement relevant market strategies at GPO national accounts
• Partner with Pricing and Contracting, Finance, Legal and Compliance in the implementation of Market Access, customer engagement and marketing strategies
• Lead contract negotiations with designated customer segment while coordinating contract pull-through with the Market Access regional Key Account Managers (KAM) and Field Sales leadership
• Analyze and recommend targeting strategies based on GPO and LPN member performance, potential, and direction
• Establish and maintain effective communications with KAM and Sales leadership, as well as all cross-functional field personnel, to ensure business opportunities are maximized in a compliant and optimal manner
• Collaborate with KAM and Sales leadership to lead without authority to pull-through GPO and LPN strategies down to the membership level and address patient access challenges in coordination with Field Reimbursement partners
• Develop and maintain a high level of rapport and integrity within GPO and respective LPN customer segment resulting in mutually beneficial long-term business opportunities and partnerships
• Evaluate GPO marketing and promotional programs, negotiate terms and conditions, and make recommendations to management as to whether PTI should implement
• Monitor and maintain a high level of awareness of public and private formularies, insurance and pricing regulations, employer groups, as well as 3rd party reimbursement programs to enhance market position and patient access
• Ensure the Field Sales and KAM Leadership teams understand pertinent Oncology GPO/LPN initiatives and the unique market landscape opportunities to meet and exceed target goals
• Partner with the Decision Support and the Director of Contract Operations to recommend Oncology GPO target alignment for the US Commercial Team
• Collaborate with Market Access leadership to establish appropriate US targets and objectives as well as supporting key performance indicators (KPIs)
• Work collaboratively with Decision Support to determine market opportunities for GPO/LPN and coordinate KAM deployment with KAM leadership, as well as SAR deployment with Sales leadership, while adhering to compliance requirements

NOTE - This is a field based position. The successful candidate will reside in the Chicago area and is expected to undertake considerable national travel.

Education & Professional Background

• BS/BA degree required; MBA/MHA/PharmD preferred
• Minimum 10 years of pharmaceutical industry experience
• Minimum 5 years of pharmaceutical Market Access experience specific to community oncology GPO/LPN management
• Current relationships with community oncology GPO/LPN stakeholders and decision makers
• Buy-and-Bill experience required
• HEM/ONC experience preferred
• Demonstrated ability to develop and expand relationships with key customers and key stakeholders
• Strong analytical skills and business acumen
• Solid understanding of the current environment and trends in community oncology practices
• Strong knowledge of the evolving changes within the pharmaceutical industry with emphasis on community oncology GPO/LPN landscape
• Product launch experience required
• Effective planning, prioritization, management, and organizational skills
• Ability to meet requirement for up to or greater than 50% overnight travel covering the USA
• Community oncology GPO/LPN contracting experience preferred including experience with evaluating contracting opportunities from a profitability perspective

Competencies

• Customer-oriented (Sales): Respond to consumer needs and wants through planned, personalized communication to influence purchase decisions and ensure satisfaction
• Leadership: Operate with high integrity in all matters with a proven ability to build consensus and lead cross-functionally and without authority
• Negotiation: Confer with others to reach resolution; explore alternatives and positions to reach outcomes that gain support and acceptance of all parties
• Drive: Produce consistent, high quality and quantity outputs along with meaningful results that contribute to the company’s mission and strategic goal in a timely manner
• Problem Solve: Determine what is wrong in complex situations by identifying root causes and working with others to permanently fix problems with win/win solutions
• Collaboration: Work toward common goals by supporting, encouraging, and sharing information with both internal and external colleagues on a timely basis
• Communication: Speak, write, listen, and present information in a logical and professional manner as required for the appropriate target audience; develop and deliver presentations and lead meetings
• Attitude and Demeanor: Proud Pharmacosmos ambassador
• Strong personal leadership
• Inspire cross-functional transparency and collaboration
• Customer-centric ‘can-do’ attitude and goal focused
• Ambitious, independent, analytical, collaborative, loyal, organized