Partner, National GPO and Key Accounts

Purpose & Scope

The Partner, National GPO & Key Accounts primary responsibilities are to enable demand and grow the Oncology and Retina market through contract execution and pull through with assigned Oncology Corporate Accounts and aligned members (including Oncology and Urology GPOs, Retina GPOs, key community Oncology and Urology member practices and affiliated members). Additional responsibilities are to ensure Astellas Retina and Oncology products are appropriately positioned within said GPOs and affiliated members; establish strategic business relationships with key customers, to include but not limited to, CEOs, COOs, CFOs, Board of Directors, key physician leaders, key pharmacists, nurses and Business Development officers; collaborate with Retina and Oncology Market Access Team members, Specialty, Health Systems, Membership, and Medical team members and/or other stakeholders as required. The Partner must possess expert working knowledge of the current market landscape to include value-based reimbursement models, Oral and Infused models, and other alternative payment models. Specifically, payment models impacting our customers.

Role and Responsibilities

• Plan, initiate, negotiate and manage profitable business relationships with assigned accounts to meet or exceed objectives.
• Meet with senior level executives at assigned accounts to identify opportunities, develop alliances and ensure customer needs are met.
• Execute upon set Key Account Management strategy and ensure that individual business goals and objectives for assigned accounts are achieved.
• Negotiate, manage, and coordinate contract evaluation and implementation at assigned accounts.
• Expert level presentation communication of clinical educational information and contract proposals to assigned accounts.
• Expert level Project Management skills to identify, develop and execute opportunities with key stakeholders including assigned accounts and other strategic partners.
• Advance strategic customer relationships towards true partnerships through development of senior executive relationships and involvement between Astellas and accounts.
• Collaborate with Regional Key Account Leads within Astellas for both Oncology and Retina to assess, develop and execute on opportunities at the member level with an emphasis on GPO and large aggregator linked KOLs.
• Collaborate with Internal Partners, Vendors and Field Sales organization to manage projects and conferences.
• Collaborate and coordinate account specific plans with Astellas stakeholders including Field Sales, Account Managers, and Marketing to achieve our strategic objectives and sales goals.
• Identify and develop opportunities to align brand initiatives with GPO capabilities that align with our brand objectives (DSA educational programs, Patient Identification initiatives, PIE presentations).
• Contract management responsibilities: Ensure timely data submission per the contract working closely with AST GPO stakeholders.
• Monitor sales and expense budgets for the assigned accounts.
• Monitor performance to ensure objectives are met or exceeded.
• Create and regularly update Account Business Plans.
• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to Market Access Leadership.
• Raise awareness of customer imperatives and effectively communicate their business strategy and value propositions to Health Systems Leadership.
• Attend and work key professional society and/or GPO meetings or both.

Quantitative Dimensions

• Maximizing Sales Performance (Market Share, Units, Profitability) with assigned customers.
• Developing strong business-centric, collaborative relationships with customers, both external and internal Matrix Partners.
• Demonstrated Leadership and “taking charge” of driving customer business performance through collaborative initiatives.

Organizational Context

High level Individual contributor role. Reports to Head, National GPO & Key Accounts.

Qualifications

• Community GPO experience and relationships. (McKesson GPO preferred.)
• Contract experience with GPOs or other related contract experience and proven pull-through in Oncology, Urology and Retina markets.
• Experience and deep experience and understanding of the Oncology/Urology and Retina Therapeutic areas.
• Strong leadership and experience in leading cross-functional Matrix Teams and driving organizational change and success.

Location and Working Environment

This position is a field-based role and will require regular travel across the United States. At Astellas, we recognize the importance of work/life balance and are proud to offer a hybrid working solution allowing you the flexibility to work from home, but living in a location that allows for extensive travel in a city that is a major airport hub will allow you to find that work/life balance.