Regional Biosimilar Account Director - Mid-Atlantic

Job Description The Position

The Regional Biosimilar Accounts Director (RBAD) will manage the business relationship between the Company and assigned accounts with the following goals:

• Negotiate profitable contracts and improve formulary access positions while ensuring product access aligned to brand strategy and pricing authority.

• Optimize Net Sales, Contract Performance and pull through across the biosimilars portfolio.

• Ensure proper oversight and compliance with all company policies and exercising appropriate financial stewardship.

The RBAD is responsible for identifying and advancing business opportunities within assigned markets while building strong Business to Business (B2B) relationship with targeted customers. Each RBAD is responsible for the following designated customers as assigned by the National Director:

• Integrated Delivery Networks: hospital outpatient pharmacy departments, as well as IDN-owned medical groups, specialty pharmacy, infusion centers, payer, and home-infusion.

• Community Oncology Clinics and Physician Owned-Infusion Centers: large, organized medical groups and other private infusion centers.

• Federal accounts:
  Veterans’ Affairs, Military Treatment Facilities & Department of Corrections.

• Other:
  The National Director may assign additional accounts, such as:
  Specialty Pharmacies, associations, GPO buying groups and networks, as well as other important market stakeholders.

The RBAD engages Senior Leadership within each account and is responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, business and environmental issues impacting the customer, and the same in-depth knowledge of company priorities. The BAD engages and serves as the Company’s primary point of contact for senior leadership in the following roles using approved messages and resources:

• Business and clinical leaders in pharmacy, supply chain, employee health plans and relevant medical specialties (i.e., Specialty Pharmacy,Oncology, Rheumatology, Gastroenterology and Dermatology).

• Operations staff responsible for Infusion Centers and system-wide organizational initiatives.

• Veteran’s Integrated Service Network Pharmacy Executives within the Veterans’ Affairs system.

• C-Suite & Key Decision Makers in top assigned accounts.

Develops strategic and tactical plans for assigned accounts. Responsibilities include the following:

• Economic:

• Persuasively presenting Group Purchasing Organization (GPO) brand pricing programs to pharmacy, supply chain and business leadership.

• Negotiating direct contracts, where appropriate.

• Communicating approved financial, health care economic and budget impact models.

• Operational:

• Communicating product access with overlay Field Based Employees (FBE) for assigned accounts.

• Confirming customer contracts are properly loaded to provide the appropriate contract pricing to the eligible sites of care.

• Communicating approved information to customer Information Technology departments.

• Leads account planning and pull through for assigned accounts.

• Manages ongoing communications to extended Team.

• Account coordination and access facilitation to overlapping contacts with FBEs.

• Promote assigned products along continuum of care using approved messages and resources.

• Conducts appropriate business review of account performance to optimize net sales.

• Clinical:

• Strong collaboration and coordination of customer engagements with Medical Affairs.

• Communicate to customers the clinical value proposition for assigned products using approved messages and resources.

• Appropriately use approved Company resources to meet customer educational needs.

• Bachelor’s degree required, Advanced degree preferred (MBA, Pharm
  
  D, ARNP, MSN). Three plus years of recent Sales or Account Management experience, or relevant health care experience.

• Strategic account planning, customer, and market research.

• Negotiation skills, demand creation and intellectual curiosity.

• Demonstrated leadership skills and success working in cross-functional teams.

• Strong business and financial acumen of the…