This is a remote position based in the United States.
Job Summary
The Director, GPO & Key Accounts is responsible for building, maintaining, and expanding strong relationships with C-suite executives (CEOs, CFOs, COOs), Medical Directors, Practice Administrators, and other key influencers and decision-makers within Specialty GPO customers, Health System GPO customers, and strategically important large community oncology members of the GPO to drive contract success. The Director works collaboratively with cross-functional colleagues to execute strategic initiatives, ensure alignment with corporate imperatives, and increase the appropriate use of the pharma& portfolio within the GPO network and key accounts.
The Director, GPO & Key Accounts is responsible for representing pharma& products and services to a defined customer base, generating and growing accounts, and consistently achieving or exceeding sales targets. This includes, but is not limited to, in-person representation and face-to-face meetings with GPO leaders and key account stakeholders, as well as developing and expanding relationships with Hospital GPOs that serve large Integrated Delivery Networks. The successful candidate must possess strong analytical, training, and communication skills, along with a proven record of success and the ability to synthesize various sources of market data and effectively communicate relevant insights to GPO and key account leaders.
Job Responsibilities
Lead GPO and key account strategic collaboration with various teams to identify, segment and prioritize engagements.
Identify current and future GPO capabilities, drivers, investments, and levels of control.
Identify customer-facing synergies between GPOs, key accounts, and internal teams.
Identify GPO segment opportunities and work with field leadership to communicate strategy and pull through appropriate sales in key accounts.
Develop relationships with key contacts within the hospital segment, including IDNs, key accounts, and GPOs.
Assist with contracting activities including distribution and service agreements and direct customer agreements.
Work with Hospital GPO field teams on a regional and national level to pull through appropriate sales in key accounts.
Utilize effective selling techniques and marketing strategies to create and expand national demand for any/all promoted brand(s).
Conduct essential field activities, including but not limited to corporate meetings and account-specific meetings.
Attend key hospital segment meetings.
Comply with all OIG, Pharma, and Corporate Policies, Procedures, and Guidelines.
Provide marketplace feedback, including customer business trends, perspectives on changing treatment dynamics, and customers’ viewpoints of the competitive landscape in a timely manner to pharma& leadership.
Complete expense reports and other required administrative reports in an accurate and timely fashion.
Attend training programs, conventions, customer meetings, and symposia.
Maintain an up-to-date knowledge base of the business of oncology and changing trends.
Provide support to all internal and external customers.
Qualifications
Proven exceptional ability to interface with and develop strong, enduring professional relationships with senior-level executives, C-suite stakeholders, and other key influencers and decision-makers within community oncology practices, key accounts, and specialty GPOs. Skilled at networking.
Strong self-starter with the ability to manage and balance short-term needs with long-term priorities, work on multiple projects, and prioritize/multi-task effectively.
Strong experience and ability in translating group strategy into tactics and campaigns.
Strong analytical, training, and communication skills with a proven record of success.
Possess a working knowledge of market elements such as healthcare delivery consolidations and value-based oncology care. In addition, knowledge of emerging trends and patient care needs from an oncology perspective.
Ability to synthesize various market data sources and communicate effectively with GPO and key account leaders.
Comfort with clinical and complex information and the ability to develop customer-driven insights to drive brand performance.
Can uncover and report underlying issues that may inform broad or account-specific strategies for the future.
Education and Experience
Bachelor’s degree required. Degree or certification in Health Informatics or a related field is preferred.
A minimum of 6 years of pharmaceutical (including biotech, device) experience.
Pharma, biotech, or device experience is required, marketing experience preferred.
Oncology or rare disease experience preferred.
Must be able to work in a collaborative team environment.
Strong communication and presentation skills.
Must be innovative, proactive, and have strong analytical skills with excellent overall business acumen. Must be able to manage and prioritize multiple priorities.
3 years’ successful and progressive experience working with Specialty GPO organizations, Managed Care Accounts, Sales, or related fields is required.
Practical knowledge of pharmaceutical marketing that includes HCC regulations is required.
Experience in GPO strategy.
Experience in Oncology is preferred.
Must be innovative, proactive, and have strong analytical skills with excellent overall business acumen.
Interpersonal flexibility to effectively interact with a broad range of personnel.
Advanced communication and presentation skills required.
Working Conditions
Business travel required during the weekdays, weeknights, and on weekends during customer visits, key conferences, congresses, and advisory boards (50% or greater).
Able to sit for long periods at a desk.
Able to read and review large quantities of printed material or online material.