Regional Account Director, IDN - East

• A best-in-class product
• Resources required to drive rapid growth
• An ability to adapt quickly to market change
• A new standard for patient care

• Support the growth, planning, and pull-through process for current and future products by developing product access strategies and tactics for targeted Integrated Delivery Networks (IDN), Health Systems, and Integrated Payor Provider Networks (IPPN). Establish and maintain an in-depth understanding of IDN/IPPN needs, challenges, priorities, and opportunities, and effectively communicate key intelligence of customer and industry trends to internal partners and stakeholders.
• Utilizes knowledge of the market and customers to identify opportunities and reduce barriers focused on mutual goals of addressing customer’s aligned needs, achieving business objectives, and improving patient health outcomes.
• Develop account level strategic plans designed to ensure optimal access for Pharmacosmos product(s) in targeted accounts.
• Identify product access challenges and collaborate with the broader Market Access team to work towards resolution.
• Effectively manages business relationships with targeted accounts to drive education, brand awareness, access, and adoption.
• Lead engagement with population health decision makers at multiple levels of account leadership, including medical, quality, pharmacy directors, members of medical/P&T evaluation committees and support personnel to effectively communicate clinical and economic rationale for PTI products, secure product formulary and EMR inclusion.
• Compliantly align strategies with other cross-functional operations (Market Access, Sales, Medical, and Marketing) to support a combined customer engagement strategy, as well as appropriate product access for our portfolio in targeted accounts.
• Effectively communicate and collaborate with all Market Access, product strategy, sales, and medical affairs team members to identify opportunities and reduce barriers to accessing PTI products within targeted accounts.
• Coordinate and actively participate in customer and industry meetings.

Education & Professional Background:

• Bachelor’s Degree with a minimum of 10 years in pharmaceutical sales or account management required, 3-5 years experience in institutional and/or IDN engagement.
• Documented success through customer growth of appropriate patient identification and relationships in the targeted customer base.
• Leadership development and/or extensive experience in leading without authority.
• Experience working with population health decision makers and senior leaders in health systems and/or integrated healthcare customer organizations.
• Understanding of all acquisition pathways, i.e. pharmacy benefit vs buy and bill, in-office dispensing (IOD/MID), contracting, distribution/wholesaler channels, pricing structures, chargeback programs, 340B program eligibility, and health system owned specialty pharmacies.
• Superior negotiation skills, business acumen, and analytical ability.
• Excellent written and oral communication skills.
• Residence in proximity to major airport.
• Ability to travel ~65%.

• Advanced degree preferred (MBA, MHA, PharmD, etc.)
• Current/recent oncology experience in prior 3 years strongly preferred.
• Experience reviewing clinical literature, including disease state information and target product profiles, to develop access strategies.
• Experience integrating Health Economics and Medical Affairs resources into access planning.

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  Teamwork/Collaboration: Works toward common goals by supporting, encouraging, and sharing information with colleagues, both internal and external.
• Communication: Speaks, writes, listens and presents information in a logical and articulate manner appropriate for the audience. Skilled in developing and delivering presentations and leading meetings.
• Leadership: Operate with high integrity in all matters with a proven ability to motivate teams and individuals; ability to build consensus and lead cross-functionally.
• 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 and meaningful results with a sense of urgency to contribute to the mission and strategic goal on time.
• Problem Solving: Determine what is wrong in complex situations by identifying root causes and working with others to permanently fix problems with win/win solutions.

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

Flexibility

Additional information

• Requires budgetary responsibilities and discretion with confidential data
• Travelling – approximately 65% of the time