Director, National Accounts
Deciphera is seeking several Directors of National Accounts responsible for representing Deciphera’s oncology therapies to major national, regional, and federal accounts. The Director understands how to develop key customers and customer relationships within the Managed Care marketplace and will execute on account plans that will result in securing optimal product positioning with all accounts. The Director also will coordinate and communicate with field management and sales teams to successfully implement pull-through strategies to maximize national and regional coverage.
The mission of the Director, National Accounts is to ensure end user access, reimbursement and proper utilization management of marketed products by building relationships and formulating strategies at the aligned National Accounts and PBMs.
Develop and cultivate relationships with a wide range of clinical, medical, pharmacy, policy, and executive contacts and advocates within all influential functions of the customer’s business at targeted payer, PBM, Oncology GPO’s and federal customers.
Prioritize account projects/initiatives that address changing customer and market requirements; presents business case for opportunity evaluation, including a broad view of the entire account impact and coordinates/manages project implementation.
Communicate with Brand Team, Oncology Field Sales and Market Access & Patient Strategies customer facing teams regarding account-specific programs, activities, and pull-through messages.
Identify issues and challenges with accounts. Engage with appropriate resources in headquarters for development of customer solutions and contracts.
Effectively deliver presentations in the areas of; disease state, clinical, economic, access, and business.
Develop goals and account plans in alignment with US Market Access strategies and execute comprehensive and complex initiatives in the market. This will include financial analyses, strategy recommendations, and business plan development. Account plans will consider the goals of the company, individuals, and Deciphera with a goal of partnership now and in the future.
Meet or exceed managed care access objectives and functionally manage at an enterprise level the optimization of product formulary and reimbursement positioning.
Role involves significant travel (up to approximately 70% of time). National Account Executive will meet with payer customers, attend appropriate conferences, and is expected to travel in the field with sales and regional colleagues to call upon key providers and influencers.
BS/BA degree in business, life sciences, or related discipline. Advanced degree preferred (e.g., MBA, MPH, NP, PharmD, PhD).
Ten or more years of experience within the pharmaceutical or biotechnology industries.
Deep, broad and measurable payer relationships
Launch experience is highly valued; oral oncolytic or rare/orphan market experience strongly preferred.
Excellent written and verbal communication skills.
Demonstrated ability to deliver results in competitive markets.
Experience in and understanding of other commercial functions (e.g., marketing, market access, sales, insights/analytics, etc.) will be an important consideration for this role.
Must be a true team player – authentic, humble, professional, able to build a positive team spirit and lead teams through the ups and downs of drug development, puts success of the company and the overall commercial organization above own interests and supports everyone’s efforts to succeed, grow, and develop.
Highly skilled at influencing cross-functional teams as an equal partner, including interfacing with key internal and external stakeholders across commercial and medical/clinical teams.
Ability and willingness to work effectively and seamlessly at multiple “altitudes” within the organization. Maintains a “no job is too big or too small” attitude necessary to succeed in a startup environment and ensures direct reports do the same.
Excellent interpersonal, oral and written communication skills
Demonstrated ability to adapt to changes in the work environment. Manages competing demands. Changes approach or method to best fit the situation. Able to deal with frequent change, delays, unexpected events, or uncertainty/ambiguity with maturity and professionalism.
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