Director, National Accounts
Location: Waltham, MA, US
The Director, National Accounts, will have responsibility for ensuring access and driving growth of AMAG’s products by working directly with integrated delivery systems (IDN) and group purchasing organizations (GPO). This position will manage the overall relationship with these entities including strategic sales activity, contract negotiations, and bid processes. This individual will work in a highly collaborative matrix environment that includes the strategic accounts team, field sales, pricing and contracting, marketing, clinical affairs, legal, and regulatory in order to achieve strategic and financial objectives for Amag Pharmaceuticals.
Duties & Responsibilities
Primary interface for Amag Pharmaceuticals with assigned IDNs and GPOs; responsible for the commercial relationship and the development of account strategies at the national and regional level.
Responsible for building strategic relationships at executive levels and coordinate sales/service activities to ensure optimal product access and influence positive decisions within these organizations.
Execute contracting strategy and negotiate contracts to ensure deliverance of expected financial value.
Conduct quarterly business reviews with assigned IDNs, GPOs and develop targeting strategies based on these reviews.
Analyze and adjust targeting strategies based on IDN and GPO performance.
Understand and identify the short and long-term strategic vision and objectives within each assigned key account.
Foster relationships with key opinion leaders within assigned targeted customers.
Coordinate pull-through of national account initiatives by working closely with regional Strategic Account Managers, Medical Science Liaisons, and other internal partners in support of achieving financial and strategic objectives.
Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance.
Develop effective account plans and monitor progress toward those plans.
Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders.
Partner with clinical team to facilitate development of medical education programs for GPO pricing approval boards, key opinion leaders and hospital system P&T decision makers.
Participate in strategic planning and evaluation sessions with AMAG senior leadership, sales, marketing, contracting, legal, and strategic accounts.
Communicate with commercial leadership the strategies and tactics being implemented at assigned customers.
Maintain competitive market intelligence to guide pricing strategies.
Appropriately manage trade show and meeting staffing/exhibiting needs.
Attend and participate in designated sales meetings, training programs, conventions, and trade shows.
Collaborate with group leader of National Accounts to secure
Participate and/or lead other projects as assigned by the Group Leader of National Accounts and/or the Executive Director, Strategic Accounts.
10+ years of Pharmaceutical Account Management with direct involvement in establishing and managing corporate accounts
2+ years of market access/corporate accounts management experience
Institutional (IDN, hospital) and oncology clinic experience
Corporate account management (Hospital System Account Management highly preferred)
Solid understanding of the current environment and policy trends in the provider landscape including alternative payment models.
Ability to analyze and interpret hospital economics/financial performance, successfully navigate through health systems.
Working knowledge of 340b.
Financial analysis and modeling capability
Expert negotiation skills
Direct experience with drugs and biologics paid under Medicare Part B strongly preferred
Average weekly travel will range from 60-80%; occasional weekend travel is required to attend and support trade shows
Ability to establish and maintain executive relationships (CEO, CFO, System Pharmacy Director) in health systems. Existing relationships highly preferred.
Existing relationships with oncology clinic GPO leadership, GPO field leadership, and GPO key opinion leaders highly preferred.
Ability to demonstrate excellent interpersonal skills, including networking, influencing, negotiation, and presentation.
Nephrology, Oncology and Hematology therapeutic experience.
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