Director, Key Accounts - East

Pharmacosmos Therapeutics Inc., an affiliate of Pharmacosmos, markets Monoferric in the US high-dose IV iron market. Pharmacosmos Therapeutics brings together:

• 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

Founded in 1965, Pharmacosmos is headquartered in Denmark. We are a family-held company built on passionate and knowledgeable people. We value integrity, open-mindedness, and respect. These values guide us in our endeavors and touch everyone in every part of our journey. We respect everyone who becomes a part of our journey. As a company, we strive to become the world leader in the treatment of iron deficiency anemia, one of the largest global health issues, and aspire to change the way iron deficiency anemia is treated.

Pharmacosmos is focused on three business areas: branded pharmaceuticals, APIs, and carbohydrates. The US company focuses primarily on the prescription iron pharmaceutical market. Two-thirds of its revenue comes from this segment of the business. Pharmaceutical grade carbohydrates and API enhance their supply chain capabilities and overall market strategy and positioning. The company takes pride in our robust research and development program with a focus on human and veterinary medicines.

Pharmacosmos cultivates a collaborative, performance-based culture. We recognize and reward employees for the value they bring and empower them to do meaningful work. Built upon the heritage and financial strength of the parent company, Pharmacosmos Therapeutics benefits from a singular focus, driving the growth of Monoferric.

The ideal location for this role is in the North Carolina area or close to a major airport.

Job Purpose: Purpose of the Director, East Key Account Manager (KAM) Team is as follows:

• Lead the East KAM team to establish, maintain, and grow business relationships within designated hematology/oncology practices, regional hospitals, regional integrated delivery networks (IDNs) and other emerging Key Accounts in the assigned geography.
• Primary customer facing function for national IDNs to grow business relations at the corporate level while coordinating KAM customer facing activities at the local level.

Job Responsibilities:

• Lead the East KAM team to pro-actively pull-through national GPO contracts (physician network and hospital/IDN) at the regional level in targeted accounts (oncology clinic, hospital, IDN, emerging customers) by strategically prioritizing current account sales and future growth opportunities.
• Responsible for direct customer facing activities with national IDN corporate offices to collaborate on driving downstream opportunities while coordinating KAM business discussion at the IDN’s local institutions.
• Work with internal Market Access teams and cross-functional partners to identify opportunities for Pharmacosmos to bring value to customers to ensure a positive patient experience.
• Participate in strategic planning and evaluation sessions with Pharmacosmos senior leadership, sales, marketing, contracting and legal.
• Oversee internal and external customer relationships to ensure needs of key account are identified and addressed. Work with team to identify additional resources and stakeholders needed oversee execution of process at the account level.
• Collaborate with contracting, national payor accounts, and analytics to present a comprehensive business plan for targeted national IDN accounts.
• Understand and identify the short and long-term strategic vision and objectives within each national IDN account and oversee the KAM’s strategy development at the regional level.
• Conduct quarterly/annual business planning for targeted national IDN and regional accounts to ensure national GPO contract pull-through. Demonstrate high level of understanding of the GPO regional mix of business and how this is driven by the national GPO goals.
• Maintain strategic advocacy relationships with COA and NCODA and develop additional relationships with advocacy groups that share our goal of providing patients with access to pharmaceuticals that improve lives and benefit the US healthcare system.
• Develop a high level of knowledge for payor benefit structures, reimbursement mechanisms, legal and regulatory influences, health management programs, and product distribution necessary to accomplish regional goals.
• Capture competitive intelligence and maintain awareness of competitive activities and opportunities. Research and communicate any marketing and sales intelligence relating to competition and contracting changes affecting Pharmacosmos’ customer segments.
• Provide management with regular reporting on proposal/contract activity, jeopardy/lost accounts, major wins, etc.
• Other Duties as assigned.

Requirements for Position:

• Required: 4-year bachelor’s degree; MBA preferred
• Corporate account management experience (hospital system account management highly preferred)
• Leadership experience aligning a customer facing team according to common goals preferred
• Ability to identify, establish and maintain executive relationships (C Suite, System Pharmacy Director) in health system
• Experience with advocacy groups preferred
• A strategic outlook and critical thinking are essential along with strong clinical, financial, analytical and negotiation skills
• Solid understanding of the current environment and trends in community oncology practices, including alternative payment models
• Superior communication, teamwork, and ability to work in a high matrix environment
• Oncology and Hematology therapeutic experience preferred
• Up to 75% travel

Competencies:

• 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 that contribute to the agency 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:

Our roles can evolve over time. Reasonable flexibility is, therefore, a key part of any job at Pharmacosmos. Significant variations in duties and responsibilities should be discussed between the employee and manager.

Additional information:

Requires budgetary responsibilities and discretion with confidential data

All job requirements listed indicate the minimum level of knowledge, skills and/or experience necessary to perform the job proficiently. This job description is not to be construed as an exhaustive statement of duties, responsibilities, or requirements. Employees will be required to perform any other job-related duties as requested by their supervisor, subject to reasonable accommodation.

Pharmacosmos Therapeutics Inc. is committed to equal opportunity in employment. We value diversity which embraces all perspectives towards innovation and are committed to making PTI a truly inclusive place to work where everyone of us can be our best and true selves.

We select and employ qualified candidates in accordance with their competencies and skills to perform the duties of the job regardless of gender, gender identity or expression, ancestry, national or ethnic origin, marital status, race, religion, color, age, disability, sexual orientation, military, or veteran status.