Sr. Corporate Account Director Gpo

Job Description

Do you want to be part of an inclusive team that works to develop innovative therapies for patients? Every day, we are driven to develop and deliver innovative and effective new medicines to patients and physicians.  If you want to be part of this exciting work, you belong at Astellas!

 

Astellas Pharma Inc. is a pharmaceutical company conducting business in more than 70 countries around the world. We are committed to turning innovative science into medical solutions that bring value and hope to patients and their families. Keeping our focus on addressing unmet medical needs and conducting our business with ethics and integrity enables us to improve the health of people throughout the world. For more information on Astellas, please visit our website at www.astellas.com.

 

Developing innovative therapies is one of the most challenging, most essential, and personally rewarding fields in science. This is the most exciting time to be a part of Astellas, a company with a uniquely collaborative and patient-focused culture.

There's something special about working at Astellas. It's reflected in our focus on the people we serve, the way we treat each other and the results we achieve together as a company.

 

Astellas is announcing a Sr. Corporate Account Director GPO in the field.

 

Purpose:

The Sr. Oncology Corporate Account Director's (O-CAD) primary responsibilities are to enable demand and grow the Oncology market through contract execution and pull through with assigned Oncology Corporate Accounts and aligned members (including Oncology and Urology GPOs, key community Oncology and Urology private practices and affiliated members). Additional responsibilities are to ensure Astellas Oncology products are appropriately positioned within said GPOs and affiliated members; establish strategic business relationships with key customers, to include but not limited to, CEOs, COOs, CFOs, key physician leaders, key pharmacists, nurses and Business Development officers; collaborate with Oncology, Specialty, Health Systems and Medical team members and/or other stakeholders as required.

 

The O-CAD must possess expert working knowledge of the current market landscape to include EOM, value-based reimbursement models and other alternative payment models.  Specifically, payment models impacting our customers.

 

Essential Job Responsibilities:

• Plan, initiate, negotiate and manage profitable business relationships with assigned accounts
• Meet with senior level executives at assigned accounts to identify opportunities, develop alliances and ensure customer needs are met
• Execute upon set Key Account Management strategy and ensure that individual business goals and objectives for assigned accounts are achieved
• Negotiate, manage, and coordinate contract evaluation and implementation at assigned accounts
• Expert level presentation communication of clinical educational information and contract proposals to assigned accounts
• Expert level Project Management skills to identify, develop and execute opportunities with key stakeholders including assigned accounts and other strategic partners
• Advance strategic customer relationships towards true partnerships through development of senior executive relationships and involvement between Astellas and accounts
• Collaborate with Regional Oncology Account managers to assess, develop and execute on opportunities at the member level with an emphasis on GPO linked KOLs
• Collaborate with Internal Partners, Vendors and Field Sales organization to manage projects, conferences.
• Collaborate and coordinate account specific plans with Astellas stakeholders including Field Sales, Account Managers, and Marketing to achieve to our strategic objectives and sales goals.
• Identify and develop opportunities to align brand initiatives with GPO capabilities that align with our brand objectives (DSA educational programs, Patient Identification initiatives, PIE presentations)
• Contract management responsibilities: Ensure timely data submission per the contract working closely with AST GPO stakeholders
• Monitor sales and expense budgets for the assigned accounts
• Monitor performance to sales to ensure objectives are met
• Create and regularly update Account Business Plans
• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to MACC Leadership
• Raise awareness of customer imperatives and effectively communicate their business strategy and value propositions to Health Systems Leadership
• Attend and work key professional society and/or GPO meetings or both

 

Quantitative Dimensions:

• Maximizing Sales Performance (Market Share, Units, Profitability) with assigned customers
• Developing strong business-centric, collaborative relationships with customers, both internal and external
• Demonstrated “taking charge” of driving customer business performance through collaborative initiatives

 

Organizational Context:

• High level Individual contributor role
• Reports to Director, Oncology Corporate Accounts

Location(s)Northbrook, IL
Requirements

Required:

• 10+ years of Account Management /Marketing /Sales experience with sophisticated matrix customers in any or all of the following areas: LTC, Oncology Sales, GPOs, Key Accounts, IDNs, Government, Managed Care and/or National Trade Accounts, with a proven track record of success
• Expertise in Oncology GPO and UMV coverage responsibility, positioning Oncology products on formulary, obtaining positive reimbursement position, and understanding product sequencing protocols
• Direct Oncology GPO and Community Oncology experience required, with McKesson experience preferred
• Demonstrated success in negotiating, executing, implementing and pulling thru contracts
• Outstanding interpersonal, oral and written communication and presentation skills
• Strong negotiation skills, business acumen, and analytical prowess
• Financial planning and budget management capabilities
• Self-disciplined, goal oriented and ability to manage individual projects
• Excellent working knowledge of Microsoft Word, Outlook, Excel and PowerPoint
• Bachelor's Degree in Business, Sciences or other areas
• Ability to travel up to 75% of the time, including weekends, with overnight travel as this role requires management of Conferences and Congresses that generally take place multiple times per year.
• Valid driver’s license in good standing
• No criminal convictions resulting in suspension/revocation of driving privileges within the last 3 years

 

Preferred:

• MBA preferred
• Direct GPO and contract negotiation experience

 

Benefits:

• Medical, Dental and Vision Insurance
• Generous Paid Time Off options, including Vacation and Sick time, plus national holidays including year-end shut down
• 401(k) match and annual company contribution
• Company paid life insurance
• Annual Corporate Bonus and Quarterly Sales Incentive for eligible positions
• Long Term Incentive Plan for eligible positions
• Referral bonus program

 

Salary range:  $169,500 - $226,000 (NOTE: Final salary could be more or less, commensurate with experience)

 

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