National Account Director – Group Purchasing Organizations

Role Overview

• Secure broad and profitable formulary inclusion for our company products across GPOs, IDNs, Pharmacy Networks, and Specialty/Outpatient GPO clients
• Present information to external and internal senior leaders across a variety of functions and departments
• Create and execute strategies aligned with organizational priorities to achieve or exceed goals for our company products among GPOs and their affiliate groups
• Advocate for the GPO, IDN, Pharmacy Network, and Specialty/Outpatient GPO market segments within our company, proactively recognizing, summarizing, and communicating account needs, risks, and opportunities
• Lead efforts in these segments with informed strategic perspectives that encourage positive change
• Ensure prompt market access for newly launched products
• Coordinate with local account teams nationwide to support contract execution and address unique requests for contractual terms
• Oversee product performance at both national and local levels, seeking improvements or mitigating threats by collaborating with headquarters and field teams as needed
• Design and maintain thorough strategic account plans
• Develop deep insight into customer organizations to tailor strategies that address both client and our company requirements
• Understand clients’ capabilities and services and ensure our company stakeholders are aware of how to access them
• Work with Payer Marketing and Contract Management & Operations to maximize product uptake and implement agreements
• Remain current on regulations and industry trends affecting GPO, IDN, Pharmacy, and Specialty GPO sectors
• Handle administrative duties such as timely registration for conferences and industry events
• Adhere to Compliance Policies and Procedures

Requirements

• Bachelor's degree (BA/BS/BSN)
• Minimum 7 years of experience in pharmaceutical sales, marketing, integrated account management, or relevant account management roles
• Strong business acumen, along with a robust understanding of managed markets and policies related to GPO, IDN, and medical group markets
• Self-driven and able to work independently to deliver strong results
• Strong verbal and written communication skills, including the ability to explain complex ideas clearly
• Proven ability to collaborate effectively with internal and external partners, including senior leaders
• Demonstrated skill in building and maintaining diverse professional networks
• Ability to effectively share clinical and product knowledge with a variety of stakeholders
• Preferred: Prior experience working with corporate clinical, financial and operational decision makers at any of the following GPOs: HealthTrust Purchasing Group (HPG), The Resource Group (TRG), Ascension, Premier, and Minnesota Multistate Contracting Alliance for Pharmacy (MMCAP)
• Experience in specialty GPO markets, contract negotiation and procurement (including structuring and modeling), private label product management, planning for loss of exclusivity, solution development, and business planning

Benefits

• medical, dental, vision healthcare and other insurance benefits (for employee and family)
• retirement benefits, including 401(k)
• paid holidays, vacation, and compassionate and sick days