Strategic Account Manager - Mid Atlantic & Southeast Region

Summary

Reporting to the Director, National Strategic Accounts, the Strategic Account Manager (SAM) will be accountable for establishing a competitive advantage for Puma Biotechnology and our oncology product in assigned key Oncology GPO parent and regional accounts and for achieving all commercial goals and objectives for the defined accounts. In addition, the SAM may have responsibility for contract pull-through and account strategies at identified Hospitals and IDNs.

The GPO SAM provides subject matter expert insights on strategic and operational oncology market issues and their potential impact on Puma Biotechnology. The SAM will serve as the single point of contact for key accounts assigned and partner with the VP of Sales, and key cross functional partners including but not limited to Field Managers, Marketing, Contracting, Trade, Access, and Medical (as appropriate) to develop account specific strategic and tactical plans and be accountable for the flawless execution of these plans.

This position will provide critical competitive intelligence within the assigned marketplace and assist in the development of the overall market access strategic plan for Puma Biotechnology as well as work cross functionally with internal customers to drive the brand strategy.

Primary Objectives

• Account Planning and Execution: Develop and execute account level business plans for targeted GPO member accounts based on Puma's commercial goals. Identification of contacts and understanding of key GPO stakeholders representing a broad range of functions and management levels, both internal and external is required. Support activities of strategic alliance partners within targeted accounts as applicable and approved. Provide guidance and assistance relative to company-wide and franchise-specific opportunities within targeted and assigned regional/national oncology accounts.
• Contract support for GPO accounts: Develop understanding of relevant GPO member accounts to support GPO contracts and supervise periodic business reviews to ensure that GPO accounts meet or exceed all approved contracted goals in the assigned regional and parent national GPO accounts. Advise Puma sales and marketing executive management on contract terms to ensure appropriate direction on challenges and opportunities.
• Resource Management: Coordinate efforts to leverage and/or maximize utilization of commercial resources in assigned regional and national GPO member accounts. Assess and account for all commercial resources required to accomplish Puma Biotechnology commercial objectives.
• Collaboration and Communication: Responsible to provide timely and accurate information regarding account-specific insights as well as global trade issues that impact Puma Biotechnology business. Communication flow will include all levels within Puma Biotechnology through the Associate Director Strategic Accounts and VP of Sales. Cross functional collaboration with Field sales leadership (AD, RMs), Marketing, Medical, Access, Contracting and Trade, and other appropriate functions is expected.
• Business development: Assess key assigned regional and national oncology GPO clients. Identify new customers or organizations with the potential to impact Puma Biotechnology business, work with leadership to build positive relationships.
• Develop relationships: Develop relationships within targeted accounts including C-suite, department heads, supply chain, SPs, network lead, 3rd party vendors; engagement at conferences and symposiums, etc.

Essential Functions:

• Responsible and accountable for the successful implementation of the strategic and tactical plans for the identified accounts and Hospitals/IDNs
• Partner with VP of Sales to create business opportunities and build strategic partnerships with defined accounts.
• Leverage detailed knowledge of both Puma and competitor products to communicate effectively and appropriately with the key decision makers and influencers and differentiate Puma Products in alignment with customer and patient needs and goals.
• Leverage appropriate proactive methods to gather and demonstrate a thorough understanding of integrated customer accounts, customer business models, financial dynamics, marketplace developments and trends, competitive strategies, healthcare policy, and Puma strategies and processes.
• Adapt national sales and marketing strategies to each account's unique market dynamics
• Collaborate with market access, marketing, medical and sales to secure access to formularies and pathways
• Responsible for education, communication, and coordination with all segments of the business within their assigned accounts.
• Manage distribution of Puma Biotechnology products with in assigned customer segment.
• Establish strong customer management skills and relationships for assigned accounts.
• Identify, develop, and execute business opportunities by focusing on appropriate positioning and messaging of Puma Biotechnology products.
• Identify, resolve, and communicate dispensing and/or product access issues.
• Track and analyze product performance and communicate to internal stakeholders.
• Conduct quarterly business reviews for assigned accounts
• Identify and build business relationship with field GPO Sales, Account and Clinical Teams as well as Hospital Accounts as assigned

Competencies

• Expert knowledge of relevant products, their associated therapeutic areas, competitors and other related marketplace factors
• Strong leader with documented success in building a strategic plan and driving execution
• Strong analytical skills with track record of pulling through tactical implementation
• Collaborative team player and with excellent oral and written presentation skills
• Impeccable business ethics
• Strong presentation skills
• Strong organization, planning, and analytical skills
• Demonstrated project management skills with the ability to manage multiple projects simultaneously
• Ability to work independently to execute against strategic and tactical plans under tight timelines
• Ability to assemble and lead cross-functional teams toward a shared vision of success
• Ability to present ideas effectively to individuals or groups, targeting presentation to the needs of the audience.

Position Type/Expected Hours of Work

This position may require significant use of a personal vehicle to perform the essential duties and responsibilities of the role. Reimbursement for personal vehicle use for business is provided. As a result, Puma Biotechnology from time to time will check your motor vehicle record for purposes of determining your eligibility for driving any vehicle on company business. Typical days and hours of work are Monday through Friday, 8:30 AM to 5 PM, however, working on a weekend may also be required.

Travel

Requires greater than 50% travel and many weekend meetings throughout the year.

Required Education & Professional Experience

Education

• Bachelor's degree in Scientific or Business field required
• MBA preferred

Experience

• Strong experience in sales, managed care, reimbursement, health policy, or healthcare marketing experience
• Minimum 5 to 7 years experience in the pharmaceutical/biotech industry with documented experience in oncology
• Minimum 2 years of experience in any of the market access segments of the business; reimbursement, health plans, distribution, physician networks, federal marketplace and others
• Regional / National Account Management experience preferred, particularly within the Community Oncology GPO segment

Preferred Education & Experience

• Launch and/or experience in promotion of breast cancer products preferred
• Launch and/or experience in promotion of rare disease products preferred

Additional Qualifications

• Experience in the biotechnology, pharmaceutical industry or oncology highly preferred

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that ae required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Compensation Range

The base compensation range for this position is $205k - $235k per year, higher compensation may be available for someone with advanced skills and/or experience.