National GPO Account Director

Description

This position reports to the VP Head of Sales and GPO Trade, Distribution and Account Management and is responsible for leading corporate engagement across the channel with: Specialty & Acute GPOs, Wholesale & Specialty Distributors, Infusion and Specialty Pharmacy partners, to execute on strategy. Core responsibilities include contract execution & life-cycle management, strategic program development, strong business acumen, and ex-factory sales. This person will be responsible for gaining a deep understanding of the customer, their business models, strategic priorities, and financial drivers and translating this knowledge into business opportunities and plans that lead to strategic collaborations amongst various customers.

The National Account Director, GPO, Trade and Distribution is responsible for leading customer engagement with identified Acute, Oncology, Rheumatology and Multi-Specialty GPO accounts by developing strategic solutions and implementing account plans. This individual will focus on both new and expanding existing account relationships with a focus on the GPO business (to include c-suite, pharmacy leadership, clinical management, and membership management). Additionally, this individual will direct all aspects of the corporate relationship with authorized distributors for Dr. Reddy's Biologics' portfolio, with a focus on developing relationships within these channel partners to drive sales volume and ex-factory sales.

Insights derived from customer interactions and cross-functional collaboration within Dr. Reddy's Biologics will be a cornerstone to leading the strategic GPO portfolio, account planning and alignment with field sales. The National Account Director will be responsible for negotiating and executing contracts with assigned targeted accounts, removing economic barriers with appropriate contracts, helping provide access for clinical and/or economic discussions, and implementing focused initiatives within GPOs, super groups, and targeted accounts.

The National Account Director will work with multiple stakeholders across internal divisions (National Accounts, Managed Markets, Sales, Contract & Pricing, Medical, Trade, Legal/Compliance, Operations, and Marketing) and serve as the main point of contact for account and decision making regarding with whom to engage based on audience and nature of discussion. The National Account Director will work cross functionally to meet corporate business objectives and KPIs.

Professional Skills:

• Executive level negotiation skills
• Knowledge of financial analysis and modeling
• Ability to build strong and effective partnerships with customers and colleagues
• High sense of urgency and ability to achieve results through others without formalized line authority
• Skilled in engaging in senior leadership support when appropriate.
• A high sense of ownership. As an individual contributor, this role has quite a bit of autonomy and authority for making business-critical decisions
• Ability to build, lead or participate effectively in a cross functional matrix
• Demonstrate clinical and product knowledge within the oncology, rheumatology or immunology space
• Apply marketplace knowledge to create new customer opportunities and enhance brand objectives
• Support the launch planning process for biologics and biosimilar products' current and future, by developing product access strategies and tactics for specific GPO customers
• Lead the development of account level plans of action for assigned GPOs and Specialty Distributors designed to ensure optimal access for Dr Reddy's Biologics products
• Profile key GPOs and assigned accounts to assess applicable formulary coverage policies, utilization controls, formulary review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access
• Attainment of access objectives across assigned accounts related to formulary status, coverage policies, payment policies, and appropriate utilization controls
• Effectively support Sales & Marketing by providing expert and compliant consultation to the Sales Force, Medical Affairs, and other functional teams on specific GPO or Distribution contract strategies, implementation and execution
• Compliantly engage Medical Affairs resources to support optimal product access across assigned accounts
• Identify competitive threats and develop response strategies to ensure optimal GPO access for products

BUSINESS ANALYSIS AND PLANNING:

• Formulate, implement, and regularly assess business plan with internal team members to achieve business objectives
• Effectively utilize all available information/reports to analyze and capitalize on business opportunities
• Proficiency in MS Office Suite and CRM

ACCOUNT MANAGEMENT:

• Lead all interactions with core accounts including clinical and contracting discussions
• Manage Specialty GPOs and community business by providing product messaging, customer focused insights and meaningful resources to secure business
• Demonstrate executive presence and develop relationships with key account personnel at various levels
• Develop an in-depth understanding of targeted account initiatives and projects
• Strategically work to improve organizational efficiency and ensure appropriate utilization of resources
• Demonstrate a strong understanding of current or pending clinical pathways within an institution

Experience:

• Bachelor's degree required, MBA or other advanced degree preferred
• 10+ years' pharmaceutical industry experience preferred with at least 8 years of experience in Corporate Accounts, GPO Markets or Sales Leadership
• 5+ years of institution, oncology, rheumatology and/or immunology experience preferred
• 5+ years of contracting experience required
• Specialty Distribution and Ex-factory sales experience required
• Previous people management experience preferred
• Demonstrated executive presence and ability to develop relationships with key account personnel at various levels
• Brand management and sales management a valuable "plus"
• GPO Account Management and excellent relationships with key GPOs required
• Track record of success in sales/government/managed account sales within the specialty bio-pharma area, including with GPO customers
• Demonstrated leadership, project management and team development ability
• Demonstrated ability to work collaboratively with and influence peers and management
• Understanding of financial concepts and contracting issues including legal and best price implications
• Experience and success in generating and negotiating GPO community and hospital contracts
• Success in gaining preferred formulary positioning for key products within targeted accounts
• Experience reviewing clinical literature, including disease state information and target product profiles, to develop submissions for GPO engagement
• Experience integrating Health Economics and Medical Affairs resources into access planning
• Launching of new product/start-up experience a plus

Role Criteria:

• Field-based
• Requires: 40% travel
• Valid US Driver's License
• Geographic requirement: US

At Syneos Health, we are dedicated to building a diverse, inclusive and authentic workplace. If your past experience doesn't align perfectly, we encourage you to apply anyway. At times, we will consider transferable skills from previous roles. We also encourage you to join our Talent Network to stay connected to additional career opportunities.

Why Syneos Health? Our ability to collaborate and problem-solve makes a difference in patients' lives daily. By joining one of our account management teams, you will partner with industry experts and be empowered to succeed with the support, resources, and autonomy needed to successfully navigate the complex market access landscape. The diversification and breadth of our new and existing partnerships create a multitude of career paths and employment opportunities. Join our game-changing, global company dedicated to creating better, smarter, faster ways to get biopharmaceutical therapies to patients Experience the thrill of knowing that your everyday efforts are contributing to improving patients' lives around the world.

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Syneos Health companies are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)

Syneos Health has a voluntary COVID-19 vaccination policy. We strongly encourage all employees to be fully vaccinated. Additionally, certain local governments or Syneos Health customers may have vaccine requirements that apply to some of our employees. These employees are required to submit proof of vaccination to Syneos Health and maintain compliance with these requirements.
At Syneos Health, we believe in providing an environment and culture in which Our People can thrive, develop and advance. We reward and recognize our people by providing valuable benefits and a quality-of-life balance. The benefits for this position will include a competitive compensation package, Health benefits to include Medical, Dental and Vision, Company match 401k, flexible paid time off (PTO) and sick time. Because certain states and municipalities have regulated paid sick time requirements, eligibility for paid sick time may vary depending on where you work. Syneos Health complies with all applicable federal, state, and municipal paid sick time requirements.

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