The Regional Account Associate Director (RAD) is responsible for leading market access initiatives across a diverse portfolio of accounts within the regional healthcare ecosystem. This position entails identifying and fostering relationships with both established and emerging accounts. As CSL's primary point of contact, RAD develops and maintains long-term partnerships with key stakeholders, including but not limited to National GPOs, National Non-Acute Customers and local/regional Specialty Pharmacies. RAD possesses in-depth knowledge of marketplace trends and leverages executive-level relationships to identify and pursue new growth opportunities for CSL. Additionally, the RAD oversees regional and cross-functional collaboration, working closely with both regional and corporate business leaders to ensure effective execution. These efforts aim to optimize portfolio revenue, ensure comprehensive access-across both pharmacy and medical benefits-and deliver improved patient outcomes.
This position will be reporting to the Senior Director of Regional Accounts (GPOs, MSO and Non-Acute Clinics)
Responsibilities: 1. Healthcare Ecosystem: Demonstrate broad knowledge of the regional healthcare industry including emerging trends, evolving customer segments and developing policies impacting patient flow, product flow and dollar flow.
2. Lead negotiation and execution of customer contracts, including performance-based agreements and data agreements, to support access, accountability, and achievement of business objectives.
3. Enterprise Engagement: Work with teams across Strategic Pricing and Contracting, Marketing, Sales, Medical Affairs, Insights and Analytics, Payer Channel Marketing, and Patient Support to implement brand strategies and deliver portfolio value. Engage internal partners to drive market access and leverage stakeholder resources.
4. Strategic Account Management: Provide leadership in developing account strategies by aligning with Strategic Account Plans, focusing on both short-term (12-24 months) and long-term (over 2 years) engagement and partnership objectives. These plans should encompass patient access targets, business performance goals, and a comprehensive outline of strategic engagement and partnership initiatives.
5. Cross-functional Leadership: Models the ability to influence others and lead without authority during complex situations, fostering collaborative problem-solving and reaching consensus. Experience navigating diverse teams or stakeholders achieving common goals.
6. For identified key accounts responsible for executing business to business engagement for assigned products with key leaders in community clinics and health systems, including business, C-Suite, procurement, and financial decision-makers.
7. Business development: Identify, pursue, and secure product adoption opportunities within GPO, MSO and Non-Acute clinic customers. Lead large-scale initiatives to drive product utilization and business growth.
Qualifications: Education: A bachelor's degree is required, with an advanced degree preferred
Experience:
- Candidates should have at least 10 years of pharmaceutical experience, including a minimum of 3-5 years GPO, MSO and Non-Acute clinic customer account management and/or sales management and rare disease experience
- Preferred experience working with infusion site of care delivering settings
- Working knowledge of GPOs, Infusion center and Specialty Pharmacy
- Demonstrated success with account management, market sales growth and product profitability
- Proven performance in previous roles
- Knowledge and/or understanding of contract of purchase performance and data agreements
Different qualifications or responsibilities may apply based on local legal and/or educational requirements. Refer to local job documentation where applicable.
