Job DescriptionAs an Associate National Account Director, at Gilead you will be responsible for serving as a central lead for educating stakeholders, especially institutions interested in learning more about PrEP and strategies to improve patient access to Gilead's long-acting injectable products. This individual will be responsible for quarterbacking the matrix team, including field reimbursement managers, medical liaisons, nurse educators, national account directors, sales, and market access marketing.
Their primary responsibility will be to gain inclusion on formularies, placement on the Electronic Medical Records system and product pathways. They will accomplish this through the management of the accounts assigned to them. They will work with key influencers/decision makers, department leads, the Director of the Pharmacy, and members of the P&T.
Key responsibilities:- Responsible for building, developing, and cultivating relationships across Integrated delivery Networks (IDN's), targeted healthcare systems/hospitals, and FQHC/community clinics.
- Responsible for the overall strategy at these accounts and contract pull-throughs where appropriate.
- Leverage relationships to generate increased demand and access for the Long Action Injectable products, primarily by targeting appropriate influencers and decision-makers within the integrated customer environment.
- Align strategies with other operational functions (Medical, Sales, Marketing, etc) to support a combined customer engagement strategy and appropriate product access and coverage for our portfolio.
- Deliver on defined call plan to support key decision-makers and prescribers across the assigned accounts (C-suite, Pathway, and P&T committee members) and promote the long-acting injectable (LAIs) at target accounts working closely with Field Reimbursement
- Managers, Strategic Account Directors, Medical Leads (ML's), Regional Directors (RD's), and other internal partners in local geographies.
- Engage and develop a positive relationship with key influencers and decision-makers within the accounts, such as the Director of Pharmacy, Infectious disease department heads, and members of Medical/P&T Evaluation Committees
- Build and manage account profile for each assigned account, detailing the procedure for protocol development, pull-through targets for salesforce, the current placement of the product on pathway and protocols, and identification of key influencers and protocol decision-makers.
- Act as the cross-functional lead for each specific account, responsible for appropriately maintaining the cross-functional strategic account plan, from which each function will compliantly execute against their functional objectives.
- Employ in-person tactics to execute against account plans, including regular account visits to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy, and safety information on the product to key treatment decision-makers/executive teams within these high- control accounts.
- Lead strategic launch planning to evaluate the unique needs of the Integrated Customer and work across all functions, including Sales, Market Access, Trade Relations, Value Access, Contracting, Medical, HEOR, and Marketing to develop tactical strategies to support launches and product expansion of Gilead's products.
- Satisfaction of any onsite visitation or hospital credentialing requirements of healthcare practitioners within the assigned institutions, if applicable (which may include but not be limited to by way of example, vaccination, drug and background screenings, and any other requirements that the assigned institutions may adopt.
Basic Qualifications: Bachelor's Degree and Ten Years' Experience
OR
Masters' Degree and Eight Years' Experience
OR
PhD and Two Years' Experience
Preferred Qualifications: - Previous account management/managed markets experience
- HIV or PrEP experience
- Cultural humility and understanding of the stigmatized nature of HIV/PrEP Experience with a buy-and-bill product.
- Contracting experience
- Institution new product launch experience
- 2 years of direct experience in a corporate/region/national/key account role. Direct Access, Payer, or health system experience
- Ability to Inspire, Influence, and Lead without authority.
- Experience executing physician and account management strategic plans.
- Excellent interpersonal, oral, and written communication skills, including synthesizing data and delivering a clear direction. Superior negotiation skills, business acumen, and analytical ability
- Robust project management skills, ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines. Self-motivated, with excellent organizational skills, and able to work independently and as a member of a matrix leadership team.
- Ability to travel up to 25-50% of the time with overnight travel.
People Leader Accountabilities- Create Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.
- Develop Talent - understand the skills, experience, aspirations, and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop, and realize their purpose.
- Empower Teams - connect the team to the organization by aligning goals, purpose, and organizational objectives and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.
The salary range for this position is: $191,250.00 - $247,500.00. Gilead considers a variety of factors when determining base compensation, including experience, qualifications, and geographic location. These considerations mean actual compensation will vary. This position may also be eligible for a discretionary annual bonus, discretionary stock-based long-term incentives (eligibility may vary based on role), paid time off, and a benefits package. Benefits include company-sponsored medical, dental, vision, and life insurance plans*.
For additional benefits information, visit:
https://www.gilead.com/careers/compensation-benefits-and-wellbeing
* Eligible employees may participate in benefit plans, subject to the terms and conditions of the applicable plans.
