Institutional Systems Director

Alkermes   •  


8 - 10 years

Posted 181 days ago

This job is no longer available.

The Institutional Systems Director (ISD) will play a key role in the further development of the Alkermes commercial organization. In this role, the ISD will be responsible for serving as the point person for Alkermes within our targeted Integrated Delivery Networks.  The ISD will be responsible for leading and collaborating internally with the sales team and other cross-functional partners to develop and execute strategic plans that result in a favorable selling environment for all Alkermes brands.

Reporting directly to the National Director of Institutional Sales, the ISD will work closely with our: Hospital Business Leaders, Hospital Business Managers, Senior Regional Directors, District Business Leaders, and Territory Business Managers to assure a seamless strategic linkage between the integrated system and individual hospitals.

Key responsibilities include:

  • Maintain a deep understanding of each targeted system, and affiliated individual hospital operating models, needs, and objectives; helping Alkermes to better mobilize the people, resources, and capabilities needed to serve these accounts
  • Present clinical and health economic information to appropriate system/hospital stakeholders; to improve target account access and availability of Alkermes medications
  • Develop and maintain relationships with key system/hospital stakeholders (including C and D suite), internal partners, payers, and relevant societies
  • Analyze the business opportunities/challenges related to each unique system/hospital ecosystem, develop sound plans of action in collaboration with internal partners, and work directly with the sales team (HBLs & HBMs) to drive plan execution
  • Identify opportunities and facilitate organizational relationship building between all levels of Alkermes and our targeted IDN customers
  • Exercise sound judgment and ensure integrity and compliance with company policies and core values in all activities and communications

Minimum Education & Experience Requirements:

  • Bachelor’s degree (BS/BA) required, advanced degree a plus
  • 7-10 years of proven experience in biotech/pharmaceuticals industry with 4-5+ years management experience leading representatives in complex hospital environments
  • Experience in Key Account Management, and/or similar role in working with large/influential hospital systems
  • Strong account management skills
  • Experience leading others in highly complicated, competitive institutional environment
  • Proven performance as evidenced by ability to use lateral leadership to deliver team’s overall sales growth
  • In-depth understanding of institutional formulary process, reimbursement, GPOs, wholesaler relationships, and operational aspects of hospitals/hospital systems
  • A strategic perspective on managing business opportunities
  • Strong understanding of healthcare regulatory and enforcement environments
  • Core competencies include but are not limited to:
    • Highly ethical standards
    • Strong people leadership/management skills
    • Excellent account management skills Ability to effectively collaborate across multiple functions
    • Strong understanding of healthcare regulatory and enforcement environments
    • Strong verbal and written communication skills
    • Strong analytical skills
  • Valid driver’s license
  • Ability to travel up to 50-70%

Preferred Qualifications:

  • Experience in CNS, with specific experience in mental health (schizophrenia, addiction, depression)
  • Demonstrated successful experience across multiple functions (sales, sales leadership, managed markets, marketing)
  • Demonstrated passion for improving CNS/mental health patient care
  • Entrepreneurial attitude and/or experience in a start-up environment
  • Ability to work autonomously to find new business opportunities
  • Prior Key Account/Hospital System experience