Compensation DataThe base salary range for this position is $170,000 to $269,000. The position may be eligible for a role specific discretionary bonus, relocation, and/or other compensation elements. We continuously review market data and may adjust salary ranges as needed in the future. Actual compensation will be based on job-related factors such as skills, experience, and qualifications, and other factors permitted by law. For an overview of our benefits please click here.
DescriptionLead, develop, and execute business-to-business (B2B) fee for service and GPO service agreements, develop and execute successful oncology contract strategies to drive national sales with continued analysis and pull through. Development access strategies within a diverse specialty customer channel mix including; Specialty GPO's, Oncology support organizations such as Community Oncology Alliance (COA),National Community Oncology Dispensing Associates (NCODA), and Oncology State societies, and Clinic specialty pharmacies. Monitor, analyze, and interface with Oncology specialty distribution including chargebacks & rebates. The role will professionally & effectively sell, negotiate, and contract BI's Oncology product portfolio and GPO programs & services to ensure the right product for the right patient at the right time.
Duties & Responsibilities- Establish high-level relationships with GPO decision makers within their assigned accounts. Demonstrate the ability to communicate concepts and implementation initiatives/projects cross functionally. Be a consistent source of external business information gleaned from a combination of customer interactions, industry networking and mining media resources. Regularly relay these insights to corporate BI leadership.
- As the BI oncology customer expert, build enduring relationships with key customers, including Corporate GPO & Organized Customer group Executives. Positively affect the overall quality level of service experienced by the National Account as a BIPI customer. Obtain, maintain, or create an advantage for BI product through effective account management and holding the customer accountable for aligned projects. Regularly develop effective strategies that positively influence the Oncology business unit performance.
- Key responsibility for within the unique Oncology GPO channel including the negotiation of the Master Service Agreement (MSA), clinic contract design & implementation, GPO services & KPI measurement, Managing the corporate relationship and engagement of Oncology Support organizations and daily management of the GPO channel.
- Key responsibilities for National Accounts within Specialty include negotiation with all Specialty GPO's Providers and Specialty Oncology support organizations service agreements that include defined services with endpoints as agreed upon by brands.
- Responsible for increasing the product sales and clinical awareness of BI specialty products within the GPO channel. Includes management of all associated targeted Oncology and specialty areas. They are routinely expected to deliver approved training to new oncology classes in concert with BI corporate training on the Oncology GPO channel and Oncology business acumen.
- Partner with OSAMs and Regional Sales Leaders to align national agreements with regional priorities and field execution
- Provide contract education, account insights, and approved training to support field pull-through
Requirements- Bachelor's degree from an accredited institution or equivalent related work experience required.
- MBA Preferred.
- Six-plus (6+) years of experience in pharmaceutical sales, including three (3) years of successful National/Regional Account Director experience.
- Direct account experience within Specialty Pharmacy and/or Specialty Distribution.
- Demonstrated ability to manage budget and resources.
- Demonstrated ability to achieve results in a highly matrixed organization.
- History of successful performance.
- Demonstrated ability to manage budget and resources and participate with monthly corporate finance calls.
- Demonstrated ability to achieve results in a highly matrixed organization.
- History of successful performance and ability to collaborate with cross-functional stakeholders to pull through sales & projects.
- Expertise in Specialty GPO operations, Oral & Infusional Clinic Contracting & Contract pull through strategies, Services design & analytics in multiple areas including Contracting, Data, Lead Generation data, Promotional, Communication, Market Insight, and Corporate Engagement.
- Expertise in Infusional & oral oncology settings, Manage National Accts budget and participate in monthly finance calls with corporate finance, BI PO & SOW systems, Legal & Compliance approval process, Contract Operations navigation & engagement, Corporate MSA agreements, Specialty Pharmacy operations.
- Proficiency in MSOffice, Outlook and database applications, contract services and GPO services development & execution.
- Should reside in territory geography or be willing to relocate.
- Ability to travel (may include extensive overnight travel); High degree of travel to external corporate GPO national meetings, Oncology Support Organization national meetings
- Home office participation & engagement and field oncology GPO customer visits - 50% or more
- Valid Driver's License and acceptable driving record.
- Authorization and ability to drive a company leased vehicle or authorized rental vehicle.
Desired Experience, Skills, and Abilities:
- Five to ten (5-10) years of Oncology experience and/or GPO & specialty pharmacy experience, organized specialty customer experience is desirable.
