National Accounts Director, GPO and LPNs - Chicago

About Us

We are a global, family-owned company driven by a passion for innovation. Building on our foundational expertise in carbohydrate chemistry and cell cycle biology, we develop innovative treatments for unmet patient needs, with a focus on iron metabolism and blood-related disorders.

With 700+ employees across the UK, Ireland, the Nordics, Germany, and the USA, we are committed to scientific excellence, patient care, and collaborative partnerships with the medical community. 

Our core values define who we are:

• People-Driven – We are a family-held company built on passionate, knowledgeable people. We value integrity, open-mindedness and respect and are guided by these values in all our endeavors. We respect each individual who becomes a part of our journey, from our employees and partners to our end-users. And we recognize that the strength in all our collaborations is trust.
• Committed to Quality – Quality is our source of inspiration. Quality drives our results. It represents our aspiration for excellence and our focus on driving continual improvements. For our partners and end-users, quality must always be tangible in our products, processes and people. This way, quality is the promise we keep every day.
• Innovating for Better Lives – Innovation is essential in our quest to improve the lives of humans. We seek to address unmet needs through our expertise in iron and carbohydrate-based pharmaceuticals. We believe in a holistic and collaborative approach to research and innovation, so we work together with the scientific and medical communities to set new standards.

We have continued our growth trajectory since we launched our first product in the US, Monoferric® (ferric derisomaltose), through acquisitions, partnerships, and pipeline. Our R&D investments continue to leverage our core competencies, alongside our recent advancements in oncology supportive care.

Join us in shaping the future of patient care through innovation and collaboration.

Job Purpose: This job contributes to the success of the organization by supporting the continual expansion of Market Access opportunities within the GPO and aligned Large Practice Network (LPN) members.

Responsibility: To lead and manage the corporate relationship with respective GPO and aligned Large Practice Networks by identifying and developing strategic and tactical initiatives designed to drive appropriate product utilization through coordination of customer facing and marketing opportunities for Market Access Field and Sales team colleagues. 

Responsibilities:

National Objectives

• Accountable for attaining corporate financial goals and market access objectives as set forth at the beginning of each fiscal year
• Responsible for the relationship between Pharmacosmos Therapeutics Inc. and assigned GPO and aligned Large Practice Network customer segments

• Work closely with National Director Key Account Management and Market Access leadership to develop and implement relevant market strategies at GPO national accounts

• The Director of National Accounts GPO/LPN will be specifically responsible for customer engagement with one or multiple of the following GPOs and aligned Large Practice Networks:

• Unity and Onmark (Oncology and Non-Oncology): US Oncology Network 
• Vitalsource (Oncology and Non-Oncology i.e. RPG): Navista and Prism
• Ion (Oncology and Non-Oncology i.e. IPN): AON, Athena, and OneOncology
• ALLY GPO
• Aria

• Partner with Pricing and Contracting, Finance, Legal and Compliance in the implementation of Market Access, customer engagement and marketing strategies
• Lead contract negotiations with designated customer segment while coordinating contract pull-through with the Market Access regional Key Account Managers (KAM) and Field Sales leadership
• Analyze and recommend targeting strategies based on GPO and LPN member performance, potential, and direction.

• Establish and maintain effective communications with KAM and Sales leadership, as well as all cross-functional field personnel, to ensure business opportunities are maximized in a compliant and optimal manner.

• Collaborate with KAM and Sales leadership to lead without authority to pull-through GPO and LPN strategies down to the membership level and address patient access challenges in coordination with Field Reimbursement partners. 
• Develop and maintain a high level of rapport and integrity within GPO and respective LPN customer segment resulting in mutually beneficial long-term business opportunities and partnerships.
• Evaluate GPO marketing and promotional programs, negotiate terms and conditions, and make recommendations to management as to whether PTI should implement
• Monitor and maintain a high level of awareness of public and private formularies, insurance and pricing regulations, employer groups, as well as 3^rd party reimbursement programs to enhance market position and patient access.
• Ensure the Field Sales and KAM Leadership teams understand pertinent Oncology GPO//LPN initiatives and the unique market landscape opportunities to meet and exceed target goals
• Partner with the Decision Support and the Director of Contract Operations to recommend Oncology GPO target alignment for the US Commercial Team 
• Collaborate with Market Access leadership to establish appropriate US targets and objectives as well as supporting key performance indicators (KPIs) 
• Work collaboratively with Decision Support to determine market opportunities for GPO/LPN and coordinate KAM deployment with KAM leadership, as well as SAR deployment with Sales leadership, while adhering to compliance requirements
• Other duties as assigned

NOTE - This is a field based position. The successful candidate will reside in the Chicago area and is expected to undertake considerable national travel.

Policies, Procedures & Compliance

• Ensure compliance with Company EEO policy and Home Office HR processes and procedures

• Stay current and in compliance with all corporate policies as well as mandated government regulations
• Stay current with and adhere to all policies and procedures as outlined in the employee handbook
• Stay current and within compliance of all expense policies 
• Strictly adhere to administrative requirements as directed by National Director Key Account Management

Education & Professional Background:

• BS/BA degree required; MBA/MHA /PharmD preferred
• Minimum 10 years of pharmaceutical industry experience
• Minimum 5 years of pharmaceutical Market Access experience specific to community oncology GPO/LPN management.

•  Current relationships with community oncology GPO/LPN stakeholders and decision makers
• Buy-and-Bill experience required
• HEM/ONC experience preferred
• Demonstrated ability to develop and expand relationships with key customers and key stakeholders
• Strong analytical skills and business acumen
• Solid understanding of the current environment and trends in community oncology practices
• Strong knowledge of the evolving changes within the pharmaceutical industry with emphasis on community oncology GPO/LPN landscape
• Product launch experience required 
• Effective planning, prioritization, management, and organizational skills
• Ability to meet requirement for up to or greater than 50% overnight travel covering the USA
• Community oncology GPO/LPN contracting experience preferred including experience with evaluating contracting opportunities from a profitability perspective

Competencies:

• Customer-oriented (Sales): Respond to consumer needs and wants through planned, personalized communication to influence purchase decisions and ensure satisfaction
• Leadership: Operate with high integrity in all matters with a proven ability to build consensus and lead cross-functionally and without authority
• Negotiation: Confer with others to reach resolution; explore alternatives and positions to reach outcomes that gain support and acceptance of all parties
• Drive: Produce consistent, high quality and quantity outputs along with meaningful results that contribute to the company’s mission and strategic goal in a timely manner
• Problem Solve: Determine what is wrong in complex situations by identifying root causes and working with others to permanently fix problems with win/win solutions
• Collaboration: Work toward common goals by supporting, encouraging, and sharing information with both internal and external colleagues on a timely basis
• Communication: Speak, write, listen, and present information in a logical and professional manner as required for the appropriate target audience; develop and deliver presentations and lead meetings

Attitude and Demeanor:

• Proud Pharmacosmos ambassador
• Strong personal leadership
• Inspire cross-functional transparency and collaboration
• Customer-centric ‘can-do’ attitude and goal focused
• Ambitious, independent, analytical, collaborative, loyal, organized

Flexibility

The duties and responsibilities of all roles at Pharmacosmos can evolve over time. Reasonable flexibility is a key part of any job at Pharmacosmos Therapeutics Inc. Significant variations in duties and responsibilities should be discussed between the Sr. Director, Sr. VP Market Access, and President, PTI.

Additional information

• Requires budgetary responsibilities and discretion with confidential data
• Travelling – approximately 50% of the time
• This position is eligible for STIP (Short Term Incentive Plan)
• This position is eligible for LTIP (Long Term Incentive Plan)

To learn more visit: www.pharmacosmos.us

All job requirements listed indicate the minimum level of knowledge, skills and/or experience necessary to perform the job proficiently. This job description is not to be construed as an exhaustive statement of duties, responsibilities, or requirements. Employees will be required to perform any other job-related duties as requested by their supervisor, subject to reasonable accommodation.

 

Pharmacosmos Therapeutics Inc. is committed to equal opportunity in employment. We value diversity which embraces all perspectives towards innovation and are committed to making PTI a truly inclusive place to work where everyone of us can be our best and true selves. 

 

We select and employ qualified candidates in accordance with their competencies and skills to perform the duties of the job regardless of gender, gender identity or expression, ancestry, national or ethnic origin, marital status, race, religion, color, age, disability, sexual orientation, military, or veteran status. 

 

Pharmacosmos Therapeutics Inc. has adopted a hybrid work schedule – a combination of being on-site at our Morristown, NJ offices along with remote working. Being present is critical to collaboration, innovation, productivity, employee well-being and engagement and enhances the Company culture. 

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