Associate Director, Key Accounts

**This is a remote position based in the United States.

Job Summary

This position is responsible for establishing and developing relationships with key C-suite executives to identify, implement, and support business opportunities and strategies across group practices, hospital departments, community hospitals, and academic centers. The AD, Key Accounts will regularly engage with key decision-makers to better understand their needs and identify opportunities to introduce pharma& service lines and expand partnerships.

The successful candidate must have a strong understanding of the customer’s economic and business environment, including revenue streams, business drivers, and economic models, and use this knowledge to better serve the customer and drive business opportunities. The AD, Key Accounts will act as the voice of the customer and develop long-term partnerships with C-suite executives, Practice Managers, Providers, and Administrators across key accounts.

Through close collaboration with the Market Access team, the AD, Key Accounts will develop and maintain extensive knowledge of healthcare policy and reform, managed care, and reimbursement trends as they relate to key stakeholders across specified sites of care. The role will stay current on changes in the healthcare environment, marketplace economics, and industry trends and anticipate future changes to maximize the value proposition for pharma& products.

Job Responsibilities

Key responsibilities may include the following:

• Develop and execute strategies that influence key stakeholders to act in the adoption of pharma& products.
• Develops C Suite, Administrative and Operational Champions in assigned accounts while also providing secondary support with Clinical Champion development.
• Develop and facilitate business reviews with Key Decision Makers and Administrative Executives to drive continued utilization of pharma& products.
• Provide marketplace feedback in a timely manner to corporate leadership on customer business trends, competitive updates and industry issues and opportunities.
• Serves as a resource to accounts and pharma& internal partners regarding updates or changes in regulations and processes that could affect account economics and product utilization.
• Develop relationships with Key Opinion Leaders, and leverage relationships with clinical experts that will be applied back to the account.
• Develop and implement cross functional business plans and business development strategies for targeted key accounts.
• Deliver business objectives as well as other key metrics for assigned accounts.
• Bring customer insights back to the organization to assist in business planning.
• Work cross-functionally with internal stakeholder teams to create strategic imperatives.
• Responsible for the implementation and management of all assigned GPO contracts, programs, and services at the account level within the assigned geography.

Qualifications

• Proven ability to interface with and develop strong, enduring professional relationships with senior level executives, C-suite stakeholders and other key influencers and decision-makers within community oncology practices and specialty GPOs. Skilled at networking.
• Dynamic medical sales professional with proven track record of success.
• Strong self-starter: ability to manage and balance short-term needs with long-term priorities; Can work on multiple projects and prioritize/multi-task effectively.
• Strong experience and ability in translating group strategy into tactics and campaigns.
• Strong analytical, training and communication skills with a proven record of success.
• Possess a working knowledge of market elements such as healthcare delivery consolidations and value-based oncology care. In addition, knowledge of emerging trends and patient care needs from an oncology perspective.
• Ability to synthesize various market data sources and communicate with various GPO leaders.
• Comfort with clinical and complex information and develop customer driven insights to drive brand performance.
• Can uncover and report underlying issues that may inform broad or account-specific strategies for the future.

Education and Experience

• Bachelor’s degree required.
• A minimum of 7 years of pharmaceutical (including biotech) experience.
• Pharmaceutical or Medical sales experience is required.
• Oncology or rare disease experience preferred.
• Must be able to work in a collaborative team environment.
• Strong communication and presentation skills.
• Must be innovative, proactive, and have strong analytical skills with excellent overall business acumen. Must be able to manage and prioritize multiple priorities.
• Practical knowledge of healthcare market and protocols.
• Must be innovative, proactive, and have strong analytical skills with excellent overall business acumen.
• Interpersonal flexibility to effectively interact with a broad range of personnel.

Working Conditions

• Business travel is required during the weekdays, weeknights, and on weekends during customer visits, key conferences, congresses, and advisory boards (60% or greater). Overnight travel required.
• Able to sit for long periods at a desk.
• Able to read and review large quantities of printed material or online material.
• Remote based position.