National Account Director, GPO

Job Description

Job Summary

The National Account Director, GPO, Trade and Distribution is responsible for developing and maintaining business relationships with Oncology and Immunology Institutional and Community GPOs and Hospital and Community Immunologists, Rheumatologists, Endocrinologists and Oncologists and key business decision makers in Pharmacy, Procurement and Contracting. This person will be responsible for gaining a deep understanding of the customer, their business models, strategic priorities, and financial drivers and translate this knowledge into business opportunities and plans that lead to strategic collaborations amongst various customers.

Incumbent will be responsible for leading customer engagement with identified oncology and specialty immunology GPO accounts and specialty distributors by developing strategic solutions and implementing account plans. This individual will focus on both new and expanding existing account relationships with a focus on the GPO business (to include c-suite, pharmacy leadership, clinical management, membership management). Insights derived from customer interactions and cross-functional collaboration within Dr Reddy’s Biologics will be a cornerstone to leading the strategic GPO portfolio account planning and alignment with field sales. Responsibility includes negotiating and executing contracts with assigned targeted accounts, remove economic barriers with appropriate contracts, help provide access for clinical and / or economic discussions, and implement focused initiatives within GPOs, super groups, and targeted accounts.

This position reports to the VP Head of Sales and GPO Trade, Distribution and Account Management and will work with multiple stakeholders across internal divisions (National Accounts, Managed Markets, Sales, Contract & Pricing, Medical, Trade, Legal / Compliance, Operations, and Marketing) and serve as the main point of contact for account and decision making regarding with whom to engage based on audience and nature of discussion.  The National Account Director will work cross functionally to meet corporate business objectives and KPIs.

Roles & Responsibilities

Support the launch planning process for biologics and biosimilar products current and future, by developing product access strategies and tactics for specific GPO customers

Lead the development of account level plans of action for assigned GPOs designed to ensure optimal access for Dr Reddy’s Biologics products.

Profile key Oncology and Specialty GPOs and assigned accounts to assess applicable formulary coverage policies, utilization controls, formulary review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access.

Attainment of access objectives across assigned accounts related to formulary status, coverage policies, payment policies, and appropriate utilization controls

Effectively support Sales & Marketing by providing expert and compliant consultation to the Sales Force, Medical Affairs, and other functional teams on specific GPO contract strategy, implementation and execution.

Compliantly engage Medical Affairs resources to support optimal product access across assigned accounts

Identify competitive threats and develop response strategies to ensure optimal GPO access for products

Formulate, implement, and regularly assess business plan with internal team members to achieve business objectives

Effectively utilize all available information / reports to analyze and capitalize on business opportunities

Insights, opportunities and / or threats are shared with commercial team members, matrix partners which result in action being taken

Lead all interactions with core accounts including clinical and contracting discussions

Manage Specialty and Oncology GPOs and business by providing product messaging, customer focused insights and meaningful resources to secure business

Develop an in-depth understanding of targeted account initiatives and projects

Strategically work to improve organizational efficiency and ensure appropriate utilization of resources

Apply marketplace knowledge to create new customer opportunities and enhance brand objectives

Demonstrate a strong understanding of current or pending clinical pathways within an institution

Demonstrate executive presence and develop relationships with key account personnel at various levels

Qualifications

Educational qualification : Bachelor’s degree required, MBA or other advanced degree preferred

Minimum work experience : 10 years pharmaceutical industry experience preferred of which at least 8 years of experience in Corporate Accounts, GPO Markets or Sales Leadership

5 years of institution, oncology, and / or immunology experience along with contracting and specialty distribution is preferred

GPO Account Management and excellent relationships with key Oncology GPOs is required

Skills & attributes :

Knowledge of financial analysis and modeling

Track record of success in sales / government / managed account sales within the specialty bio-pharma area, including with GPO customers

Demonstrated leadership, executive level negotiation, project management and team development skills

Demonstrated ability to build strong and effective partnerships with customers and colleagues and ability to influence peers and management

Understanding of financial concepts and contracting issues including legal and best price implications

Ability to achieve results through others without formalized line authority

Skilled in engaging senior leadership support when appropriate

Ability to build, lead or participate effectively in a cross functional matrix

Experience and success in generating and negotiating GPO community and hospital contracts

Success in gaining preferred formulary positioning for key products within targeted accounts

Experience reviewing clinical literature, including disease state information and target product profiles, to develop submissions for GPO engagement

Experience integrating Health Economics and Medical Affairs resources into access planning

Oncology, Immunology and / or Neurology, niche / orphan drug experience a plus

Launching of new product / start-up experience a plus

This will be a field-based role; incumbent must be willing to travel 40% of the time

• Must be a U.S. citizen or lawful permanent resident of U.S. or otherwise authorized to work in the U.S. without requiring sponsorship now or in the future.

Additional Information

The US Biologics team is a new division within Dr. Reddy’s, an established 40-year pharma company with global success and with multiple biosimilars and a rare disease innovative biologic in our product development pipeline. This is an exciting time to join an established, enthusiastic, experienced, innovative, growing team with a robust pipeline and expected to deliver multiple successful commercial product launches in the next 10 years. Passionate about people and transformative medicines? Deeply motivated by delivering good health? Come build our team together!

Our Work Culture

Ask any employee at Dr. Reddy’s why they come to work every day and they’ll say, because Good Health Can’t Wait. This is our credo as well as the guiding principle behind all our actions. We see healthcare solutions not only as scientific formulations, but as a means to help patients lead healthier lives, and we’re always attuned to the new and the next to empower people to stay fit. And to do this, we foster a culture of empathy and dynamism. People are at the core of our journey over the last few decades. They have been supported by an enabling environment that buoys individual ability while fostering teamwork and shared success. We believe that when people with diverse skills are bound together by a common purpose and value system, they can make magic.

Equal Opportunity Employer

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.

For more details, please visit our career website at https : / / careers.drreddys.com / #! /