Now Hiring - National Account Director, GPO in Basking Ridge, NJ

Title:

National Account Director, GPO

Company:

Ipsen Biopharmaceuticals Inc.

Job Description:

The National Account Director, GPO will lead a team of GPO Account Directors as a player/coach ensuring access to Ipsen products, expanding relationships within Group Purchasing Organizations, and identifying areas for collaboration. This critical role will focus on national GPO accounts that have a significant impact on overall Ipsen sales.

The National Account Director, GPO is responsible for leading customer engagement with identified oncology GPO accounts 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 oncology GPO business (to include c-suite, pharmacy leadership, clinical management, membership management). Insights derived from customer interactions and cross-functional collaboration within Ipsen will be a cornerstone to leading the strategic oncology portfolio account planning and alignment with field sales.

The National Account Director will work cross functionally with sales, marketing and medical affairs to meet corporate business objectives and KPIs.

Job Responsibilities & Expectations

• Lead a team of GPO Account Directors
• Support the launch planning process for Ipsen products and future products, 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 Ipsen products.
• Profile key Oncology 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 for Ipsen products
• Lead the development and negotiation of payor contracts, as applicable, across all assigned accounts for Ipsen products
• 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 payor and managed customers coverage policies and formulary status
• 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

Knowledge, Skills and Abilities

• BA/BS in a relevant field is required; advanced degree is a plus
• At least 8 years of experience in Corporate Accounts, GPO Markets or Sales Leadership
• GPO Account Management and excellent relationships with key Oncology GPOs is required
• Track record of success in sales/government/managed account sales within the specialty bio-pharma area, including with GPO customers
• Demonstrated leadership, project management and team development ability
• Demonstrated ability to work collaboratively with and influence peers and management
• Understanding of financial concepts and contracting issues including legal and best price implications
• Strong customer facing skills
• Experience and success in generating and negotiating payer 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, Endocrine and/or Neurology, niche/orphan drug experience a plus
• Launching of new product/start-up experience a plus

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.