Associate National Account Director - Midwest

Gilead Sciences•Indianapolis, IN

2d•Hybrid

About The Position

At Gilead, we’re creating a healthier world for all people. For more than 35 years, we’ve tackled diseases such as HIV, viral hepatitis, COVID-19 and cancer – working relentlessly to develop therapies that help improve lives and to ensure access to these therapies across the globe. We continue to fight against the world’s biggest health challenges, and our mission requires collaboration, determination and a relentless drive to make a difference. Every member of Gilead’s team plays a critical role in the discovery and development of life-changing scientific innovations. Our employees are our greatest asset as we work to achieve our bold ambitions, and we’re looking for the next wave of passionate and ambitious people ready to make a direct impact. We believe every employee deserves a great leader. People Leaders are the cornerstone to the employee experience at Gilead and Kite. As a people leader now or in the future, you are the key driver in evolving our culture and creating an environment where every employee feels included, developed and empowered to fulfil their aspirations. Join Gilead and help create possible, together.

Requirements

Bachelor's Degree and Ten Years' Experience OR Masters' Degree and Eight Years' Experience OR PhD and Two Years' Experience
2 years of direct experience in a corporate/region/national/key account role.
Direct Access, Payer, or health system experience
Ability to Inspire, Influence, and Lead without authority.
Experience executing physician and account management strategic plans.
Excellent interpersonal, oral, and written communication skills, including synthesizing data and delivering a clear direction.
Superior negotiation skills, business acumen, and analytical ability
Robust project management skills, ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines.
Self-motivated, with excellent organizational skills, and able to work independently and as a member of a matrix leadership team.

Nice To Haves

Previous account management/managed markets experience
HIV or PrEP experience
Cultural humility and understanding of the stigmatized nature of HIV/PrEP
Experience with a buy-and-bill product.
Contracting experience
Institution new product launch experience

Responsibilities

Serving as a central lead for educating stakeholders, especially institutions interested in learning more about PrEP and strategies to improve patient access to Gilead’s long-acting injectable products.
Quarterbacking the matrix team, including field reimbursement managers, medical liaisons, nurse educators, national account directors, sales, and market access marketing.
Gaining inclusion on formularies, placement on the Electronic Medical Records system and product pathways.
Managing the accounts assigned to them.
Working with key influencers/decision makers, department leads, the Director of the Pharmacy, and members of the P&T.
Building, developing, and cultivating relationships across Integrated delivery Networks (IDN’s), targeted healthcare systems/hospitals, and FQHC/community clinics.
Developing the overall strategy at these accounts and contract pull-throughs where appropriate.
Leveraging relationships to generate increased demand and access for the Long Action Injectable products, primarily by targeting appropriate influencers and decision-makers within the integrated customer environment.
Aligning strategies with other operational functions (Medical, Sales, Marketing, etc) to support a combined customer engagement strategy and appropriate product access and coverage for our portfolio.
Delivering on defined call plan to support key decision-makers and prescribers across the assigned accounts (C-suite, Pathway, and P&T committee members) and promote the long-acting injectable (LAIs) at target accounts working closely with Field Reimbursement Managers, Strategic Account Directors, Medical Leads (ML's), Regional Directors (RD's), and other internal partners in local geographies.
Engaging and developing a positive relationship with key influencers and decision-makers within the accounts, such as the Director of Pharmacy, Infectious disease department heads, and members of Medical/P&T Evaluation Committees.
Building and managing an account profile for each assigned account, detailing the procedure for protocol development, pull-through targets for salesforce, the current placement of the product on pathway and protocols, and identification of key influencers and protocol decision-makers.
Acting as the cross-functional lead for each specific account, responsible for appropriately maintaining the cross-functional strategic account plan, from which each function will compliantly execute against their functional objectives.
Employing in-person tactics to execute against account plans, including regular account visits to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy, and safety information on the product to key treatment decision-makers/executive teams within these high-control accounts.
Leading strategic launch planning to evaluate the unique needs of the Integrated Customer and work across all functions, including Sales, Market Access, Trade Relations, Value Access, Contracting, Medical, HEOR, and Marketing to develop tactical strategies to support launches and product expansion of Gilead's products.
Satisfying any onsite visitation or hospital credentialing requirements of healthcare practitioners within the assigned institutions, if applicable (which may include but not be limited to by way of example, vaccination, drug and background screenings, and any other requirements that the assigned institutions may adopt).
Creating Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.
Developing Talent - understanding the skills, experience, aspirations, and potential of their employees and coaching them on current performance and future potential. Ensuring employees are receiving the feedback and insight needed to grow, develop, and realize their purpose.
Empowering Teams - connecting the team to the organization by aligning goals, purpose, and organizational objectives and holding them to account. Providing the support needed to remove barriers and connect their team to the broader ecosystem.