Director, Channel Accounts
About The Position
The Director, Channel Accounts is responsible for managing strategic relationships and negotiating contracts with national channel customers to support the appropriate and seamless flow of Alexion medicines to patients. This field-based role will develop and execute channel strategies across specialty pharmacy, specialty infusion pharmacy, specialty distribution, and wholesale accounts. The Director will oversee account performance, maintain relationships with senior channel executives, communicate the value of Alexion medicines using approved resources, and provide education on channel operations policies. The role will also conduct business reviews to support contract compliance and collaborate closely with market access, medical, HEOR, patient services and other cross-functional stakeholders to address customer priorities and advance patient access.
Requirements
- Bachelor’s degree required.
- 7–10 years of experience in the biopharmaceutical industry.
- At least 5 years of experience in a trade account management role with responsibility for national customers.
- Expert knowledge of U.S. market access channel segments, including specialty pharmacy, specialty distribution, and home infusion.
- Strong understanding of reimbursement methodologies used by commercial and government payers across both medical and pharmacy benefits.
- Established relationships with national channel customers.
- Excellent communication, relationship management, negotiation, and influencing skills.
- Clinical, technical, and scientific knowledge and aptitude in complex disease states.
- Willingness to travel at least 50% of the time, including significant overnight and weekend travel.
- Valid driver’s license and a clean driving record.
- Ability, with or without reasonable accommodation, to travel by public transportation, automobile, train, or plane; work comfortably in a clinical setting; use a computer; communicate by phone, video, and electronic messaging; solve problems; engage in complex and non-linear thought, analysis, and dialogue; collaborate effectively; and maintain general availability during standard business hours.
Nice To Haves
- MBA, MPH, or another relevant advanced degree.
- Demonstrated success in developing and implementing trade strategies.
- Experience establishing or optimizing distribution networks for rare disease medicines.
- Demonstrated success delivering channel operational improvements.
- Experience working across specialty pharmacy, specialty infusion, specialty distribution, wholesale, and medical and pharmacy benefit environments.
Responsibilities
- Implement channel strategies for designated specialty pharmacy, specialty infusion pharmacy, specialty distributor, and wholesale accounts to support appropriate patient access to Alexion medicines.
- Lead negotiations and manage contracts with assigned channel accounts in alignment with established trade contract strategies.
- Monitor and oversee the performance of assigned accounts, identifying opportunities for operational improvement and stronger business outcomes.
- Cultivate and maintain relationships with senior channel executives by developing a thorough understanding of their organizational structures, business objectives, and strategic priorities.
- Engage with specialty pharmacies, specialty infusion pharmacies, specialty distributors, and wholesalers to support seamless product flow and effective channel operations.
- Use approved resources and collaborate with internal subject matter experts to communicate the value of Alexion medicines to channel customers.
- Educate internal and external partners on channel operations policies to support effective strategic planning and execution.
- Conduct periodic business reviews with contracted customers to assess performance, monitor compliance with contract terms, and address issues or opportunities.
- Partner with market access stakeholders, including medical liaisons, to provide insights into customer-specific priorities, relationships, and market dynamics.
- Engage cross-functional stakeholders, including Health Economics and Outcomes Research (HEOR), as needed to support external-facing customer meetings and business objectives.
- Travel regularly to meet with channel customers and internal stakeholders, including significant overnight and weekend travel as required.
Benefits
- Qualified retirement programs
- Paid time off (i.e., vacation, holiday, and leaves)
- Health, dental, and vision coverage
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What This Job Offers
Job Type
Full-time
Career Level
Director
