Key Account Director - Lower Midwest

Innoviva Specialty Therapeutics•Waltham, MA

31d•Onsite

About The Position

The Key Accounts Director is a field-based role supporting access strategy and execution with key regional accounts. This role will lead access activities within (IN, OH (West), Northern IL, Milwaukee, WI) region hospital & IDN accounts, medical groups and other healthcare intermediaries. This role will partner with sales leadership and work collaboratively to execute access strategies including developing and maintaining IDN/system level relationships, conducting P&T reviews, and securing optimal formulary placement, protocols, and stocking within key accounts. In addition, the Key Accounts Director will partner with the Critical Care Specialists (CCS), National Account Directors (NAD), and field-based Medical Science Liaisons (MSL) to improve treatment in our targeted disease states. He/She will develop strategic account level sales growth plans in collaboration with CCS, NAD, and MSL teams as the trusted business partner and lead for identified key accounts.

Requirements

Bachelor’s Degree required; a master’s degree, RN or other relevant clinical experience in ICU, Infectious Diseases or Transition of Care work is a strong plus.
7 plus years of pharmaceutical industry experience required; 5 plus years of account management experience, other managed markets experience, or other related experience required; hospital launch and IV medications sales are strongly preferred.
Experience selling hospital-based products, infectious diseases or critical care products.
Experience working in channels such as large payers, national and regional health plans, state and local governments, PBMs, SPPs, and physician medical groups.
Prior experience in interfacing with senior health plan executives within assigned geographical area is strongly desirable.
Candidates must have a solid understanding of key hospital infrastructure, P&T reviews, payment methodologies, health policy trends, and current business challenges.
Proven teamwork and collaboration skills with a demonstrated track record leading matrixed, cross-functional work teams comprised of high-level managers and executives.
Able to effectively manage competing priorities with strong sense of urgency.
Creative/innovative thinker with an understanding of legal/regulatory environment.
Strong written and verbal communication skills.
Highly developed analytical skills with demonstrated ability to conceptualize issues and synthesize data to provide strategic direction.
Model only the highest level of professional behavior and ethics.

Nice To Haves

Preference for candidates based in the target regional area and residence in a key metropolitan area within the assigned region is most desirable.

Responsibilities

Developing, maintaining and expanding relationships with key customers within targeted accounts to understand customer needs and obtain access across the entire IST product portfolio.
Incorporating knowledge of dynamic and complex marketplace and business trends to deliver optimal formulary placement, protocols development, and product stocking within key accounts, to include IDNs. hospitals and infusion centers.
Strategically utilize key economic and internal field-based partners to drive profitable access in alignment with customer and company goals.
Developing and executing Strategic Account Plans in collaboration with relevant functions such as NADs, MSLs, Medical Affairs, Marketing.
Penetrating accounts to uncover business opportunities by developing solid professional relationships with key decision makers and business drivers.
Establishing strong relationships with Sales and MSL teams in part by providing on-going clear communication to ensure clarity of access positions, supporting pull-through efforts, and gathering local KOL insights as appropriate.
Collaborating and consulting with internal and external stakeholders across functional areas to develop total solutions that meet customer needs and bring value to all parties.
Identifying emerging customers and evolve team efforts/focus as needed. Becoming content experts on class of trade (COT) reimbursement as it applies to the IST portfolio and appropriately utilizing approved economic resources, to create profitable access while evolving within the current healthcare landscape.
Leading national customer conference planning and execution in alignment with marketing and sales leadership.
Conducting all business activities consistent with IST Compliance policies.