National Account Director - Group Purchasing Organizations

MSD•North Wales, PA

1d•Hybrid

About The Position

Applicants for this role should be ready to share relevant experiences that reflect the required responsibilities and knowledge of current trends in these market segments. The main function of the National Account Director (NAD) for Group Purchasing Organizations within Integrated Account Management is to establish and manage key business relationships with U.S.-based National GPOs (Group Purchasing Organizations), Integrated Delivery Networks (IDNs), Pharmacy Network Groups, and Specialty/Outpatient GPOs (including those overseen by National GPOs). The NAD drives our company mission to optimize the use of our portfolio and provide resources and solutions that enhance patient outcomes. Building solid connections throughout GPOs, their networks, and members is crucial to understand and meet customer requirements. The NAD must possess comprehensive knowledge of GPO, IDN, Pharmacy, and Specialty/Outpatient GPO markets to help shape our company strategies and educate colleagues. Key tasks include, but are not limited to: developing strategic and operational account plans for our company entire product and vaccine range at the profit and loss level per customer; supporting corporate objectives related to GPO and associated segments; regularly briefing senior leaders; negotiating and finalizing GPO contracts and product offerings; monitoring performance against key targets; and collaborating on initiatives that benefit both our company and customers. The NAD partners with internal teams from Customer Contract Management (finance), Contracting Capability Evolution (data and analytics), Payor Brand Marketing, regional/local account teams, Legal, Senior Leadership, and Field Sales to further company-wide projects and ensure product availability. They navigate complex topics among stakeholders to promote opportunities and must be comfortable demonstrating strong communication and collaboration skills to facilitate national product access via IAM and sales teams. Experience working with senior leadership and cross-functional teams is essential for addressing intricate issues and identifying new market prospects.

Requirements

Bachelor's degree (BA/BS/BSN).
Minimum 7 years of experience in pharmaceutical sales, marketing, integrated account management, or relevant account management roles.
Strong business acumen, along with a robust understanding of managed markets and policies related to GPO, IDN, and medical group markets.
Self-driven and able to work independently to deliver strong results.
Strong verbal and written communication skills, including the ability to explain complex ideas clearly.
Proven ability to collaborate effectively with internal and external partners, including senior leaders.
Demonstrated skill in building and maintaining diverse professional networks.
Ability to effectively share clinical and product knowledge with a variety of stakeholders.
Account Management
Account Management
Animal Vaccination
Brand Marketing
Business Acumen
Business Planning
Buy-and-Bill Process
Commercial Account Management
Communication
Consultative Selling
Contract Management
Customer Needs Assessments
Customer Relationship Management (CRM)
Finance
Financial Acumen
Healthcare Trends
Innovation
Interpersonal Relationships
Market Analysis
Negotiation
Payer Marketing
Pharmaceutical Sales
Pharmacy
Pricing Strategies
Procurement Contracts

Nice To Haves

Prior experience working with corporate clinical, financial and operational decision makers at any of the following GPOs: HealthTrust Purchasing Group (HPG), The Resource Group (TRG), Ascension, Premier, and Minnesota Multistate Contracting Alliance for Pharmacy (MMCAP).
Experience in specialty GPO markets, contract negotiation and procurement (including structuring and modeling), private label product management, planning for loss of exclusivity, solution development, and business planning.

Responsibilities

Secure broad and profitable formulary inclusion for our company products across GPOs, IDNs, Pharmacy Networks, and Specialty/Outpatient GPO clients.
Present information to external and internal senior leaders across a variety of functions and departments.
Create and execute strategies aligned with organizational priorities to achieve or exceed goals for our company products among GPOs and their affiliate groups.
Advocate for the GPO, IDN, Pharmacy Network, and Specialty/Outpatient GPO market segments within our company, proactively recognizing, summarizing, and communicating account needs, risks, and opportunities.
Lead efforts in these segments with informed strategic perspectives that encourage positive change.
Ensure prompt market access for newly launched products.
Coordinate with local account teams nationwide to support contract execution and address unique requests for contractual terms.
Oversee product performance at both national and local levels, seeking improvements or mitigating threats by collaborating with headquarters and field teams as needed.
Design and maintain thorough strategic account plans.
Develop deep insight into customer organizations to tailor strategies that address both client and our company requirements.
Understand clients’ capabilities and services and ensure our company stakeholders are aware of how to access them.
Work with Payer Marketing and Contract Management & Operations to maximize product uptake and implement agreements.
Remain current on regulations and industry trends affecting GPO, IDN, Pharmacy, and Specialty GPO sectors.
Handle administrative duties such as timely registration for conferences and industry events.
Adhere to Compliance Policies and Procedures.