National Account Director, Northeast

Gilead Sciences • Minneapolis, MN

9d • $205,615 - $266,090

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. Job Description Making an impact on a global scale For over 30 years, Gilead has been a leading innovator in treating and preventing HIV, but this expertise is just a foundation for our ambitions. As we continue to expand our scope into new disease states and new markets, we are investing in our global commercial capabilities. In this role, you will support the development and implementation of global market access strategies and value propositions for oncology that maximizes product potential and patient access for all markets. Accounts included: Massachusetts, Connecticut, New Jersey, New York, Rhode Island The Oncology Key Account Director (MM) will: Depending on the candidate’s qualifications and the final customer alignment, this position could be leveled as an Associate Key Account Director or Key Account Director Responsible for building, developing, and cultivating relationships with Oncology Integrated Customers Customers include but are not limited to major cancer centers (could be both community and IDN) and medium community cancer centers. Responsible for overall strategy at these accounts along with contract pull-through where appropriate Leverage these relationships to generate increased demand and access for the Oncology portfolio by targeting appropriate influencers and decision-makers within the integrated customer environment. Align strategies with other operational functions (Medical, Sales and Marketing) to support a combined customer engagement strategy as well as appropriate product access and coverage for our portfolio Deliver 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 Oncology Portfolio at target accounts working closely with Directors of National Accounts (DNA’s), Medical Leads (ML’s), Regional Business Directors (RBD’s), and other internal partners in local geographies. Engage and develop a positive relationship with key influencers and decision-makers within the accounts, such as Director of Pharmacy, Oncology department heads, and members of Medical/P&T Evaluation Committees Build and manage 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. Act as the cross-functional lead for each specific account, with responsibility for appropriately maintaining the cross-functional strategic account plan, from which each function will compliantly execute against their functional objectives. Employ 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. Lead strategic launch planning to evaluate unique needs of the Integrated Customer and work across all functions, including Sales, Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, & Marketing to develop tactical strategies to support launch strategies and expand the use of Gilead’s oncology products.

Requirements

• Bachelor's Degree and Twelve Years’ Experience OR Masters' Degree and Ten Years’ Experience OR Ph.D. and Eight Years’ Experience.
• Experience managing customer relationships in Oncology
• Ability to Inspire, Influence and Lead without authority
• Experience executing physician network, GPO contracting, and account management strategic plans
• Biotech or pharmaceutical US marketplace oncology launch experience required
• Excellent interpersonal, oral, and written communication skills, including the ability to synthesize data and deliver a clear direction
• Superior negotiation skills, business acumen, and analytical ability
• Advanced interpersonal, oral, and written communication and presentation skills
• 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, with the ability to work both independently and as a member of a matrix leadership team
• Ability to travel up to 25% of the time with overnight travel

Nice To Haves

• Previous account management/managed markets experience
• Oncology experience
• Must be a cultural champion, team player with the ability to have fun!
• Advanced degree preferred (MBA, PharmD, etc.)
• 7 years related oncology experience in the pharmaceutical industry/sales/sales management - prefer current/recent – IV oncology strongly preferred
• 2 years of direct experience in a corporate/region/national/key account role.
• Direct Access, Payer or health system experience

Responsibilities

• Responsible for building, developing, and cultivating relationships with Oncology Integrated Customers
• Customers include but are not limited to major cancer centers (could be both community and IDN) and medium community cancer centers.
• Responsible for overall strategy at these accounts along with contract pull-through where appropriate
• Leverage these relationships to generate increased demand and access for the Oncology portfolio by targeting appropriate influencers and decision-makers within the integrated customer environment.
• Align strategies with other operational functions (Medical, Sales and Marketing) to support a combined customer engagement strategy as well as appropriate product access and coverage for our portfolio
• Deliver 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 Oncology Portfolio at target accounts working closely with Directors of National Accounts (DNA’s), Medical Leads (ML’s), Regional Business Directors (RBD’s), and other internal partners in local geographies.
• Engage and develop a positive relationship with key influencers and decision-makers within the accounts, such as Director of Pharmacy, Oncology department heads, and members of Medical/P&T Evaluation Committees
• Build and manage 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.
• Act as the cross-functional lead for each specific account, with responsibility for appropriately maintaining the cross-functional strategic account plan, from which each function will compliantly execute against their functional objectives.
• Employ 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.
• Lead strategic launch planning to evaluate unique needs of the Integrated Customer and work across all functions, including Sales, Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, & Marketing to develop tactical strategies to support launch strategies and expand the use of Gilead’s oncology products.

Benefits

• This position may also be eligible for a discretionary annual bonus, discretionary stock-based long-term incentives (eligibility may vary based on role), paid time off, and a benefits package.
• Benefits include company-sponsored medical, dental, vision, and life insurance plans.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees