National Accounts Director, GPO

Lupin•Bridgewater, NJ

3d•$203,528 - $230,308

About The Position

The National Accounts Director, US Biosimilars leads Lupin’s strategic relationships with assigned national and specialty Group Purchasing Organizations (GPOs), national distributors, and large provider groups. The role supports access, launch readiness, and sustainable portfolio growth by owning national account strategy, senior customer engagement, commercial agreement development and negotiation within approved parameters, and agreement implementation and performance. The position requires approximately 50% travel.

Requirements

Bachelor's degree in business, life sciences, healthcare, or a related field, or equivalent experience.
8+ years of progressive US pharmaceutical or biopharmaceutical commercial experience, including national account management.
Demonstrated ownership of pharmaceutical GPO relationships and complex national accounts, including commercial negotiation, contract activation, account performance, and measurable business outcomes.
Experience leading pharmaceutical commercial negotiations and evaluating terms within approved pricing, legal, financial, and compliance parameters.
Understanding of US pharmaceutical customer and channel economics across manufacturers, GPOs, distributors, health systems, and provider organizations.
Strong commercial judgment, executive communication, and cross-functional leadership through influence.
Ability to travel approximately 50%.

Nice To Haves

US biosimilars commercialization, launch, market access, national accounts, or contracting experience.
Experience with biologics, specialty pharmaceuticals, oncology, ophthalmology, or other provider-administered therapies.
Knowledge of buy-and-bill economics, Medicare Part B reimbursement, ASP dynamics, alternative sites of care, specialty provider networks, and pharmaceutical distribution.
Experience with GPO service arrangements, distribution agreements, contract-performance analytics, and post-contract activation.

Responsibilities

Develop and execute strategic plans for assigned GPOs, national distributors, and large provider groups, including stakeholder maps, opportunities, engagement, and performance objectives.
Build relationships with customer executives and contracting, purchasing, distribution, membership, finance, and analytics stakeholders; represent Lupin in negotiations and business reviews.
Lead commercial discussions and negotiations within approved pricing, financial, legal, and compliance parameters.
Evaluate agreements based on access, customer value, provider economics, distribution requirements, net sales, margin, implementation needs, and portfolio value.
Coordinate contract activation, eligibility, communications, distribution dependencies, product availability, and implementation with appropriate internal and customer teams.
Monitor account and agreement performance; address access, adoption, distribution, or execution barriers and develop renewal and growth strategies.
Incorporate provider purchasing, reimbursement, payer mix, buy-and-bill, Medicare Part B, ASP, inventory, distribution economics, and cash-flow considerations into account strategy.
Support prelaunch planning and account readiness for pipeline products, including customer intelligence, priorities, timelines, distribution needs, and activation plans.
Provide national account intelligence, competitive insights, and recommendations to US Biosimilars leadership.