Regional Account Director-Oncology

IQVIA•Parsippany, TX

21h

About The Position

IQVIA is supporting a growing global biopharmaceutical client as it establishes its first U.S. field commercial team. This field-based commercial leadership role leads, coaches, and develops a team of Clinical Account Managers launching an oncology biosimilar in the United States. The Regional Account Director translates national strategy into regional execution and builds customer partnerships across community oncology practices, cancer centers, integrated delivery networks, infusion settings, academic medical centers, and health systems. The role also helps address barriers to product adoption and patient access. The position combines team development, regional business leadership, strategic account management, market access and contract optimization, cross-functional coordination, analytics, and compliance. The leader drives launch readiness and regional commercialization, develops business plans and forecasts, guides account growth and contract pull-through, and provides market intelligence to inform strategy and resource allocation. The role requires extensive travel within the assigned geography and driving.

Requirements

Bachelor's degree required.
At least 10 years of successful pharmaceutical, biotechnology, or healthcare sales experience.
At least 2 years of current oncology sales experience.
At least 5 years of successful people leadership experience.
Demonstrated record of achieving or exceeding regional sales objectives.
Experience leading teams that engage community oncology practices, IDNs, academic medical centers, cancer centers, and/or infusion settings.
Strong understanding of oncology reimbursement, buy-and-bill economics, market access, and provider economics.
Ability to lead effectively in a complex, cross-functional, matrixed commercial environment.
Excellent coaching, communication, presentation, negotiation, leadership, and relationship-building skills.
Demonstrated analytical, forecasting, and business planning capabilities.
Ability to travel extensively within the assigned geography (more than 60%).
Driving is required; must have a valid driver's license and will be subject to a driving-record review before hire.

Nice To Haves

Current experience launching oncology products, biosimilars, specialty pharmaceuticals, or biologics.
Experience leading teams through a start-up, launch, or high-growth commercial environment.
Understanding of GPO contracting, formulary processes, health system procurement, and market access strategies.
Established relationships within oncology networks, IDNs, and health systems.
National or regional oncology sales leadership experience.
MBA or advanced healthcare-related degree.

Responsibilities

Recruit, hire, onboard, coach, develop, and retain a high-performing team of Clinical Account Managers.
Build a culture of accountability, collaboration, customer focus, agility, and performance excellence.
Coach and mentor team members in selling effectiveness, strategic account management, and business acumen; conduct field rides, business reviews, performance discussions, and development planning.
Set performance expectations and standards aligned with organizational priorities and business goals, and identify and develop future leaders.
Lead regional business strategy and execution to achieve or exceed sales, revenue, utilization, market share, and profitability objectives.
Translate national commercial strategy into regional plans, territory priorities, and tactical execution; drive launch readiness and commercialization across the assigned geography.
Monitor business performance, identify opportunities and risks, and implement corrective actions.
Oversee territory planning, account targeting, resource deployment, and CRM documentation across the region.
Manage regional resources and budget to maximize return on investment and customer impact.
Partner with Clinical Account Managers to develop and execute strategic account plans for community oncology networks, IDNs, academic institutions, health systems, and major cancer centers.
Build relationships with executive decision-makers, oncology providers, practice administrators, infusion leaders, pharmacists, and other stakeholders; engage high-value customers and opinion leaders.
Guide account growth strategies that accelerate biosimilar adoption, utilization, and pull-through.
Help resolve customer challenges involving access, reimbursement, formulary placement, procurement, inventory, and operational implementation.
Partner with Market Access and Contracting teams to improve awareness, utilization, and pull-through of GPO, IDN, and health system contracts.
Guide teams on oncology buy-and-bill environments, reimbursement, formulary processes, provider economics, and customer access strategies.
Identify opportunities to improve contracting effectiveness, customer economics, and operational efficiency.
Coordinate regional commercial execution with Market Access, Medical Affairs, Marketing, Operations, Supply Chain, Trade, Patient Support, and field colleagues.
Provide customer insights and market intelligence to inform business strategy, organizational planning, and resource allocation.
Align headquarters and field teams and ensure regional execution is consistent with company objectives and brand strategy.
Use sales analytics, market intelligence, competitive insights, customer data, and performance metrics to prioritize opportunities and guide decisions.
Conduct business reviews, use data-informed coaching, develop strategic forecasts, and identify growth opportunities across customer segments and geographies.
Ensure field activities comply with company policies, industry regulations, legal requirements, FDA regulations, PhRMA guidelines, healthcare compliance standards, and operating procedures.
Promote integrity, ethics, and accountability, and complete administrative activities, reporting, training, and compliance requirements accurately and on time.
Travel extensively within the assigned geography (more than 60%) and drive as required.