Strategic Account Executive

ExecuSearch of Chicago•Sacramento, CA

About The Position

This is a great opportunity to join a leading independent biopharmaceutical company! The person in the Strategic Account Executive role leads strategic engagement and contracting with target key accounts in order to drive growth, revenue, and joint value creation for the company and the customer by enabling and optimizing access to the company's products and driving innovation for patients and health care providers. The person in this role will provide innovative, influential account engagement to shape and deliver the strategy for the company's Strategic Accounts in order to achieve access, create value, and deliver profitable growth for the company.

Requirements

Bachelor’s degree, emphasis in Accounting, Marketing, Business Administration or equivalent work experience in business management, ideally complemented by an MBA
Minimum 7 years of experience in B2B selling in a life sciences environment
Previous account management experience with health systems and/or hospitals/ IDNs
High level of confidence and capability to understand and communicate complex scientific concepts to a range of stakeholders, plus executive presence and communication skills to engage with a C-Suite audience
Expertise and understanding of dynamic market access value models, such as value-based propositions, budget impact, and cost-effectiveness models, etc.
Strong interpersonal skills, including written and oral communication skills, ability to synthesize data, interpret and translate into compelling and clear commercial strategies and plans
Demonstrated ability to successfully mobilize a cross-functional team, including interpersonal skills to foster collaboration and succeed in a highly matrixed environment by leading without direct authority
Understanding of the IDN environment, including coverage and reimbursement, pricing and contracting, formulary management and health technology assessment
Strong analytical skills and ability to think critically, challenge conclusions and underlying assumptions
Ability to synthesize multi-source information (qualitative and quantitative) to develop strategic plans
Knowledge of value-based healthcare and outcome-based models
Executive presence and the ability to interact and negotiate with C-suite customers
Highly proficient in Microsoft; Excel, Word, and PowerPoint

Nice To Haves

Master’s degree: Master of Business Administration (MBA) preferred
Active membership in relevant pharmaceutical associations would be beneficial

Responsibilities

Lead the development and execution of the comprehensive account strategy for target accounts to bring the best of the company to the customer and to maximize profitability, revenue growth, and market share for the company.
Analyze and synthesize information from multiple sources to identify and prioritize business opportunities across the account by applying relevant frameworks and analytical methods
Work with the Leadership Team to co-develop and agree on strategies, programs, objectives and KPIs for target regional accounts aligned with organizational and brand priorities and the wider business strategy
Support the account team with the prioritization of solutions, programs, and specific pull-through tactics to ensure sustainable growth and mutual value creation
Anticipate likely market and customer developments, identify third party influence factors and shape the account strategy accordingly
Partner with target healthcare systems and organized customers to foster innovation in care through the adoption of the company's products
Engage senior level stakeholders to influence policies, decisions and perceptions to enable patients to effectively navigate the treatment journey and ensure appropriate use of the company's products
Facilitate the introduction of new products and indications with institutional stakeholders by ensuring adequate budget allocation at the strategic account level
Leverage a range of strategies and tactics to maximize the level and quality of access for the company's products
Identify programs to partner with the Organized Customer to enhance the system of care and clinical decision making
Provide insights, education and information about scientific, clinical and technological innovation
Facilitate strategic partnership with account stakeholders to create mutual value for the company and customers and deliver strategic goals
Identify and maintain strong relationships with senior business stakeholders (Chief, VP, Director) in target accounts to support access for the company's products across the company portfolio
Strengthen the perception of the company as a strategic partner by sharing insights and information to support patient identification and improving the delivery of care by establishing treatment pathways and protocols
Provide clear direction to other field teams to identify and prioritize stakeholders within their target accounts
Negotiate, review and agree contracts, incorporating solutions to strengthen partnerships with strategic account stakeholders
Collaborate with other functional and business leaders to ensure adequate Voice of the Customer to inform strategic planning across all stakeholders and channels
Support the delivery of account goals for National accounts, working closely with the Strategic Accounts Team
Support the execution and pull-through of contracting and initiatives with national organized customers to ensure value maximization
Measure, report, and communicate value delivered for national organized customers in order to strengthen customer partnerships
Share insights gathered through customer engagement