National Account Director, GPO

Job SummaryThe National Account Director, GPO, Trade and Distribution is responsible for developing and maintaining business relationships with Oncology and Immunology Institutional and Community GPOs and Hospital and Community Immunologists, Rheumatologists, Endocrinologists and Oncologists and key business decision makers in Pharmacy, Procurement and Contracting. This person will be responsible for gaining a deep understanding of the customer, their business models, strategic priorities, and financial drivers and translate this knowledge into business opportunities and plans that lead to strategic collaborations amongst various customers. Incumbent will be responsible for leading customer engagement with identified oncology and specialty immunology GPO accounts and specialty distributors by developing strategic solutions and implementing account plans. This individual will focus on both new and expanding existing account relationships with a focus on the GPO business (to include c-suite, pharmacy leadership, clinical management, membership management). Insights derived from customer interactions and cross-functional collaboration within Dr Reddy’s Biologics will be a cornerstone to leading the strategic GPO portfolio account planning and alignment with field sales. Responsibility includes negotiating and executing contracts with assigned targeted accounts, remove economic barriers with appropriate contracts, help provide access for clinical and/or economic discussions, and implement focused initiatives within GPOs, super groups, and targeted accounts. This position reports to the VP Head of Sales and GPO Trade, Distribution and Account Management and will work with multiple stakeholders across internal divisions (National Accounts, Managed Markets, Sales, Contract & Pricing, Medical, Trade, Legal/Compliance, Operations, and Marketing) and serve as the main point of contact for account and decision making regarding with whom to engage based on audience and nature of discussion.  The National Account Director will work cross functionally to meet corporate business objectives and KPIs. Roles & ResponsibilitiesSupport the launch planning process for biologics and biosimilar products current and future, by developing product access strategies and tactics for specific GPO customers Lead the development of account level plans of action for assigned GPOs designed to ensure optimal access for Dr Reddy’s Biologics products. Profile key Oncology and Specialty GPOs and assigned accounts to assess applicable formulary coverage policies, utilization controls, formulary review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access. Attainment of access objectives across assigned accounts related to formulary status, coverage policies, payment policies, and appropriate utilization controls Effectively support Sales & Marketing by providing expert and compliant consultation to the Sales Force, Medical Affairs, and other functional teams on specific GPO contract strategy, implementation and execution. Compliantly engage Medical Affairs resources to support optimal product access across assigned accounts Identify competitive threats and develop response strategies to ensure optimal GPO access for productsFormulate, implement, and regularly assess business plan with internal team members to achieve business objectives Effectively utilize all available information/reports to analyze and capitalize on business opportunities  Insights, opportunities and/or threats are shared with commercial team members, matrix partners which result in action being taken Lead all interactions with core accounts including clinical and contracting discussions Manage Specialty and Oncology GPOs and business by providing product messaging, customer focused insights and meaningful resources to secure business Develop an in-depth understanding of targeted account initiatives and projects Strategically work to improve organizational efficiency and ensure appropriate utilization of resources Apply marketplace knowledge to create new customer opportunities and enhance brand objectives Demonstrate a strong understanding of current or pending clinical pathways within an institution Demonstrate executive presence and develop relationships with key account personnel at various levels