Position Summary
The National Account Director (NAD) of GPO and Physician Networks is responsible for building and maintaining effective relationships with national oncology GPOs, physician networks, and other related accounts to facilitate achievement of business objectives for current and future products. The NAD is also responsible for effective application and execution of defined strategies with assigned customers/accounts.
This position is remote with a corporate headquarters in Foster City, CA and Parsippany, NJ. The NAD will report to the Senior Director, US Market Access GPO, Field Reimbursement, and National Accounts.
Primary Responsibilities
- Serves as a subject matter expert in oncology GPOs
- Responsible for account level strategy and execution for the assigned accounts in the oncology clinic ecosystem, including GPOs, physician networks, and other key organizations and emerging customers that operate within the independent oncology clinic space
- Represents and secures product access with federal accounts, including VA/DoD
- Sets customer level strategy and effectively executes account plans in collaboration with the broader Commercial teams
- Supports the education of pathway key decision makers across McKesson Oncology Value Based Pathways and other influential pathway organizations
- Utilizes knowledge of the market and customers to identify appropriate opportunities for engagement and set strategy
- Applies available data to generate account-level insights, analyze trends, and identify potential barriers impacting sales performance
- Effectively manages business relationships with assigned customers to drive education, brand awareness, and access
- Collaborates internally on relevant Commercial department initiatives, including marketing campaigns, payer/provider access, reimbursement access/patient support, channel access, targeting, and data contracting to ensure alignment with key account management objectives
- Proactively researches and interprets relevant industry/competitive information and identifies opportunities to develop innovative strategies, tactics, and solutions in the oncology GPO space in a compliant manner
- Partners with all relevant stakeholders, including Commercial and Medical Affairs, when appropriate, to address identified barriers and generate solutions
- Develops account plans for top 30 strategic accounts with clearly identified strategic and tactical components focused on long and short-term objectives in partnership with Regional Business Directors
- Effectively partners with and communicates key insights related to customers, competitors, and market trends to all relevant stakeholders
- Maintains access and relationships with all relevant account targets/decision influencers/GPO steering committees
- Develops ongoing working relationships with key stakeholders in a manner that anticipates patient/market access barriers and leverages resources to effectively address identified barriers
- Operates with a high degree of integrity with compliance to all SOPs/policies that govern the conduct of Company activities, including patient privacy
- Travels as necessary to customer meetings, conferences, and internal meetings, approximately up to 50% of the time
Competencies
- Ability to operate with a roll-up-your-sleeves mindset and excel in a fast-paced, innovative small-company environment while remaining flexible, pro-active, resourceful, and efficient
- Ability to thrive in ambiguity with an entrepreneurial mind-set and a strong track-record of achieving results
- Excellent interpersonal and analytical skills
- Ability to develop important relationships with key stakeholders and senior-level leaders
- Strong conflict management and negotiations skills
- Ability to analyze complex issues to develop relevant and realistic plans, programs, and recommendations
- Demonstrated ability to translate strategy into action
- Ability to communicate complex issues in a straightforward way and to orchestrate plans to resolve issues and mitigate risk
- Deep understanding of the decision-making model across oncology practices and how practices assess new therapies, develop SOPs, and make decisions
Experience
- Bachelor’s degree in Science or related field required; MBA or advanced degree preferred
- Successful track-record as a leader in pharmaceutical/biotechnology market access, reimbursement, national and/or regional accounts
- 10 plus years of relevant experience with increasing job responsibilities
- Previous experience launching specialty/orphan drugs, particularly IV oncology/hematology experience, preferred
- Experience developing the payer channel strategy in partnership with Medical Affairs, Market Access, Marketing, Channel Marketing, and Legal
- Valid driver’s license and satisfactory MVR record
EEO Statement:
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
Benefit Statement:
All regular-status, full-time employees of Geron are eligible to participate in the Company’s comprehensive benefit program, pursuant to plan terms and conditions. Plan choices include medical, dental, vision, life insurance, flexible spending accounts, disability insurance, supplemental health insurance, a 401(k) retirement savings plan, and an employee stock purchase plan. Geron also provides regular-status, full-time employees with a generous time off program that includes the eligibility to accrue 160 hours of vacation during each full year of employment, 64 hours of sick leave, 9 standard paid holiday days off, and paid leave for certain life events. Geron recognizes that its employees work in many different states and therefore may be affected by different laws. It is Geron’s intention to comply with all applicable federal, state, and local laws that apply to the Company’s employees.
Salary Statement:
Offered compensation is determined based on market data, internal equity, and an applicant’s relevant skills, experience, and educational background.
General Salary Range: $230,000 to $250,000