Global Hospital & Biosimilars Health System Director East

Role Summary

The Global Hospital & Biosimilars Health System Director East leads hospital and biosimilars strategy and engagement with Key Accounts across the region. Working with cross-functional teams, they support pricing and contracting discussions for the biosimilars portfolio, engage executive and administrative stakeholders to secure formulary access, and align with HQ functions to support GPO, IDN and distributor source contracts. They develop account plans, drive pull-through, and lead regional cross-functional collaboration to maximize opportunities within assigned hospital and biosimilar accounts.

Responsibilities

• Appropriate communication and collaboration with cross-functional colleagues (HSDs, HSD Leadership, AHS, Portfolio, Legal, Contract Development team, Pricing and Commercial Operations team and Strategy and Deployment team, Field Sales, et al) to support effective pricing/contracting strategy/discussions with Hospital & Biosimilars Key Accounts.
• Develop and execute focused and strategic account plans for all assigned accounts, with emphasis on compliant contracting discussions and contract pull-through.
• Engage appropriate executive and administrative level personnel within HSD accounts with respect to pricing/value messages for the full Hospital & Biosimilars portfolio (including Oncology and I+I biosimilars).
• Support the development/execution of effective contracting strategy on behalf of the full Biosimilars portfolio by representing the needs/perspectives of HSD accounts to HQ functions.
• Comply with all Corporate Policies and Procedures, maintaining integrity and high standards of business conduct.

Qualifications

• Required: 8 years of progressive experience in pharmaceutical sales, medical affairs, and/or corporate account management with customer-facing equivalence.
• Required: Including a minimum 3–5 years of direct biosimilars and Generic Sterile Injectables experience, including buy-and-bill strategies, and knowledge of regulatory pathways (FDA, EMA, Health Canada) and interchangeability requirements.
• Manufacturing and quality standards for biologics and generic sterile injectables, including comparability exercises.
• Commercialization strategies, market access, IDN and alternate site clinic negotiations, and formulary inclusion for biosimilars.
• Pharmacovigilance and post-market safety monitoring.
• Preferred: Oncology and/or Immunology & Inflammation therapeutic area expertise.
• Preferred: Proven success engaging Academic Medical Centers, IDNs, and large group practice community accounts.
• Preferred: Strong understanding of evolving US healthcare landscape and impact on organized provider accounts/customers.
• Preferred: Strong financial acumen and ability to deliver complex pricing/value messages in a compliant fashion.
• Preferred: Demonstrated ability to engage executive/administrative level personnel at large accounts and deliver customer impact.
• Preferred: Strategic thinking with ability to develop and monitor stakeholder business plans; strong project management skills; ability to lead cross-functional teams.
• Preferred: Collaboration skills across field and HQ to gain alignment and drive programs.

Education

• Bachelor’s Degree required
• MBA or relevant graduate degree preferred

Skills

• Business Acumen: knowledge of evolving healthcare market; ability to manage executive-level relationships and negotiate effectively; prioritize resources and develop actionable account plans.
• Financial Acumen
• Market and Business Strategy
• Account and Customer Management
• Functional Knowledge
• Data Analytics and Interpretation
• Strategic Perspective and Planning
• Critical and Analytical Thinking
• Execution and Measurement of Outcomes
• Relationship Management: persuasive communication, stakeholder management, networking
• Influencing and Leading without Authority
• Driving Ownership Culture: accountability, compliance, change leadership

Additional Requirements

• Geography includes New York, Maine, Vermont, New Hampshire, Massachusetts, Connecticut, Rhode Island, Virginia, North Carolina, West Virginia, Ohio, New Jersey, Delaware, Maryland, Pennsylvania