Global Hospital & Biosimilars Health System Director East

Role Summary

Global Hospital & Biosimilars Health System Director East is responsible for leading pricing and contracting discussions with Key Accounts in support of the biosimilar portfolio. The role engages executive and administrative stakeholders in healthcare systems to secure formulary access and appropriate pull-through, coordinating with HQ and cross-functional teams on contracting strategies for GPOs, IDNs, and distributors. The Director develops hospital and biosimilar account strategies, drives pull-through in collaboration with field teams, and participates in regional cross-functional leadership for account planning and execution.

Responsibilities

• Appropriate communication and collaboration with cross-functional colleagues to support effective pricing/contracting strategy and discussions with Hospital & Biosimilars Key Accounts.
• Develop and execute focused, strategic account plans for assigned accounts, with emphasis on compliant contracting discussions and contract pull-through.
• Engage executive and administrative level personnel within HSD accounts with respect to pricing/value messages in support of the full Hospital & Biosimilars portfolio (including Oncology and immunology/biologics products), as directed by the HSD Team Lead.
• Support development/execution of effective contracting strategy on behalf of the full biosimilars portfolio by representing the needs/perspectives of HSD accounts to HQ-based functions.
• Comply with Corporate Policies and Procedures, conducting job activities with integrity and adherence to 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 responsibility.
• Required: Minimum 3–5 years of direct biosimilars and generic sterile injectables experience, including buy-and-bill strategies, with knowledge of regulatory pathways (FDA, EMA, Health Canada) and interchangeability requirements.
• Required: 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 healthcare reform impact on provider accounts/customers; strong financial acumen for delivering pricing/value messages in a compliant manner; demonstrated ability to engage executive personnel at large accounts and deliver customer impact.
• Preferred: Strategic thinking with ability to formulate, develop, write, communicate, and monitor stakeholder business plans; experience leading cross-functional teams and managing complex programs/projects.

Education

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

Skills

• Business Acumen: knowledge of evolving healthcare market and ability to manage executive-level relationships with key accounts; strong account management and negotiation skills.
• 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, and networking
• Value Proposition Management
• Influencing and Leading without Authority
• Driving Ownership Culture: accountability, compliance, change leadership
• Self-Awareness and Commitment to Compliance