Global Hospital & Biosimilars Health System Director West

Role Summary

Global Hospital & Biosimilars Health System Director West will lead pricing and contracting discussions for the biosimilar portfolio with Key Accounts, engaging executives and administrators to secure formulary access and pull-through. The role collaborates across Field Sales, Marketing, Pricing, Contract Development, and Strategy Deployment, and aligns with HQ teams to support compliant and effective contracts with GPOs, IDNs, and distributors. It includes developing regional hospital and biosimilar strategies, guiding pull-through efforts with cross-functional teams, and participating in Regional Account cross-functional initiatives. The position focuses on large hospital systems, IDNs, and oncology service lines within assigned regions.

Responsibilities

• Appropriate communication and collaboration with cross-functional colleagues to support pricing/contracting strategy/discussions with Hospital & Biosimilars Key Accounts.
• Develop and execute focused strategic account plans for assigned accounts, emphasizing compliant contracting discussions and contract pull-through.
• Engage executive and administrative level personnel within HSD accounts with respect to pricing/value messages for the full Biosimilars portfolio when directed.
• Support the development and execution of contracting strategy for the full Biosimilars portfolio by representing HSD account needs to HQ-based functions.
• Comply with all Corporate Policies and Procedures while maintaining 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: 3–5 years of direct biosimilars and Generic Sterile Injectables experience, including buy-and-bill strategies; 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.
• Required: Commercialization strategies, market access, IDN 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, including Healthcare Reform, and its impact on provider accounts/customers.
• Preferred: Strong financial acumen and ability to deliver complex pricing/value messages in a compliant manner.
• Preferred: Demonstrated ability to engage executive/administrative level personnel at large accounts and deliver customer impact.
• Preferred: Strategic thinking with ability to formulate, develop, write, communicate, and monitor stakeholder business plans.
• Preferred: Experience executing and overseeing highly complex programs and projects; strong project management skills.
• Preferred: Success collaborating across organization lines (field and HQ) and leading cross-functional teams.

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 with key accounts; negotiation and account-level planning.
• Financial Acumen
• Market and Business Strategy
• Account and Customer Management
• Functional Knowledge
• Data Analytics and Interpreting
• Strategic Perspective and Planning
• Critical and Analytical Thinking
• Execution and Measurement of Outcomes
• Value Proposition Management
• Networking
• Stakeholder Management
• Influencing and Leading without Authority
• Self-Awareness
• Seizes Accountability
• Commitment to Compliance
• Embraces Courage, Excellence, Equity and Joy