Global Hospital & Biosimilars Health System Director West

Role Summary

Global Hospital & Biosimilars Health System Director West is responsible for collaborating with cross-functional teams to support effective and compliant pricing and contracting discussions with Key Accounts for the biosimilar portfolio. The role engages executive and administrative stakeholders in key accounts to communicate pricing/value propositions and secure formulary access, while aligning with HQ functions to support contracts across GPO, IDN, and Distributor sources. The role also leads regional hospital/biosimilar strategies, drives pull-through initiatives, and participates in regional cross-functional teams to optimize opportunities across assigned accounts.

Responsibilities

• Appropriate communication and collaboration with cross-functional colleagues to support pricing/contracting strategy and discussions with Hospital & Biosimilars Key Accounts.
• Develop and execute focused strategic account plans for all assigned accounts, emphasizing 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.
• Support the development and execution of contracting strategy for the full Biosimilars portfolio by representing the needs/perspectives of HSD accounts to HQ-based functions.
• Adhere to 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 responsibilities.
• 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.
• Required: Manufacturing and quality standards for biologics and generic sterile injectables, including comparability exercises; commercialization strategies, market access, IDN and alternative 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, Healthcare Reform, and impact on organized 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 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/projects; strong project management skills.
• Preferred: Collaborative skills across field and HQ; ability to lead 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; account management and negotiation skills; prioritization of resources and actionable account plans.
• 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
• Relationship Management: Building trusting relationships, persuasive communication, stakeholder management, and influencing without authority
• Value Proposition Management
• Networking
• Stakeholder Management
• Driving Ownership Culture: Accountability, compliance, change agility, and leadership without formal authority