National Account Director, Northeast

Role Summary

National Account Director, Northeast responsible for supporting the development and implementation of global market access strategies and value propositions for oncology, maximizing product potential and patient access across markets. Build, develop, and manage relationships with Oncology Integrated Customers in assigned Northeast accounts (Massachusetts, Connecticut, New Jersey, New York, Rhode Island). Lead cross-functional account plans and align strategies with Medical, Sales, Marketing, and other functions. Travel up to 25% as needed.

Responsibilities

• Depending on the candidate’s qualifications and the final customer alignment, this position could be leveled as an Associate Key Account Director or Key Account Director
• Responsible for building, developing, and cultivating relationships with Oncology Integrated Customers
• Manage accounts including major cancer centers (community and IDN) and medium community cancer centers; oversee overall strategy and contract pull-through where appropriate
• Leverage relationships to generate increased demand and access for the Oncology portfolio by targeting influencers and decision-makers within the integrated customer environment
• Align strategies with Medical, Sales, and Marketing to support a coordinated customer engagement and appropriate product access and coverage
• Deliver on defined call plans to support key decision-makers and prescribers across assigned accounts, promoting the Oncology portfolio with internal partners in local geographies
• Engage and develop relationships with key influencers and decision-makers within accounts (e.g., Director of Pharmacy, Oncology department heads, Medical/P&T committees)
• Build and manage account profiles detailing protocols, pull-through targets, product placement on pathways, and identification of key decision-makers
• Act as cross-functional lead for each account, maintaining the cross-functional strategic account plan and ensuring functions execute against objectives
• Use in-person tactics to execute account plans, conduct regular account visits, manage contract strategy where appropriate, and provide clinical information to treatment decision-makers
• Lead strategic launch planning to meet the needs of Integrated Customers, collaborating across Sales, Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, and Marketing to support launch strategies

Qualifications

• Required: Bachelor's Degree and 12 Years’ Experience OR Master’s Degree and 10 Years’ Experience OR Ph.D. and 8 Years’ Experience
• Preferred: Previous account management/managed markets experience
• Preferred: Oncology experience
• Preferred: Advanced degree (MBA, PharmD, etc.)
• Preferred: 7 years related oncology experience in the pharmaceutical industry/sales/sales management (IV oncology strongly preferred)
• Preferred: 2 years of direct experience in a corporate/region/national/key account role (Direct Access, Payer or health system experience)
• Preferred: Experience managing customer relationships in Oncology
• Preferred: Ability to Inspire, Influence and Lead without authority
• Preferred: Experience executing physician networks, GPO contracting, and account management strategic plans
• Preferred: Biotech or pharmaceutical US marketplace oncology launch experience required
• Preferred: Excellent interpersonal, oral, and written communication skills with data synthesis and clear direction
• Preferred: Superior negotiation skills, business acumen, and analytical ability
• Preferred: Strong project management, multi-tasking, and prioritization with deliverables across multiple customers
• Preferred: Self-motivated with strong organizational skills; able to work independently and in a matrix team
• Preferred: Ability to travel up to 25% with overnight travel

Additional Requirements

• Travel up to 25% of the time with potential overnight travel