Director, Key Account Management – South Atlantic

Incyte; United States; On-site; USD 190,000 - 240,000; Full time

Job summary

The Director of Corporate & GPO Accounts at Incyte will lead national and regional account strategies for the Oncology portfolio, aligning Market Access with Brand Strategy, Sales Operations, and Medical Affairs to maximize patient access and product launches.

This role requires strong negotiation skills, extensive experience with GPOs/IDNs, and the ability to build executive relationships with corporate and account leadership while guiding pull-through initiatives across accounts.

Qualifications

• Superb oral and written communication skills.
• Ability to multi-task and work under pressure.
• Demonstrated negotiation skills.
• Existing relationship with marketplace stakeholders.
• Knowledge of Oncology sGPO/acute GPOs, Medicaid/Medicare reimbursement model and programs, Oncology State Societies, Oncology Physician Networks, emerging Clinical Pathways, IDNs, 340B and product distribution (Specialty Pharmacies).
• High level of proficiency in Microsoft Office and standard programs (Word, Excel, Power point).
• Experience as a National/Strategic Account Manager in oncology.
• Experience in the market access segments of the business: Oncology GPOs/IDNs.

Responsibilities

• Understand and help create field sales access & HQ opportunities.
• Negotiate contract services for the Incyte Oncology Portfolio on behalf of Market Access and coordinate with legal for contract review & execution; manage the relationship with the account for all means of the services contract(s).
• Primary focus at launch/new indications will be to focus on identifying opportunities and services provided by the Corporate & GPO Accounts and present to the Market Access, Brand Strategy, and Sales Operations Teams to support launch initiatives.
• Identify initiatives and services provided by the corporate accounts that align to the Market Access & Distribution, Brand Strategy & Marketing/Sales Operations business needs & support the Incyte Oncology Portfolio.
• Coordinate with the internal/external customers on communication of GPO initiatives and pull-thru strategies.
• Manage all aspects of the GPO Agreements.
• Conduct quarterly business reviews across the Incyte Oncology Portfolio with accounts and review performance of GPO aligned account sales channels.
• Ensure and drive consistent implementation of account strategy across the Incyte Oncology Portfolio with respect to pull through at the corporate account level, GPO/Alliance member accounts while establishing critical relationships with a variety of internal & external stakeholders: Account Executive Leadership, Market Access & Distribution Team, Field Sales, brand team, and medical affairs.
• Responsible and accountable for the successful creation and implementation of the strategic and tactical plan for a national/regional corporate account(s) across inline & launch readiness of the Incyte Oncology Portfolio.
• Ability to effectively negotiate with internal and external customers and provide leadership recommendations to the organization that positively impact the Incyte Oncology Portfolio business.
• Demonstrate command of oncology business acumen, considered a clinical subject matter expert and exhibits executive presence.
• Participate in Product Strategy & Channel Marketing Planning initiatives and presents on behalf of Market Access.
• Identify and deliver new national/regional level program(s) with significant business impact.
• Collaborate with Market Access, Product Strategy, Sales and Medical Affairs team members to identify opportunities and reduce barriers to accessing the Incyte Oncology Portfolio within aligned account(s).
• Demonstrate consistent high performance and accumulate a high quality body of work with national level/cross-functional team projects leading to significant business impact as recognized by Market Access Leadership or US Business.
• Participate in and coordinate activities at assigned customer meetings or other industry meetings.
• Establish strong customer management skills and relationships with Corporate & GPO Accounts.
• Lead GPO contract pull-thru at the national level, set the strategy for the regional strategic accounts with Medically Integrated Dispensing Pharmacies.
• Proactively identify issues and challenges with accounts and engage appropriate resources in HQ for development of customer solutions.
• Promotional messaging for the Incyte Oncology Portfolio.

Skills

Communication skills

Multi-tasking

Negotiation skills

Relationship building

Oncology GPO knowledge

Microsoft Office

National/Strategic Account management

Market access experience

Stakeholder management

Tools

Microsoft Office

Job description

Overview

A global biopharmaceutical company on a mission to Solve On, Incyte follows science to find solutions for patients with unmet medical needs. Through the discovery, development, and commercialization of proprietary therapeutics, Incyte has established a portfolio of first-in-class medicines for patients and a strong pipeline of products in Hematology, Oncology and Inflammation and Autoimmunity

Headquartered in Wilmington, Delaware, Incyte has operations in North America, Europe, and Asia.

Territory: South Atlantic

States: North Carolina, South Carolina, and Tennessee

Travel: Approximately 60%

Overview

A global biopharmaceutical company on a mission to Solve On, Incyte follows science to find solutions for patients with unmet medical needs. Through the discovery, development, and commercialization of proprietary therapeutics, Incyte has established a portfolio of first-in-class medicines for patients and a strong pipeline of products in Hematology, Oncology and Inflammation and Autoimmunity

Job Summary (Primary Function)

The Director of Corporate & GPO Accounts is responsible for managing the c-suite and pharmacy relations within national accounts, regional accounts and GPOs/Oncology Alliances for the Incyte Oncology Portfolio. In addition, this position provides critical competitive intelligence within the Market Access marketplace.

Essential Functions Of The Job (Key Responsibilities)

• Understand and help create field sales access & HQ opportunities, to enhance the current
• Negotiate contract services for the Incyte Oncology Portfolio on behalf of Market Access and coordinate with legal for contract review & execution; manage the relationship with the account for all means of the services contract(s).
• Primary focus at launch/new indications will be to focus on identifying opportunities and services provided by the Corporate & GPO Accounts and present to the Market Access, Brand Strategy, and Sales Operations Teams to support launch initiatives.
• Identify initiatives and services provided by the corporate accounts that align to the Market Access & Distribution, Brand Strategy & Marketing/Sales Operations business needs & support the Incyte Oncology Portfolio.
• Coordinate with the internal/external customers on communication of GPO initiatives and pull-thru strategies.
• Manage all aspects of the GPO Agreements.
• Conduct quarterly business reviews across the Incyte Oncology Portfolio with accounts and review performance of GPO aligned account sales channels.
• Ensure and drive consistent implementation of account strategy across the Incyte Oncology Portfolio with respect to pull through at the corporate account level, GPO/Alliance member accounts while establishing critical relationships with a variety of internal & external stakeholders: Account Executive Leadership, Market Access & Distribution Team, Field Sales, brand team, and medical affairs.
• Responsible and accountable for the successful creation and implementation of the strategic and tactical plan for a national/regional corporate account(s) across inline & launch readiness of the Incyte Oncology Portfolio.
• Ability to effectively negotiate with internal and external customers and provide leadership recommendations to the organization that positively impact the Incyte Oncology Portfolio business.
• Demonstrate command of oncology business acumen, considered a clinical subject matter expert and exhibits executive presence.
• Participate in Product Strategy & Channel Marketing Planning initiatives and presents on behalf of Market Access.
• Identify and deliver new national/regional level program(s) with significant business impact.
• Collaborate with Market Access, Product Strategy, Sales and Medical Affairs team members to identify opportunities and reduce barriers to accessing the Incyte Oncology Portfolio within aligned account(s).
• Demonstrate consistent high performance and accumulate a high quality body of work with national level/cross-functional team projects leading to significant business impact as recognized by Market Access Leadership or US Business.
• Participate in and coordinate activities at assigned customer meetings or other industry meetings.
• Establish strong customer management skills and relationships with Corporate & GPO Accounts.
• Lead GPO contract pull-thru at the national level, set the strategy for the regional strategic accounts with Medically Integrated Dispensing Pharmacies.
• Proactively identify issues and challenges with accounts and engage appropriate resources in HQ for development of customer solutions.
• Promotional messaging for the Incyte Oncology Portfolio.

Qualifications (Minimal acceptable level of education, work experience, and competency)

• 60% Travel requirements.
• Superb oral and written communication skills.
• High level of communication skills and ability to work with various stakeholders internally and externally.
• Ability to multi-task and work under pressure.
• Demonstrated negotiation skills.
• Existing relationship with marketplace stakeholders.
• Knowledge of Oncology sGPO/acute GPOs, Medicaid/Medicare reimbursement model and programs, Oncology State Societies, Oncology Physician Networks, emerging Clinical Pathways, IDNs, 340B and product distribution (Specialty Pharmacies).
• High level of proficiency in Microsoft Office and standard programs (Word, Excel, Power point).
• Experience as a National/Strategic Account Manager in oncology required.
• Experience in the market access segments of the business: Oncology GPOs/IDNs.

Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.

Incyte Corporation is committed to creating a diverse environment and is proud to be an equal opportunity employer.

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