Director, Oncology National Accounts

Boehringer Ingelheim Pharmaceuticals, Inc.; Ridgefield (CT); On-site; USD 230,000 - 345,000; Full time

Job summary

Boehringer Ingelheim Pharmaceuticals, Inc. is seeking a Director, Oncology National Accounts to lead strategic plans for National PBM and GPO accounts and to negotiate and maintain contracts across channels.

You will collaborate with Value and Access, HEOR, Sales, Contracting, and other stakeholders to drive account sales and formulary attainment. The role requires extensive experience in pharmaceutical sales, strategic account management, and strong negotiation abilities, with a focus on

Qualifications

• Bachelor's degree required; Advanced degree preferred.
• Minimum of ten (10) years successful pharmaceutical sales experience or equivalent experience from Payor, PBM organization.
• Minimum of six (6) years successful Strategic Account Management experience.
• Three (3) years of experience leading a team (preferred).
• Two (2) years of experience as a Sr. Associate Director, National Accounts (Boehringer internal candidate requirement).
• Proven track record of successful large account management.
• Superior interpersonal and communication skills, with the ability to build relationships and influence decision-makers.
• Excellent analytical, problem solving, written and verbal communication skills.
• Solid working knowledge of government laws and regulations to strategically manage and negotiate the Medicare Part D government contract.
• Well-developed business acumen to navigate commercial (private) and public policies to bring value to customers and Boehringer.
• Existing relationships with top US payors and experience working across commercial health plans, PBMs/GPOs, Medicare/Part D, and Medicaid segments of the national account.
• Highly developed negotiation and contracting skills and ability to make sound business arguments to influence external decision makers.
• Proficiency in Excel, PowerPoint, Word, Outlook.
• Delivers expert knowledge in the use of data, evidence-based research, industry benchmarks, and independent decision-makers to make critical decisions that align with customer needs.
• Ensures continued progress towards an effective execution of shared accountabilities.
• Orchestrates activities with internal stakeholders to execute targeted actions against goals in coordination with other external stakeholders.
• Adjust plans & resourcing as new information becomes available to meet critical milestones.
• Positions Boehringer as a trusted advisor, contributor and resource in improving patient outcomes.
• Connects siloed stakeholders, data, and systems to better meet patient needs while advancing customer and Boehringer priorities.

Responsibilities

• Strategic Account Planning: Analyze and synthesize information from multiple sources to understand the priorities, drivers, pressures and the holistic needs of customers.
• Strategic Account Planning: Assess PBM and GPO customer expectations and current attitude towards Boehringer products to drive growth for in-line brands.
• Strategic Account Planning: Drive the design of account access strategies that are grounded in unmet patient needs, customer priorities and a clear clinical data value story.
• Strategic Account Planning: Monitor changes in the regulatory environment and healthcare trends, interpret how they can have an impact on the account and open the door to new opportunities, and then update the account plan accordingly as needed.
• Formulary Position and Access: Plan, initiate, and conduct account negotiations and lead all contracting efforts for each product.
• Formulary Position and Access: Lead RFP process, contracting/financial modeling discussions, and business case development by analyzing and assessing contract strategy and profitability.
• Formulary Position and Access: Develop and implement strategies to increase market access for existing and new products to obtain positive formulary attainment.
• Key Customer Engagement and Relationship Management: Own all access stakeholder relationships.
• Key Customer Engagement and Relationship Management: Build deep, trusted relationships and advocacy with key account stakeholders through ongoing collaboration centered on improving patient outcomes and delivering joint value for both the customer and Boehringer.
• Key Customer Engagement and Relationship Management: Engage with payors to troubleshoot and optimize access decisions in a compliant manner.
• Create and present a profitable business case to Sr. Leadership: Work cross-functionally to financially model and assess formulary risk for the account and the impact to profitability.
• Contract Negotiations: Compliantly negotiate profitable and optimal formulary access, protective and profitable contract language and achieve business case outcomes approved by Senior Leaders.
• Contract Negotiations: Complete and submit national payor RFP to customers (payor, GPO, health plan along with custom clients where appropriate).
• Dispute Negotiation: Work with accounts to navigate contracts disputes (e.g. 340B and long-term care (LTC)) with high dollar volume in the range of $100M-$500M.
• Establish contract language that protects Boehringer: Work collaboratively with leadership across contract operations, legal, and the contract analyst to ensure contract language aligns with Boehringer's best interest and provides maximum flexibility for future strategies (e.g., Authorized generic, brand over generic or selling the assets as well as rates in the contract.).
• Cross-Functional Orchestration: Provide customers with access to a robust network of experts across several specializations to advance customer ambitions.
• Cross-Functional Orchestration: Bring cross-functional partners into customer and account discussions, decisions and account planning while reinforcing an enterprise view.
• Cross-Functional Orchestration: Collaborate cross functionally with medical and commercial functions to develop value propositions and messages tailored to multiple stakeholders including payors, clinicians, pharmacists and policy makers.
• Cross-Functional Orchestration: Pursues adherence of Boehringer core values and demonstrates high ethical and performance standards with all business contacts, as well as with internal stakeholders.

Skills

Strategic Account Planning

RFP process

Contract Negotiations

Formulary Access

Data Analysis

Cross-functional Leadership

Education

Bachelor's degree

Advanced degree preferred

Tools

Excel

PowerPoint

Job description

Compensation Data

The base salary range for this position is $230,000 to $345,000. The position may be eligible for a role-specific discretionary bonus, relocation assistance, and/or other compensation elements. We continuously review market data and may adjust salary ranges as needed in the future. Actual compensation will be based on job-related factors such as skills, experience, qualifications, and other factors permitted by law. Benefits include medical, dental, and vision coverage, retirement savings opportunities, paid time off, paid holidays, disability and life insurance benefits, and other company-sponsored benefits. For additional information regarding our benefits and Total Rewards offerings, please click here (https://www.boehringer-ingelheim.com/us/careers/explore-our-company/our-total-rewards) .

Description

As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development, and delivery of our products to our patients and customers. Our global presence provides an opportunity for all employees to collaborate internationally, offering visibility and the opportunity to directly contribute to the company's success. We realize that our strength and competitive advantage lie with our people. We support our employees in several ways to foster a healthy working environment, meaningful work, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

The Director, Oncology National Accounts as a member of the National Account team will lead, develop, and execute strategic plans for National PBM and GPO account. This role is accountable and responsible for the development, negotiation, execution, and maintenance of the contract across all channels for the national account. The incumbent will obtain, maintain, or create an advantage for Boehringer product access/reimbursement with the customer’s formulary and product guidelines. This is accomplished through collaboration with internal Value and Access Innovation and Strategy, Sales, Contracting, and HEOR stakeholders to achieve account sales performance targets.

As the Boehringer customer expert, the Director, Oncology National Accounts will influence and build enduring relationships with key customers, including C-Suite Executives.

Duties & Responsibilities

Strategic Account Planning:

• Analyze and synthesize information from multiple sources to understand the priorities, drivers, pressures and the holistic needs of customers.

• Assess PBM and GPO customer expectations and current attitude towards Boehringer products to drive growth for in-line brands.

• Drive the design of account access strategies that are grounded in unmet patient needs, customer priorities and a clear clinical data value story.

• Monitor changes in the regulatory environment and healthcare trends, interpret how they can have an impact on the account and open the door to new opportunities, and then update the account plan accordingly as needed.

Formulary Position and Access:

• Plan, initiate, and conduct account negotiations and lead all contracting efforts for each product.

• Lead RFP process, contracting/financial modeling discussions, and business case development by analyzing and assessing contract strategy and profitability.

• Develop and implement strategies to increase market access for existing and new products to obtain positive formulary attainment.

Key Customer Engagement and Relationship Management:

• Own all access stakeholder relationships.

• Build deep, trusted relationships and advocacy with key account stakeholders through ongoing collaboration centered on improving patient outcomes and delivering joint value for both the customer and Boehringer.

• Engage with payors to troubleshoot and optimize access decisions in a compliant manner.

Create and present a profitable business case to Sr. Leadership:

• Work cross-functionally to financially model and assess formulary risk for the account and the impact to profitability.

Contract Negotiations:

• Compliantly negotiate profitable and optimal formulary access, protective and profitable contract language and achieve business case outcomes approved by Senior Leaders.

• Complete and submit national payor RFP to customers (payor, GPO, health plan along with custom clients where appropriate).

Dispute Negotiation:

• Work with accounts to navigate contracts disputes (e.g. 340B and long-term care (LTC)) with high dollar volume in the range of $100M-$500M.

Establish contract language that protects Boehringer:

• Work collaboratively with leadership across contract operations, legal, and the contract analyst to ensure contract language aligns with Boehringer's best interest and provides maximum flexibility for future strategies (e.g., Authorized generic, brand over generic or selling the assets as well as rates in the contract.)

Cross-Functional Orchestration:

• Provide customers with access to a robust network of experts across several specializations (clinical, payor, policy, technology) to advance customer ambitions.

• Bring cross-functional partners into customer and account discussions, decisions and account planning while reinforcing an enterprise view. Collaborate with cross-functional teams (e.g., Medical Affairs, Marketing, Sales, etc.) to ensure alignment of Value and Access strategies with overall business objectives.

• Collaborate cross functionally with medical and commercial functions to develop value propositions and messages tailored to multiple stakeholders including payors, clinicians, pharmacists and policy makers.

• Pursues adherence of Boehringer core values and demonstrates high ethical and performance standards with all business contacts, as well as with internal stakeholders.

Requirements

• Bachelor's degree required; Advanced degree preferred.

• Minimum of ten (10) years successful pharmaceutical sales experience or equivalent experience from Payor, PBM organization.

• Minimum of six (6) years successful Strategic Account Management experience.

• Three (3) years of experience leading a team (preferred).

• Two (2) years of experience as a Sr. Associate Director, National Accounts (Boehringer internal candidate requirement).

• Proven track record of successful large account management.

• Superior interpersonal and communication skills, with the ability to build relationships and influence decision-makers.

• Excellent analytical, problem solving, written and verbal communication skills.

• Solid working knowledge of government laws and regulations to strategically manage and negotiate the Medicare Part D government contract.

• Well-developed business acumen to navigate commercial (private) and public policies to bring value to customers and Boehringer.

• Existing relationships with top US payors and experience working across commercial health plans, PBMs/GPOs, Medicare/Part D, and Medicaid segments of the national account.

• Highly developed negotiation and contracting skills and ability to make sound business arguments to influence external decision makers.

• Proficiency in Excel, PowerPoint, Word, Outlook.

• Delivers expert knowledge in the use of data, evidence-based research, industry benchmarks, and independent decision-makers to make critical decisions that align with customer needs.

• Ensures continued progress towards an effective execution of shared accountabilities.

• Orchestrates activities with internal stakeholders to execute targeted actions against goals in coordination with other external stakeholders.

• Adjust plans & resourcing as new information becomes available to meet critical milestones.

• Positions Boehringer as a trusted advisor, contributor and resource in improving patient outcomes.

• Connects siloed stakeholders, data, and systems to better meet patient needs while advancing customer and Boehringer priorities.

Eligibility Requirements

• Must be legally authorized to work in the United States without restriction.

• Must be willing to take a drug test and post-offer physical (if required).

• Must be 18 years of age or older.

Job function

Sales

Career level

Experienced professionals

Organization

BI Pharmaceuticals, Inc.

Working time

Full-Time

Job flexibility

Field

Boehringer Ingelheim is an equal opportunity global employer who takes pride in maintaining a diverse and inclusive culture. We embrace diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients, and communities. All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race, including natural hairstyles, hair texture and protective hairstyles; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law