Director, Oncology National Accounts — Strategic Access

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

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