Head of Strategic Accounts (Ophthalmology)

Celltrion USA; United States; On-site; USD 180,000 - 240,000; Full time

Job summary

Celltrion USA, headquartered in New Jersey, seeks a strategic executive to lead ophthalmology account strategy at the national level. The role focuses on launching and expanding use within large networks and IDNs, driving adoption across sites, and guiding market access and contracting efforts.

The position requires deep biosimilars experience, strong executive communication, and a proven ability to build relationships with senior decision-makers in community clinics and health systems.

Qualifications

• Extensive knowledge of biologics and biosimilars in ophthalmology or related fields.
• Proven track record in national-level strategic account planning and execution.
• Experience engaging C-suite and senior leaders in large networks/IDNs.
• Strong ability to develop and coach field teams for broad adoption and market access.

Responsibilities

• Develop and implement account-level business plans for large Ophthalmology networks and IDN divisions.
• Drive network-wide conversions and site-level adoption across multiple facilities.
• Lead negotiations with Market Access and contracting to secure favorable terms.
• Analyze data and report progress to senior leadership on key account metrics.
• Manage Ophthalmology Key Account Directors to maximize nationwide opportunities.

Skills

Biologics knowledge

Biosimilars experience

Executive communication

Strategic account planning

National account leadership

Education

Bachelor’s Degree in business

Job description

Celltrion USA is Celltrion’s U.S. subsidiary established in 2018. Headquartered in New Jersey, Celltrion USA is committed to expanding access to biologics to improve care for U.S. patients. Celltrion USA will continue to leverage Celltrion’s unique heritage in biotechnology, supply chain excellence, and best-in-class sales capabilities to improve access to high-quality biopharmaceuticals for U.S. patients. Celltrion Healthcare, which suggested a new growth model in the Korean biopharmaceutical industry through biosimilars, is now advancing to new challenges to become a global pharmaceutical provider. Just as it has overcome many obstacles in the past, Celltrion Healthcare will successfully pave the path for global direct selling, which has never been achieved yet by Korean biopharmaceutical companies. As it continues to surpass its current success, Celltrion Healthcare will take a leap forward to become a leading global biopharmaceutical company.

Celltrion Healthcare provides biosimilar and innovative biopharmaceutical medications to help increase patient access to advanced therapies around the world.

POSITION SUMMARY

Reporting to the VP of Sales, the Head of Strategic Accounts, Ophthalmology (Executive Director, National) is responsible for driving the launch, adoption and uptake within the organization’s largest and most strategic accounts by converting these networks and systems. The primary focus of this role is the strategic engagement of large Ophthalmology networks and divisions both in the community clinic space as well as Integrated Delivery Networks (IDNs), to secure network-wide conversions and cascade adoption across affiliated sites and surrounding accounts.

This role is pivotal in fostering executive and provider relationships, executing market access strategies, and ensuring the successful product launch. The Head of Strategic Accounts, Ophthalmology operates in the complex biosimilars space and is accountable for analyzing sales data to identify and prioritize conversion opportunities that deliver business growth across the nation.

KEY ROLES AND RESPONSIBILITIES

Strategic Planning and Execution

• Develop and implement comprehensive account-level business plans that prioritize the highest-opportunity large Ophthalmology networks and IDN divisions, aligned with national objectives and local market dynamics.
• Drive conversion by sequencing tactics to support adoption across all sites of care within large networks and IDN systems.
• Identify opportunities and strategies to improve the positioning of product at the network and system level.
• Pan for account-based sales, forecast business and market outcomes to successfully navigate competitive markets.
• Recruit, coach, develop and manage the Ophthalmology Key Account Director team to maximize opportunities nationally.
• Strives to win network conversions, formulary/access wins, contracted-account activation, site-level adoption, volume growth via compliant, profitable execution.

Stakeholder Engagement

• Leads customer strategy and internal as well as external engagement while operating within established pricing, contracting, and compliance governance.
• Establish and maintain relationships with senior decision-makers across large Ophthalmology networks, including executive leadership, physician leaders, practice administrators and centralized purchasing teams who influence buy-and-bill purchasing decisions.
• Engage both community and IDN decision-makers and processes at the system level, including Ophthalmology division and service line leadership, P&T committees, pharmacy directors, GPOs and procurement.
• Collaborate with cross-functional teams (e.g. Market Access, Marketing) within an integrated account engagement model to deliver cohesive value propositions.

Collaborate with Market Access & Contracting

• With Market Access, lead negotiations and manage contracts within the largest key accounts to ensure favorable terms that support network-wide adoption.
• Monitor and address reimbursement, prior authorization and access challenges, working closely with internal teams.
• Engage HCPs and pharmacists in dialogue about approved indications, interchangeability, indication extrapolation, and product efficacy/safety profiles to support on-label prescribing for appropriate patients.
• Understand how patient support programs (PSP) work and collaborate with PSP providers and internal teams to support continuity of care and patient access.

Data Analysis and Reporting

• Analyze trends, network- and account-level volume, competitive landscape and conversion performance to target and prioritize accounts.
• Provide regular reports to senior leadership on key account metrics and conversion progress.

Manage the Ophthalmology Key Account Directors as needed for community-level pull-through and biologic conversion.

WORK EXPERIENCE

• Minimum of 15 years of experience in Pharma-Commercial, including pre-launch, launch, and post-launch of products.
• Demonstrated experience working with large Ophthalmology networks and divisions at large IDNs is required.
• Experience launching and growing specialty biologics in the ophthalmology, retina, biosimilars, or provider-administered specialty biologics is strongly preferred.
• Experience selling or managing key accounts in a buy-and-bill, provider-administered specialty environment is strongly preferred.
• Track record of securing network-wide or system-level product commitments within large community clinics, IDNs and health systems, including relationship development at the C-suite level, is strongly preferred.
• Experience leading, coaching, or developing sales professionals within a commercial organization is a plus.

SKILLS AND SPECIFICATIONS

• Extensive knowledge and experience in biologics, biosimilars, and the full life cycle of product launch and post-launch.
• Solid business acumen, including the ability to access and interpret company provided account and territory data to incorporate into strategic account planning and execution.
• Both a team player and an individual contributor.
• Demonstrated excellent interpersonal, written, verbal, and visual communication and presentation skills, with the executive presence to engage C-suite and physician leadership.
• Ability to handle multiple tasks and prioritize accordingly.
• Advanced negotiation and contracting skills suited to complex, multi-site networks and health systems.
• Demonstrated success operating in complex, matrixed organizations with the ability to lead through influence across cross-functional teams.

EDUCATION

• Bachelor’s Degree required in business or related field; advanced degrees, MBA, MS in business or related field is a plus.

CORE COMPETENCIES

• Communication - clear, concise, and ability to motivate; ability to articulate about the company and products.
• Knowledge - understanding the product portfolio.
• Collaboration - ability to communicate across functions and at all levels in the organization.
• Compliance – understands industry regulations to maintain compliance.
• Nimbleness – an ability to be adaptive and responsive to changing conditions in order to seize opportunities and overcome challenges.

Celltrion USA is an equal opportunity employer. It is our policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.