Partner, National GPO and Key Accounts

astellas; Illinois; Hybrid; USD 177,000 - 253,000; Full time

Benefits offered by this job

Medical, Dental, Vision

Generous PTO

401(k) match

Life insurance

Bonus programs

Fleet vehicle

Referral bonus

Job summary

Astellas is seeking a seasoned Partner for National GPO & Key Accounts in the United States. The role focuses on expanding Oncology and Retina market reach through strategic contract execution with major GPOs and affiliated members.

Regular interaction with senior executives and cross-functional teams drives planned business growth and value delivery. The position requires 10+ years in pharma or related business, strong leadership, and >50% travel with hybrid work options.

Qualifications

• Proven ability to develop and execute strategic plans.
• Strong negotiation, analytical and business acumen.
• Exceptional relationship-building with clinical and stakeholder groups.

Responsibilities

• Plan, negotiate and manage profitable relationships with assigned accounts.
• Meet with senior executives to identify opportunities and align needs.
• Execute Key Account Management strategy and achieve objectives.
• Coordinate contract evaluation and implementation.
• Present clinical information and contract proposals effectively.

Skills

Account management

Contract negotiations

Strategic planning

Relationship building

Project management

Education

Bachelor's degree in business, Life Sciences or related Field

Job description

Partner, National GPO and Key Accounts

About Astellas

Astellas is a global life sciences company committed to turning innovative science into VALUE for patients. We provide transformative therapies in disease areas that include oncology, ophthalmology, urology, immunology and women's health. Through our research and development programs, we are pioneering new healthcare solutions for diseases with high unmet medical need. Learn more at Astellas.com.

Are you driven to make a real difference in the lives of patients?

We're seeking passionate individuals who thrive in dynamic environments, embrace new ideas, and aren't afraid to take intelligent risks. People who act with unwavering integrity and are deeply committed to making a tangible impact.

Purpose & Scope

The Partner, National GPO & Key Accounts primary responsibilities are to enable demand and grow the Oncology and Retina market through contract execution and pull through with assigned Oncology Corporate Accounts and aligned members (including Oncology and Urology GPOs, Retina GPOs, key community Oncology and Urology member practices and affiliated members). Additional responsibilities are to ensure Astellas Retina and Oncology products are appropriately positioned within said GPOs and affiliated members; establish strategic business relationships with key customers, to include but not limited to, CEOs, COOs, CFOs, Board of Directors, key physician leaders, key pharmacists, nurses and Business Development officers; collaborate with Retina and Oncology Market Access Team members, Specialty, Health Systems, Membership, and Medical team members and/or other stakeholders as required.

The Partner must possess expert working knowledge of the current market landscape to include value-based reimbursement models, Oral and Infused models, and other alternative payment models. Specifically, payment models impacting our customers.

Role and Responsibilities

• Plan, initiate, negotiate and manage profitable business relationships with assigned accounts to meet or exceed objectives (McKesson GPO experience preferred supporting US Oncology and like groups).
• Meet with senior level executives at assigned accounts to identify opportunities, develop alliances and ensure customer needs are met.
• Execute upon set Key Account Management strategy and ensure that individual business goals and objectives for assigned accounts are achieved.
• Negotiate, manage, and coordinate contract evaluation and implementation at assigned accounts.
• Expert level presentation communication of clinical educational information and contract proposals to assigned accounts.
• Expert level Project Management skills to identify, develop and execute opportunities with key stakeholders including assigned accounts and other strategic partners.
• Advance strategic customer relationships towards true partnerships through development of senior executive relationships and involvement between Astellas and accounts.
• Collaborate with Regional Key Account Leads within Astellas for both Oncology and Retina to assess, develop and execute on opportunities at the member level with an emphasis on GPO and large aggregator linked KOLs.
• Collaborate with Internal Partners, Vendors and Field Sales organization to manage projects and conferences.
• Collaborate and coordinate account specific plans with Astellas stakeholders including Field Sales, Account Managers, and Marketing to achieve our strategic objectives and sales goals.
• Identify and develop opportunities to align brand initiatives with GPO capabilities that align with our brand objectives (DSA educational programs, Patient Identification initiatives, PIE presentations)
• Contract management responsibilities: Ensure timely data submission per the contract working closely with AST GPO stakeholders.
• Monitor sales and expense budgets for the assigned accounts.
• Monitor performance to ensure objectives are met or exceeded.
• Create and regularly update Account Business Plans.
• Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to Market Access Leadership
• Raise awareness of customer imperatives and effectively communicate their business strategy and value propositions to Health Systems Leadership
• Attend and work key professional society and/or GPO meetings or both.

Quantitative Dimensions:

• Maximizing Sales Performance (Market Share, Units, Profitability) with assigned customers
• Developing strong business-centric, collaborative relationships with customers, both external and internal Matrix Partners.
• Demonstrated Leadership and "taking charge" of driving customer business performance through collaborative initiatives.

Organizational Context:

• High level Individual contributor role
• Reports to Head, National GPO & Key Accounts.

Required Qualifications

• Minimum of 10+ years of Pharmaceutical or equivalent business experience with a strong track record of success in account management or leadership roles (6+ years in a senior capacity).
• Proven ability to develop and execute strategic plans that drive business outcomes and meet market demands.
• Strong negotiation, analytical, and business acumen to effectively navigate complex customer environments and optimize contract execution.
• Exceptional ability to build relationships based on trust, knowledge and influence, with both clinical and other key stakeholders.
• Track record of success in contract implementation and sales growth, demonstrating accountability for achieving objectives.
• High-Level organizational and project management skills, capable of managing multiple complex projects simultaneously with competing timelines.
• D., or Bachelor's degree in business, Life Sciences or related Field.
• Ability to travel > 50% of the time and maintain a valid driver’s license.
• Ability to travel on weekends as needed to attend strategic customer events such as conferences, summits, or other strategic meetings.

Preferred Qualifications

• Community GPO experience and relationships. (McKesson GPO preferred.)
• Contract experience with GPOs or other related contract experience and proven pull-through in Oncology, Urology and Retina markets.
• Experience and deep experience and understanding of the Oncology/Urology and Retina Therapeutic areas.
• Strong leadership and experience in leading cross-functional Matrix Teams and driving organizational change and success.

Location and Working Environment:

• This position is a field-based role and will require regular travel across the United States.
• At Astellas, we recognize the importance of work/life balance and are proud to offer a hybrid working solution allowing you the flexibility to work from home, but living in a location that allows for extensive travel in a city that is a major airport hub will allow you to find that work/life balance.

What awaits you at Astellas?

• Global collaboration: Become part of a connected global business of like-minded life science leaders, all dedicated to improving patients' lives worldwide.
• Real-world patient impact: Contribute to transformative therapies that reach patients around the world, knowing your work makes a difference every day.
• Relentless Innovation: Join a company at the forefront of scientific breakthroughs, where you'll have the opportunity to shape the future of healthcare.
• A Culture of Growth: Chart your own course within a supportive environment that values your contributions, champions your development, and empowers you to pursue your passions.

Our Organizational Values and Behaviors

Values:

Innovation, Integrity and Impact sit at the heart of what we do.

Behaviors:

We come together as 'One Astellas', working with courage and a sense of 'urgency'. We are outcome focused and consistently take 'accountability' for our personal contribution.

Salary Range

$176,750 - 252,500 (Final compensation will be determined based on a variety of factors, including but not limited to skills, experience and organizational equity considerations.)

Benefits:

• Medical, Dental and Vision Insurance
• Generous Paid Time Off options, including Vacation and Sick time, plus national holidays including year-end shut down
• 401(k) match and annual company contribution
• Company paid life insurance
• Annual Corporate Bonus and Quarterly Sales Incentive for eligible positions
• Long Term Incentive Plan for eligible positions
• Company fleet vehicle for eligible positions
• Referral bonus program