Associate Director, Strategic Accounts
Posted on Apr 5, 2021 by Puma Biotechnology Inc
Reporting to the Director of Strategic Accounts, the Associate Director of Strategic Accounts (ADSA) will be accountable for leading and implementing Puma Biotechnology's commercial busines objectives with ION and ION member Oncology practices for NELRYNX®, an oral TKI indicated for women with HER2+ breast cancer.
The ADSA provides subject matter expert insights on strategic and operational oncology market issues and their potential impact on Puma Biotechnology. The ADSA will serve as the single point of contact for ION leadership and in key accounts assigned. The ADSA will work collaboratively with the Director of Strategic Accounts, VP of Sales, and key cross functional partners including, but not limited to, Field Managers, Marketing, Contracting, Trade, Access, and Medical (as appropriate) to develop account specific strategic and tactical plans and be accountable for the flawless execution of these plans.
This position will provide critical competitive intelligence within the assigned marketplace and assist in the development of the overall market access strategic plans for Puma Biotechnology as well as work cross functionally with internal customers to drive the national sales strategy within ION member practices. Requires greater than 50% travel and many weekend meetings throughout the year under normal circumstances but is working primarily virtually at this time.
Additional responsibilities include the following:
Contract support for GPO accounts: Develop understanding of relevant GPO member accounts to support GPO contracts and business reviews to ensure that Puma Biotechnology meets or exceeds all approved contracted goals in the assigned regional and parent national GPO accounts. Advise Puma sales and marketing executive management on contract terms to ensure appropriate direction on challenges and opportunities. Manage and coordinate customer and sales force expectations.
Account Planning: Develop account level business plans for targeted GPO and IDN member accounts based on needs of the account as identified by account requests such as the need for contract communication, access awareness and product awareness. Identification of contacts and understand key account stakeholders representing a broad range of functions and management levels, both internal and external. Support activities of strategic alliance partners within targeted accounts as applicable and approved. Provide guidance and assistance relative to company-wide and franchise-specific opportunities within targeted and assigned regional/national oncology accounts.
Resource Management: Coordinate efforts to leverage and/or maximize utilization of commercial resources with ION and ION member accounts. Assess and account for all commercial resources required to accomplish Puma Biotechnology commercial objectives.
Collaboration and Communication: Responsible to provide timely and accurate information regarding account-specific insights as well as global trade issues that impact Puma Biotechnology business. Communication flow will include all levels within Puma Biotechnology through the Director of Strategic Accounts to VP of Sales to the CCO. Cross functional collaboration with Field sales leadership, Marketing, Medical, Access, Contracting and Trade, and other appropriate functions is expected.
Business development: Assess key assigned regional IDN and national oncology GPO clients. Identify new customers or organizations with the potential to impact Puma Biotechnology business, work with leadership to build positive relationships.
The ADSA provides subject matter expert insights on strategic and operational oncology market issues and their potential impact on Puma Biotechnology oncology business to all level of Puma Biotechnology internal sales and marketing leadership. The ADSA will lead and coordinate Puma's presence and plans at ION National meetings, leveraging relationships to create engagement opportunities.
The ADSA will work directly with market access, marketing and sales colleagues as the primary lead of for key accounts assigned. The goal of the position is to minimize access barriers and promote/implement various programs and services to supplement the field sales force and management efforts.
Responsible and accountable for the successful implementation of the strategic and tactical plans for the account segments defined in this role
Responsible for developing and maintaining key business relationships with GPO's, distribution, and assigned strategic accounts.
Partner with Director of Strategic Accounts and VP of Sales to create business opportunities and build strategic partnerships with defined accounts.
Contribute to the development, negotiation, and implementation of innovative contracts to support brand strategies and successfully coordinate pull through activities.
Collaborate appropriately with market access, marketing, medical and sales to secure access to formularies and Pathway development.
Responsible for education, communication, and coordination with all segments of the business within their assigned accounts.
Manage distribution of Puma Biotechnology products with in assigned customer segment.
Establish strong customer management skills and relationships for assigned accounts.
Identify, develop, and execute business opportunities by focusing on appropriate positioning and messaging of Puma Biotechnology products.
Identify, resolve, and communicate dispensing and/or product access issues.
Build an educational platform to educate internal colleagues about customer dynamics.
Responsible for budget allocation and management for aligned accounts.
Track and analyze product performance and communicate to internal stakeholders.
No supervisory responsibilities for this position.
Education/Experience/Skills: Education and Experience:
Bachelor's degree in Scientific or Business field required.
MBA preferred but not required.
Strong experience in sales, managed care, reimbursement, health policy, or healthcare marketing experience.
Minimum of 10 years' experience in the pharmaceutical/biotech industry with documented experience in oncology and account management
Minimum 3 years of experience in any of the market access segments of the business: reimbursement, health plans, distribution, physician networks, federal marketplace and others.
Regional/National Account Management experience strongly preferred, particularly within the Community Oncology GPO segment and ION specifically, with established relationships with key stakeholders.
Expert knowledge of relevant products, their associated therapeutic areas, competitors and other related marketplace factors.
Strong organization, planning, and analytical skills.
Demonstrated project management skills with the ability to manage multiple projects simultaneously.
Ability to work independently to execute against strategic and tactical plans under tight timelines.
Ability to assemble and lead cross-functional teams toward a shared vision of success.
Ability to present ideas effectively to individuals or groups, targeting presentation to the needs of the audience.
Ability to travel to meetings/trainings/programs as necessary.
Valid drivers license.
~50% travel required in a post COVID environment.