National GPO Account Executive, US Managed Healthcare

Lake County, Illinois, USA
May 08, 2018
Required Education
Bachelors Degree
Position Type
Full time
AbbVie's U.S. Commercial Managed Health Care (MHC) organization works with payers (e.g., Medicare, VA, etc.), policy makers, treatment providers (e.g., health systems, integrated delivery networks, etc.), and trade partners (e.g., wholesalers, specialty pharmacies, etc.) to ensure profitable and affordable patient access to all of AbbVie's products at the state, regional, and national levels. With these objectives in mind, the team partners with all internal functions - from Brands to Medical - in full support of AbbVie's full portfolio. And, despite the U.S. health care landscape being complex, challenging, unique, and always changing, AbbVie's U.S. Commercial MHC organization is consistently recognized by external stakeholders as a top partner of choice. AbbVie is striving to outsmart cancer by working with scientists, physicians, industry peers, patient advocacy groups and, most importantly, patients to discover, develop, and provide new therapies that will have a remarkable impact on the lives of people around the world affected by cancer. Our goal is to provide medicines that make a transformational improvement in cancer treatment and outcomes for cancer patients. By exploring and investing in new pathways, technologies, and approaches, AbbVie is breaking ground in some of the most widespread and difficult-to-treat cancers. We are also exploring solutions to help patients obtain access to our cancer medicines. With the acquisition of Pharmacyclics in 2015 and Stemcentrx in 2016, and through several collaborations, AbbVie's oncology portfolio consists of marketed medicines and a pipeline containing multiple new molecules being actively evaluated worldwide in 200+ clinical trials in 20+ different cancers and tumor types. For more information about AbbVie Oncology, please visit Given the Company's deep commitment to patient access in Oncology, the AbbVie U.S. Commercial MHC organization is seeking a National Group Purchasing Organizations (GPO) Account Executive. The National GPO Account Executive will serve as executive liaison and manager to overall business relationship between AbbVie and key oncology GPO accounts and organizations. The role performs all aspects of total account management for key oncology GPO accounts and organizations including product access and positioning, contracting to optimize product availability and utilization within GPO accounts, GPO contract pull-through, relationship building and resource utilization. The National GPO Account Executive offers internal consulting regarding market issues and their potential impact on AbbVie oncology business. They work with the Director of Trade, Oncology MHC and Oncology Franchises and appropriate internal parties (pricing, legal) to develop strategies to deliver on business goals. The National GPO Account Executive works with the Oncology Therapeutic Leader Liaisons (TLL) and the National Trade Executives (NTEs) to seek business development opportunities within GPO accounts for AbbVie oncology products and to pull-through marketing initiatives. The National GPO Account Executive will work oncology sales management on GPO account level strategies and implementation. This role will also provide feedback and insights to our internal parties to help inform and develop GPO strategies and approaches across contracts, tactics, analytics and GPO meetings. Primary Responsibility:
To ensure oncology community access, GPO contract pull-through, treatment protocols, and business relationships, while establishing a competitive advantage for AbbVie in key GPO Accounts. Additional responsibilities include the following:
  • Account Management in Contracting by assessing impact of opportunities to overall profitability and impact on sales and margin. Lead negotiations with client accounts; ensure contract implementation and compliance. Keep current with competitive strategies and understand the how that will impact strategies and terms.
  • Contract Pull-through and Performance Management: Develop and lead the execution of GPO contract pull-through and quarterly business reviews to ensure that AbbVie meets or exceeds all goals in the assigned GPO accounts. Advise Oncology sales and marketing executive management on contract terms to ensure appropriate direction on challenges and opportunities. Manage and coordinate customer and sales force expectations.
  • Relationship Building: Cultivate contacts and relationships with key GPO 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. Provide guidance and assistance relative to company-wide and franchise-specific opportunities within targeted accounts.
  • Resource Management: Coordinate efforts to leverage and/or maximize utilization of corporate resources in GPO accounts. Assess and account for all resources required (e.g., funding, staffing, etc) to accomplish account objectives and profitability.
  • Responsible to provide timely and accurate dissemination of information of GPO account-specific and global trade issues that impact AbbVie business. Communication flow will include all levels within AbbVie from MHC and Oncology Vice Presidents to MHC Account Executives to local/regional field sales within the oncology franchise groups.
  • Business development: Assess and cultivate business relationships with key GPO clients independent of contract status. Activities specifically designed to enhance patient and provider information flow, strengthen product positioning and increase marketing and field sales efficiencies. Identify new customers or organizations with the potential to impact AbbVie business, work with leadership to build positive relationships.
  • 7+ years of Pharmaceutical Marketing or Sales experience, including 5 years of experience in oncology GPO sales leadership or account management
  • Contract negotiation experience
  • Experience in marketing/program management with oncology GPO and specialty pharmacy channel
  • Ability to develop and manage projects cross-functionally across multiple brand teams
  • Understanding of attributes of other functional areas and impact of relevant decisions as well as the ability to adapt to quickly changing oncology landscapes within the oncology market
  • Demonstrated ability to work collaboratively with and influence peers and management
  • Demonstrated results orientation
  • Demonstrated strategic planning capabilities
  • Knowledge of applicable regulations and standards affecting Pharmaceutical Products (e.g. CFR 210/211, cGMP).
  • Bachelor's degree
  • Advanced degree
  • Relationships and an understanding of working across key oncology GPO executive leadership and the director-levels (pharmacy, medical)
Key Leadership Competencies:
  • Builds strong relationships with peers and cross functionally with partners outside of team to enable higher performance
  • Learns fast, grasps the “essence”, and can change course quickly when necessary
  • Raises the bar and is never satisfied with the status quo
  • Creates a learning environment, open to suggestions, and experimentation for improvement
  • Embraces the ideas of others, nurtures innovation, and manages innovation to reality

Equal Opportunity Employer Minorities/Women/Veterans/Disabled


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