Associate Director, GPO Account Management - San Francisco, CA

Denver, CO, United States
Jan 17, 2019
Required Education
Bachelors Degree
Position Type
Full time
Known for its scientific and operational excellence, Regeneron is a leading science-based biopharmaceutical company that discovers, invents, develops, manufactures, and commercializes medicines for the treatment of serious medical conditions. Regeneron commercializes medicines for eye diseases, high LDL-cholesterol, atopic dermatitis and a rare inflammatory condition and has product candidates in development in other areas of high unmet medical need, including rheumatoid arthritis, asthma, pain, cancer and infectious diseases.


The Associate Director, GPO Account Management primary role will be to lead and manage the business relationship with targeted ophthalmology physician practices and a designated national community specialty GPO (IPN, Onmark, Matrix). Primary focus will be implementing the strategic and tactical plan within ophthalmology practices and partnering with the National GPO on opportunities to support brand access goals. Individual will serve as a customer-facing lead to targeted ophthalmology practices and national GPO ophthalmology meetings. Position will focus on ophthalmology and possibly expand to other specialties (dermatology, rheumatology, immunology, oncology).


The ideal candidate will work externally with customers and GPO partners, and internally through a matrix organization to develop strong relationships for Regeneron to support product performance and brand strategies at multiple touch points and levels.

Key responsibilities include:

• Execute GPO pull-through activities to support brand strategies in key physician practices

• Leads account strategy, business reviews, and issue resolutions with practices

• Account manager for assigned ophthalmology GPO

• Partner with GPO and specialty distributors to assure appropriate business goals are met

• Identify and resolve pricing, contracting, membership, and GPO alignment issues

• Develop and maintain ongoing productive relationships with practices, GPO account managers, and specialty distributor sales teams

• Provide market place feedback in a timely manner to corporate leadership on customer business trends, competitive programs, and industry issues and opportunities

• Foster relationships with key national and regional opinion leaders and influencers

• Coordinate pull-through of national account initiatives by working closely with sales leadership, reimbursement team, and other internal partners in support of achieving financial and strategic objectives

• Deliver effective and compelling presentations to key decision makers with the ability to anticipate and address potential objections

• Anticipate potential trends, changes to market conditions, and areas of opportunity and incorporate into activities with practices

• Ensure that strategic account brand opportunities are clearly defined and communicated across the sales and marketing teams

• Communicates effectively with sales management, marketing, and brand leads for development of customer solutions and contracts

• Communicate with commercial leadership the strategies and tactics being implemented at assigned customers

• Develops and implements business plans to maximize market penetration and support sales

• Provide perspective and insights regarding the ophthalmology practice environment

• Execute Regeneron brand strategy with the GPO to ensure deliverance of expected brand value

• Partner with GPO on market awareness activities, services, and promotional activity to GPO members

• Quarterly business reviews with assigned GPO on sales performance

• Manage and implement all aspects of the GPO Agreement for assigned National GPO,

• Forecasts and executes on financial resources (annual budget requests) necessary to partner with the GPO on marketing services and promotional product awareness

• Participate and/or lead other projects as assigned by the GPO Director

Experience and Required Skills:


• Bachelor's degree required

• Proven knowledge and relationships with key Executive level decision makers at ophthalmology practices

• Subject matter expertise as it relates to ophthalmology market including the competitive landscape

• Prior ophthalmology clinic account management experience required

• Expert working knowledge with pharmaceuticals and biologics in a buy-and-bill environment

• Solid understanding of the current environment and policy trends in the provider landscape including alternative payment models

• Ability to analyze, interpret and draw insights from clinic economics/financial performance

• Excellent business acumen skills with an ability to analyze, interpret, and draw insights from financial-related information

• Excellent interpersonal skills, which include networking, influencing, negotiation, presentation, and written and verbal communication

• Demonstrated leadership, independent project management, and strategic thinking to manage complex market evolution

• Demonstrated results orientation

• Demonstrated success of teamwork and working in a collaborative matrix environment (sales, account management, market access, customer service, marketing, etc.)

• Understanding of financial concepts and contracting issues with demonstrated ability to measure contract performance

• Demonstrated proficiency in the use of PowerPoint and advanced Excel skills

• Ability to travel 50-75%, including weekends as necessary


• Advanced degree

• Prior experience in sales management

• Prior account management leadership experience responsible for national community GPOs

• Demonstrated negotiating capability


• 10+ years of "progressive" industry/relevant professional experience

• 7+ years of Pharmaceutical Account Management with direct involvement in establishing and managing corporate accounts including 5+ years of ophthalmology account management

• 2+ years of market access/corporate accounts management experience

• Additional broad-based experience valued: sales operations, corporate partnerships, marketing, and/or sales management, and/or supply chain.

• Previous experience in launching new Specialty Pharmaceutical/Biologics products or indications

This is an opportunity to join our select team that is already leading the way in the Pharmaceutical/Biotech industry. Apply today and learn more about Regeneron's unwavering commitment to combining good science & good business.

To all agencies: Please, no phone calls or emails to any employee of Regeneron about this opening. All resumes submitted by search firms/employment agencies to any employee at Regeneron via-email, the internet or in any form and/or method will be deemed the sole property of Regeneron, unless such search firms/employment agencies were engaged by Regeneron for this position and a valid agreement with Regeneron is in place. In the event a candidate who was submitted outside of the Regeneron agency engagement process is hired, no fee or payment of any kind will be paid.

Regeneron is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law.