Associate Director, Commercial GPO Contracting (Oncology)

Manhattan, NY, United States
Oct 22, 2020
Science/R&D, Oncology
Required Education
Bachelors Degree
Position Type
Full time
Candidate can be located anywhere in the Continental United States. This role will travel 50-75%.

The Associate Director, Commercial GPO Contracting primary role will be to work with assigned Oncology GPOs (ION, Onmark, Unity/USON, VitalSource) and manage the commercial relationship between Regeneron and the GPO at a national level. Additionally, the position will lead and manage the business relationship with targeted oncology physician practices and other emerging customers of importance. A key focus will be implementing the strategic and tactical plan within oncology practices and partnering with National GPOs on opportunities to support brand access goals. Individual will serve as a customer-facing lead to targeted oncology practices and national GPO oncology meetings.
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 oncology GPOs
• 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 oncology 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
• 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, advanced degree preferred
• 10+ years of "progressive" industry/relevant professional experience
• 5+ years of Oncology Account Management with direct involvement in establishing and managing corporate accounts
• 5+ years of oncology GPO national account 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
• Proven knowledge and current relationships with key Executive level decision makers at oncology practices
• Current corporate level relationships with oncology GPOs
• Extensive experience designing oncology GPO contracts
• Current oncology GPO contract negotiation experience required
• Subject matter expertise as it relates to oncology market including the competitive landscape
• Prior oncology clinic account management experience required
• Knowledgeable in pharmaceuticals and biologics in a buy-and-bill environment
• Knowledge 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 eye for business 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 critical thinking to manage sophisticated market evolution
• 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
• Prior experience in sales management preferred

Does this sound like you? Apply now to take your first steps toward living the Regeneron Way! We have an inclusive and diverse culture that provides amazing benefits including health and wellness programs, fitness centers and stock for employees at all levels!

Regeneron is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion or belief (or lack thereof), sex, nationality, national or ethnic origin, civil status, age, citizenship status, membership of the Traveler community, sexual orientation, disability, genetic information, familial status, marital or registered civil partnership status, pregnancy or maternity status, gender identity, gender reassignment, military or veteran status, or any other protected characteristic in accordance with applicable laws and regulations. We will ensure that individuals with disabilities are provided reasonable accommodations to participate in the job application process. Please contact us to discuss any accommodations you think you may need.