Corporate Account Director - GPO

Title:

Corporate Account Director - GPO

Company:

Ipsen Biopharmaceuticals Inc.

Job Description:

Position Overview

The Corporate Account Director, GPO & Strategic Accounts will be responsible for the growth of Ipsen commercial products in Strategic Accounts and GPO strategy to allow the business to increase the value proposition to its customers.

This position will play a key role in the commercial potential of each product in the portfolio and the evolution of the company portfolio overall. Most importantly, this position will be responsible for ensuring the success of the ongoing launch of Ipsen products and building strategic partnerships that enable broad and strategic engagement for pipeline portfolio products

This role will ensure that Ipsen Biopharmaceuticals products are favorably positioned within GPO’s and Strategic Accounts by establishing strategic business relationships with C-Suite officers, pharmacy leadership, Oncologists, clinical management, and practice managers, as appropriate. The position reports to the National Corporate Account Director and will work closely with other customer facing colleagues and coordinate with the broader commercial team as well. This role requires time spent with customers, key business stakeholders as well as time in the Cambridge, MA corporate office.

What You’ll Do:

• Single point of contact for overall customer engagement with GPO, targeted Large Oncology Networks and strategic IDN accounts
• Work closely to align with NCAD-GPOs and Lead strategy development and execution for GPO and targeted customers by developing, maintaining, and executing upon strategic account business plans that deliver on the business needs of Ipsen Biopharmaceuticals
• Lead existing business and customer relationships while building a new business pipeline that enables broad and strategic engagement
• Drive growth opportunities through strategic account management, delivering clinical and economic value messaging
• Responsible for integrating GPO and Large Oncology account plans cross-functionally, leveraging customer interactions with collaboration and alignment with field sales, demonstrating accountability, clear objectives, and timelines
• Develop account plans for assigned GPOs/IDNs designed to ensure optimal access for Ipsen products in a competitive and dynamic marketplace
• Develop mutually beneficial relationships at all levels within the GPO/IDNs and with KOLs at strategically important member practices that align to the business needs of the customer and Ipsen
• Identify and develop opportunities that align brand strategy with GPO capabilities, including educational programs, conferences, and other strategic initiatives. Lead business case development and justification to determine the merits and prioritization of these opportunities
• Negotiate, manage, and coordinate contract evaluation and implementation, if appropriate
• Review and analyze contracted partner performance and communicate with leadership
• Support a provider efficient customer experience for physicians and patients, to facilitate product access 
• Trouble shoot situations where prescriber or patient access is challenged by provider driven pathways or electronic medical record requirements
• Contribute to product launch planning process for Ipsen Biopharmaceuticals products by developing/refining product access strategies and tactics specific for GPO and Strategic Account customers
• Develop strong business centric collaborative relationships with internal and external stakeholders including field teams, Medical Affairs and Sales. Work closely with cross functional partners to develop a deeper understanding of GEP-NETs and Pancreatic Adenocarcinoma market
• Build and maintain relationships with other trade partners including Specialty Distributors and Pharmacies, as appropriate
• Partner across Market Access, commercial supply, marketing, pricing, and other internal stakeholders, as appropriate
• Ensure integrity with Ipsen Biopharmaceuticals compliance as well as Federal/State regulations

Requirements

• BA/BS degree, MBA, advanced degree preferred
• At least 10-15 years of biotech pharmaceutical customer facing roles, specifically in Oncology, GPO or Trade 
• Experience with injectable distribution strategy; Previous experience with GPOs, Large Oncology Networks and IDNs required
• Advanced knowledge of reimbursement and access related to provider administered (buy/bill) products including influence of pathways, payer coverage, reimbursement policies and processes, patient services, and GPO/IDN contracting
• Proactive, results-oriented, strong problem solving and strategic/analytic skills
• Experience with Provider Driven Pathways and EMR
• Ability to work in a fast-paced dynamic environment
• Strong customer relationship, interpersonal and communication skills 
• Demonstrated success in negotiating, executing, and implementing contracts
• In depth understanding of all relevant US legal, compliance and regulatory requirements
• Must work independently and cross-functionally, promoting inclusion and respectful relationships to anticipate needs of internal and external stakeholders
• 60% travel to business and customer meetings

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.