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Senior Director/Executive Director, National GPO Accounts

Coherus BioSciences
Redwood City, California
Start date
Sep 20, 2022

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Clinical, Science/R&D, Oncology
Required Education
Bachelors Degree
Position Type
Full time
Biotech Bay
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Job Details

Title:                    Senior Director/Executive Director, National GPO Accounts Reports to:         Senior Vice President, Strategic Accounts Location:            Field-Based Classification:    Exempt


The Senior Director/Executive Director National GPO Accounts (NAD) responsibility is to lead and manage the corporate relationship within assigned Group Purchasing Organization accounts as well as identifying and developing strategic and tactical initiatives designed to drive appropriate product utilization. Previous GPO/account management experience and current relationships with ION, One Oncology, Florida Cancer Specialists, AON, Premier, Health Trust is preferred. Job title will be determined based on previous experience. This position reports to the SVP of Strategic Accounts

Principle Responsibilities and Duties:

  • The Senior Director/Executive Director, National GPO Accounts is responsible for the commercial relationship between Coherus and assigned GPOs at the national level. This position will manage the product portfolio including Oncology & Retina products within assigned GPOs
  • Foster relationships with key opinion leaders within the GPOs and large organized customers in both Oncology & Retina accounts
  • Negotiate GPO agreements and chart the course and recommendations for any quarterly price adjustments as needed
  • Lead contract negotiations, conversions, and drive field level pull-through execution with close collaboration across sales and strategic accounts
  • Coordinate pull-through of National Account initiatives through the team selling process, including Key Account Mangers and Oncology Account Managers and Retina Accounts Managers
  • Manage pricing and alignment issues related to assigned GPOs.
  • Analyze and adjust targeting strategies based on GPO member performance.
  • Communicate with commercial leadership the strategies and tactics being implemented at the national level within assigned GPOs.
  • Identify GPO initiatives to support brand objectives both short and long-term
  • Maintain competitive market intelligence to guide pricing strategies.
  • Conduct quarterly business reviews with assigned GPOs, and develop targeting strategies based on these reviews.
  • Manage the execution of speaker program service agreements and meeting sponsorship agreements for assigned GPOs.
  • Appropriately manage GPO trade show and meeting staffing/exhibiting needs.
  • Attend national, regional, GPO, and state-level meetings/trade shows as determined by commercial leadership.
  • Participate and/or lead other projects as assigned by the Executive Director, Key Accounts.
  • Ability to work under general direction only and independently determine approach to solutions.
  • Average weekly travel will range from 40-60% with occasional weekend travel required to attend and support trade shows.


Experience, Education, Training, Traits:

  • Current experience calling on ION, IPN, Premier, Health Trust, One Oncology, FCS, or AON is preferred. Bachelor’s degree or MBA.
  • 1O+ years of healthcare sales and/or marketing experience with Institutional (IDN, hospital) and oncology clinic experience
  • Existing relationships with oncology clinic GPO leadership, GPO field leadership, and oncology clinic GPO key opinion leaders
  • Solid understanding of the current environment and trends in community oncology practices, including alternative payment models
  • Large account management experience
  • Injectable / buy-and-bill (Part B) experience
  • Working knowledge of 340(b)
  • District management experience.
  • Demonstrated experience of oncology clinic and IDN executive level interactions
  • Ability to navigate successfully through clinic reimbursement discussions
  • Excellent interpersonal skills, including networking, influencing, negotiation, presentation, and written and verbal communication
  • Demonstrated leadership ability with a focus on influencing and leading without authority
  • Excellent business acumen skills with an ability to analyze, interpret, and draw insights from financial-related information
  • Ability to work in a fast-paced environment and handle multiple competing priorities
  • Creative problem solving skills
  • Strong organizational skills
  • Demonstrated proficiency in the use of Excel and PowerPoint 

Beginning July 19, 2021, Coherus BioSciences requires all new hires to be fully vaccinated against COVID-19 as of their start date.  This requirement is a condition of employment at Coherus BioSciences, and it applies regardless of whether the position is located at a Coherus BioSciences facility or is fully remote.  If you are unable to receive the vaccine due to a disability or serious medical condition, or because it is prohibited as a result of your sincerely held religious beliefs, you will have an opportunity to request a reasonable accommodation. 


We are committed to making high-value biosimilars affordable for everyone. It’s an unconventional approach to business that defines who we are and what we do.

At Coherus, we hold ourselves to a higher standard. We don’t break the rules—we write our own.

In early 2021, we expanded our mission into immuno-oncology with a collaboration with Shanghai Junshi Biosciences for the development and commercialization of toripalimab, Junshi Biosciences’ novel anti-PD-1 antibody, in the United States and Canada.

We are embarking on a new phase in our evolution, focused on expanding patient access to important, cost-effective medicines and delivering significant savings to the U.S. healthcare system. Join us, as we seek to break down barriers and make a difference in patients’ lives.

Stock Symbol: CHRS

Stock Exchange: NASDAQ

Find Us
333 Twin Dolphin Dr, #600
Redwood City
United States
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