EyePoint Pharmaceuticals, Inc. is a specialty biopharmaceutical company committed to developing and commercializing innovative ophthalmic products in indications with high unmet medical need to help improve the lives of patients with serious eye disorders.
This position can be located anywhere in the US.
The Key Account Director ASC/GPO- Primary responsibility will be to establish and manage professional relationships with National Acute Surgery Centers, their Parent Companies and associated GPO (Group Purchasing Organizations) to drive product growth and business partnerships through optimal formulary access, Electronic Medical Records, and contracted access. Acute Surgery Centers and GPO accounts may include National, Regional and stand-alone ASC’s, Parent conglomerates of ASC’s, National Group Purchasing Organizations and other organizations that may be important to the success of our products (e.g. State/Federal Exchanges, ACOs. Enterprise Account Management is expected through interaction within all segments of the account (e.g. C suite level, Contracting, legal, distribution, trade pharmacy, medical, & other departments). A critical success factor of this role will be demonstrating specific competencies through influence selling utilizing clinical knowledge, health economic and outcomes research, marketing resources and leveraging and negotiating the value proposition which may include innovative contract strategy and rebating. When negotiating, this individual will demonstrate strong financial stewardship for the company including a strategic plan for the ROI. Additionally, this individual will be involved in high level, cross functional decisions working with Market Access, Sales, Marketing, Advocacy, Contracting and other internal departments. The KAD will be expected to be a subject matter expert in the Health Care market landscape including their accounts; and lead the reimbursement and pull-through initiatives to maximize the growth of our product portfolio. Additionally, pull through of downstream health plans for maximization of contract including collaboration with RCADs, FRMs and sales colleagues for product growth.
Develop and maintain relationships with accounts including C suite level, to ensure optimal access and access for our product portfolio. High level of executive presence. • Extensive contract analytics skills• Highly skilled in developing excel analogs to project contract Profit/cost assessments• Ability to develop written and verbal communication skills including; PowerPoint presentations and Excel capabilities that can be directly communicated to senior leaders; rehearsed and impromptu. • Effective use of persuasion and influence in communication skills • Ability to demonstrate conflict management in all situations. • Demonstrated high degree of financial acumen- ability to create and leverage internal and customer perspective financial analysis to achieve profitable access. • Capable of converting customer and or internal utilization data into tailored analysis. • Demonstration of High degree of Emotional Intelligence. • Ability to work in a dynamic, fast paced environment utilizing decision making skills to interpret the business quickly to improve business performance. • Demonstrate analytical competencies through proficient use of legally approved tools and resources utilizing market insights to develop pull through initiatives and contract strategic recommendations. Competence in utilizing financial models is a core expectation for this position. • Implement and lead customer level strategic plans that are aligned with the brand strategy. • National Contracting skills start to finish demonstrating corporate financial stewardship. • Effective utilization of negotiation theories and principles with National Accounts to achieve a profitable outcome. • Contract strategy development and decision making. Ability to track the ROI on all contracts and contract optimization. • Demonstrate an in-depth understanding of the Health Care market landscape, customers, reimbursement and trends. Effectively communicate this knowledge to Sales, Advocacy, Marketing, Medical Affairs and other core cross functional teams. • Demonstrate interpersonal skills in establishing solid working relationships with Sales, Marketing, Contracting, Medical Affairs and other key departments to ensure adoption and execution of overall strategic plan and exceeding sales and reimbursement targets. • Ability to understand reimbursement of highly, complex specialty products and develop strategic plans to find opportunities to maximize performance and growth. • Develop, implement and lead pull-through field plans to maximize product growth. • Follow all Company - wide compliance policies and ability to articulate and understand the policies. • Ability to use advanced business acumen. The ability to use an explicit or implicit business framework to link the objectives of key stakeholders, the competitive strategies required for success, the people and activities needed to deliver intended results, and the business processes that support the National CAD s ability to deal with the complexity • Ability to develop advanced business planning for national accounts including; strategy, sophisticated market analysis and customer insights and execution. • Ability to lead and manage change within the organization. • Demonstrated executive presence at the C suite.
Bachelor’s degree/MBA preferred • Minimum of 10 years’ experience in the pharmaceutical industry/life sciences • Minimum of 6 years ASC/GPO Account Management experience and 3 years of leadership experience required. • Required prior experience with National and/or Regional Acute Surgery Centers, or Integrated Delivery Networks • Ophthalmology experience preferred, but not required • buy and bill experience • value-based purchasing agreement experience • HUB Experience • Previous people management experience a plus. • Strong business acumen skills including proven analytical, negotiation and reimbursement acumen. • MS Office; specifically, PowerPoint and Excel Established competencies to include: Action Oriented, Business Acumen, Clinical Knowledge, Drive for Results, Influence, Interpersonal Skills, Managerial Courage; Negotiation, Problem Solving, Strategic Agility; Executive Presence.
Travel % up to 60%
Highly Preferred Prior Experience:
Working with Health Trust, Vizient, Premier, HCA, Surgery Partners, Tenet Health