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About the Role
The Director, GPO & Key Accounts is responsible for building, maintaining, and expanding strong relationships with C-suite executives and other key decision-makers within Specialty GPO customers, Health System GPO customers, and large community oncology members. This role involves representing products and services, generating and growing accounts, and achieving sales targets through strategic initiatives and effective communication of market insights.
Responsibilities
- Lead GPO and key account strategic collaboration to identify, segment, and prioritize engagements.
- Build comprehensive strategies for integrated networks.
- Identify current and future GPO capabilities, drivers, investments, and levels of control.
- Identify customer-facing synergies between GPOs, key accounts, and internal teams.
- Identify GPO segment opportunities and work with field leadership to communicate strategy and pull through appropriate sales in key accounts.
- Develop relationships with key contacts within the hospital segment, including IDNs, key accounts, and GPOs.
- Assist with contracting activities including distribution and service agreements and direct customer agreements.
- Work with Hospital GPO field teams on a regional and national level to pull through appropriate sales in key accounts.
- Utilize effective selling techniques and marketing strategies to create and expand national demand for promoted brand(s).
- Conduct essential field activities, including corporate meetings and account-specific meetings.
- Attend key hospital segment meetings.
- Comply with all OIG, Pharma, and Corporate Policies, Procedures, and Guidelines.
- Provide marketplace feedback, including customer business trends, perspectives on changing treatment dynamics, and customers’ viewpoints of the competitive landscape to pharma& leadership.
- Complete expense reports and other required administrative reports accurately and timely.
- Attend training programs, conventions, customer meetings, and symposia.
- Maintain an up-to-date knowledge base of the business of oncology and changing trends.
- Provide support to all internal and external customers.
Requirements
- Proven exceptional ability to interface with and develop strong, enduring professional relationships with senior-level executives, C-suite stakeholders, and other key influencers and decision-makers within community oncology practices, key accounts, and specialty GPOs.
- Skilled at networking.
- Strong self-starter with the ability to manage and balance short-term needs with long-term priorities, work on multiple projects, and prioritize/multi-task effectively.
- Strong experience and ability in translating group strategy into tactics and campaigns.
- Strong analytical, training, and communication skills with a proven record of success.
- Possess a working knowledge of market elements such as healthcare delivery consolidations and value-based oncology care.
- Knowledge of emerging trends and patient care needs from an oncology perspective.
- Ability to synthesize various market data sources and communicate effectively with GPO and key account leaders.
- Comfort with clinical and complex information and the ability to develop customer-driven insights to drive brand performance.
- Can uncover and report underlying issues that may inform broad or account-specific strategies for the future.
Skills
- Networking
- Analytical skills
- Training skills
- Communication skills
- Presentation skills
- Marketing experience
- GPO strategy
- Interpersonal flexibility
Location
- United States
- Remote
Work Type
- Remote
- Full-time
Experience Level
- Minimum of 6 years of pharmaceutical (including biotech, device) experience.
- 3 years’ successful and progressive experience working with Specialty GPO organizations, Managed Care Accounts, Sales, or related fields is required.
Education Level
- Bachelor’s degree required.
- Degree or certification in Health Informatics or a related field is preferred.