GPO Account Manager in Basking Ridge, NJ at DSI

Date Posted: 5/7/2020

Job Snapshot

Job Description

Join a Legacy of Innovation 110 Years and Counting!

With over 100 years of scientific expertise and a presence in more than 20 countries, Daiichi Sankyo and its 15,000 employees around the world draw upon a rich legacy of innovation and a robust pipeline of promising new medicines to help people. In addition to a strong portfolio of medicines for hypertension and thrombotic disorders, under the Group’s 2025 Vision to become a “Global Pharma Innovator with a Competitive Advantage in Oncology,” Daiichi Sankyo research and development is primarily focused on bringing forth novel therapies in oncology, including immuno-oncology, with additional focus on new horizon areas, such as pain management, neurodegenerative diseases, heart and kidney diseases, and other rare diseases.


Job Summary:

The GPO Account Manager (OAM) is responsible for building, maintaining and expanding strong relationships with: C-suite level (CEO’s, CFO’s, COO’s) stakeholders, Medical Directors, Practice Administrators and other influencers/decision-makers with Specialty GPO customers and in strategically important large community oncology members of the GPO to drive contract success. The OAM develops collaborative partnership relationships with specialty GPO customers including their field-based personnel. The OAM works in collaboration with DSI Oncology Territory Managers, Sales Management, Managed Markets and other cross-functional colleagues to develop and execute strategic initiatives, ensure alignment with corporate imperatives and increase the appropriate use of DSIs portfolio.

Position is remote and the candidate may reside nationwide.

Responsibilities:

Grow, manage and maintain strong professional relationships with key contacts within community oncology accounts and select specialty GPO’s. Present clinical rationale for appropriate DSI portfolio use to all targeted and assigned accounts. Create and deliver presentations focused on maximizing contract value, and use clinical profile and contract offering to increase account penetration, sales volume and product market share to both new and existing customers. Develop and implement strategies for success within assigned key community oncology practices.

Conduct product class utilization business reviews and contract performance presentations to customers. Using account analyses, prioritize accounts for key initiatives and make recommendations to leadership and internal stakeholders regarding resource needs surrounding key account initiatives.

Establish relationship with GPO sales teams to ensure contract discussion and strategy alignment with those customer-interfacing GPO partners. Establish solid communication channels with them to include providing contract, market and clinical updates.

Demonstrate effective leadership by coordinating the involvement of company personnel including Field Sales Organization with regards to targeting, selling and optimizing pull-though to maximize opportunities within specific agreements and accounts.

Provide marketplace feedback, including customer business trends, perspectives on changing treatment dynamics and customer’s viewpoint of competitive landscape in a timely manner to Director of Strategic Accounts and Oncology Account team. Provide sound business recommendations based on observations.

While performing duties of the job, incumbent is occasionally required to stand; walk; sit; use hands to finger, handle or feel objects, tools or controls; reach with hands and arms; balance; talk and hear.

Ability to travel up to 50%

Qualifications: Successful candidates will be able to meet the qualifications below with or without a reasonable accommodation.

Education/Experience:

• BS/BA Degree, ideally in business, marketing or relevant sciences-related area

• Minimum of 5 years’ proven sales experience in oncology and/or specialty sales.

• Injectable/buy-and-bill (Part B) experience is highly preferred

• 2 years’ experience working with specialty Group Purchasing Organizations, contracting and corporate/national relations.

• Ability to navigate successfully through clinic-reimbursement discussions.

• 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 and specialty GPOs. Skilled at networking.

• Possess a working knowledge of market elements such as healthcare delivery consolidations and value-based oncology care. In addition, knowledge of emerging trends and patient care needs from an oncology perspective. Can uncover and report underlying issues that may inform broad or account-specific strategies for the future.

• Willingness to travel over a broad geography and attend/work weekend GPO meetings as necessary.

Daiichi Sankyo, Inc. is an equal opportunity/affirmative action employer. Qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.