Title:
Corporate Account Director - GPO
Company:
Ipsen Biopharmaceuticals Inc.
Job Description:
The Corporate Account Director - GPO is part of our Value & Access function and will be responsible for the growth of Ipsen's commercial products in Strategic Accounts. The Corporate Account Director (CAD) will also define, enhance and execute our 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's 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's products are favorably positioned within GPO's by establishing strategic business relationships with C-Suite officers, pharmacy leadership, Oncologists, clinical management, and practice managers, as appropriate.
The CAD - GPO reports to the National Corporate Account Director and will work closely with other customer facing colleagues and coordinate with the broader commercial team across lpsen. This role requires time spent with customers, key business stakeholders as well as time in the Cambridge, MA home office.
Main Responsibilities & Job Expectations
- Serve as the primary point of contact for overall customer engagement with assigned GPOs, targeted large Oncology networks, and large Neurology networks
- 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.
- Lead Ipsen's involvement with select strategic customer alliances, vendors and GPO service lines incorporating Senior Leadership, Commercial field and medical when appropriate.
- Drive growth opportunities through strategic account management, delivering clinical and economic value messaging.
- Responsible for integrating GPO and Large Oncology and Neurology 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 to ensure optimal access for Ipsen products in a competitive and dynamic marketplace.
- Develop mutually beneficial relationships at all levels within the assigned community oncology GPO 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 on a consistent basis.
- 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.
- 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.
Knowledge, Abilities & Experience
- BA/BS is required; MBA or advanced degree is a strong plus
- At least 10 years of customer facing roles within biopharma, specifically in Oncology, GPO or Trade
- At least 2 years of account management at a national or regional level
- Experience in developing marketing strategy and executing across multiple divisions within an organization and the customer.
- At least 2 years of people management experience or peer to peer (cross functional) leadership.
- Experience with injectable distribution strategy; Previous experience with GPOs, Large Oncology Networks 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 contracting.
- Experience with Provider Driven Pathways and EMR.
- Demonstrated success in negotiating, executing, and implementing contracts.
- In depth understanding of all relevant US legal, compliance and regulatory requirements
- Ability to travel 60% to business and customer meetings including weekend travel when necessary
The annual base salary range for this position is $156,750 - $229,900
This job is eligible to participate in our short-term incentives program as well as our long-term incentives program.
At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long-term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well-being allowance, commuter benefits, and much more.
The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited to, prior education and experience, job-related knowledge and demonstrated skills.
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.