Director, Key Account Management – South Atlantic

Overview

A global biopharmaceutical company on a mission to Solve On, Incyte follows science to find solutions for patients with unmet medical needs. Through the discovery, development, and commercialization of proprietary therapeutics, Incyte has established a portfolio of first-in-class medicines for patients and a strong pipeline of products in Hematology, Oncology and Inflammation and Autoimmunity

Headquartered in Wilmington, Delaware, Incyte has operations in North America, Europe, and Asia.

Territory:
South Atlantic
States:
North Carolina, South Carolina, and Tennessee
Travel:
Approximately 60%

Job Summary (Primary function):
The Director of Corporate & GPO Accounts is responsible for managing the c-suite and pharmacy relations within national accounts, regional accounts and GPOs/Oncology Alliances for the Incyte Oncology Portfolio. In addition, this position provides critical competitive intelligence within the Market Access marketplace.

• Understand and help create field sales access & HQ opportunities, to enhance the current
• Negotiate contract services for the Incyte Oncology Portfolio on behalf of Market Access and coordinate with legal for contract review & execution; manage the relationship with the account for all means of the services contract(s).
• Primary focus at launch/new indications will be to focus on identifying opportunities and services provided by the Corporate & GPO Accounts and present to the Market Access, Brand Strategy, and Sales Operations Teams to support launch initiatives.
• Identify initiatives and services provided by the corporate accounts that align to the Market Access & Distribution, Brand Strategy & Marketing/Sales Operations business needs & support the Incyte Oncology Portfolio.
• Coordinate with the internal/external customers on communication of GPO initiatives and pull-thru strategies.
• Manage all aspects of the GPO Agreements.
• Conduct quarterly business reviews across the Incyte Oncology Portfolio with accounts and review performance of GPO aligned account sales channels.
• Ensure and drive consistent implementation of account strategy across the Incyte Oncology Portfolio with respect to pull through at the corporate account level, GPO/Alliance member accounts while establishing critical relationships with a variety of internal & external stakeholders:
  Account Executive Leadership, Market Access & Distribution Team, Field Sales, brand team, and medical affairs.
• Responsible and accountable for the successful creation and implementation of the strategic and tactical plan for a national/regional corporate account(s) across inline & launch readiness of the Incyte Oncology Portfolio.
• Ability to effectively negotiate with internal and external customers and provide leadership recommendations to the organization that positively impact the Incyte Oncology Portfolio business.
• Demonstrate command of oncology business acumen, considered a clinical subject matter expert and exhibits executive presence.
• Participate in Product Strategy & Channel Marketing Planning initiatives and presents on behalf of Market Access.
• Identify and deliver new national/regional level program(s) with significant business impact.
• Collaborate with Market Access, Product Strategy, Sales and Medical Affairs team members to identify opportunities and reduce barriers to accessing the Incyte Oncology Portfolio within aligned account(s).
• Demonstrate consistent high performance and accumulate a high quality body of work with national level/cross-functional team projects leading to significant business impact as recognized by Market Access Leadership or US Business.
• Participate in and coordinate activities at assigned customer meetings or other industry meetings.
• Establish strong customer management skills and relationships with Corporate & GPO Accounts.
• Lead GPO contract pull-thru at the national level, set the strategy for the regional strategic accounts with Medically Integrated Dispensing Pharmacies.
• Proactively identify issues and challenges with accounts and engage appropriate resources in HQ for development of customer solutions.
• Promotional messaging for the Incyte Oncology Portfolio.

• 60% Travel requirements.
• Superb oral and written communication skills.
• High level of communication skills and ability to work with various stakeholders internally and externally.
• Ability to multi-task and work under pressure.
• Demonstrated negotiation skills.
• Existing relationship with marketplace stakeholders.
• Knowledge of Oncology sGPO/acute GPOs, Medicaid/Medicare reimbursement model and programs, Oncology State Societies, Oncology Physician Networks, emerging Clinical Pathways, IDNs, 340B and product distribution (Specialty Pharmacies).
• High level of proficiency in Microsoft Office and standard programs (Word, Excel, Power point).
• Experience as a National/Strategic Account Manager in oncology required.
• Experience in the…