Associate Director, Oncology Account Management - Ohio

The Associate Director, Oncology Account Manager (ADOAM) 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 in strategically important large, regional accounts within assigned geography. Regional accounts include, but are not limited to, organized health systems (OHS), integrated delivery networks (IDN), specialty pharmacy, and community based oncology practices within a defined geography.

The ADOAM will position DSI products for optimal access and usage within preferred market segments and develop deep customer insights to drive growth and market share. The Regional account and reimbursement team creates patient access for DSI's medicines with a focus on Oncology. Using a deep understanding of payer and provider economics and an account based selling approach, the team delivers solutions for customers and patients Account Managers develops collaborative partnerships with both internal and external stakeholders (specialty GPO customers, SAMs, field sales, field medical, and other key functional areas) to drive contract success.

• Develop, maintain, and enhance business relationships with assigned accounts to ensure formulary access that accomplishes company objectives for all DSI products (in line and pipeline products). This includes a primary focus on regional payers and OHS, pharmacy and medical department relations and contracts; also includes ability to build relationships outside of pharmacy to obtain payer insights/knowledge and identify potential opportunities (disease state management;
  
  network strategies; quality departments, health care exchanges; patient center medical home; accountable care focus, etc).
• Serves as a primary point/liaison between DSI and the Managed Markets Regional Account customer (i.e. clinical, medical, provider relations, marketing, contracting and other departments). Develops a comprehensive business plan which includes objectives, goals and tactics. Maintains an accurate account profile of all key customer contacts and an overall profile of the account including; competition, healthcare reform focus/new business and products in the market.
• Understands the customer business needs and develop value proposition that meets the need of DSI and the client. Serves as an expert on the client or consultant to internal stakeholders. Develops a strategy in conjunction with NAM where applicable that maximizes the contractual relationship. Mentors other Managed Markets Account Managers through leading by example – building of strategic plan; implementation and execution;
  
  thought process around driving the business; business ethics and creative problem solving. Product/Value

• Effectively position and sell DSI products and programs to regional accounts in a clear, compelling manner and addresses questions as appropriate so account can make informed policy/coverage decisions. Demonstrate product value to key regional accounts in order to secure DSI product preference and maintain/grow access to drive sustained value of the portfolio by positioning products based on value, relieving pressure on rebates/price.
  
  Model corporate value through the use of non-branded material to engage the customer and meet existing needs.
• Enlist other Account Managers (where required), or field management colleagues to address regional business issues. Mentor, train and consult with internal colleagues to drive awareness and execute the regional account plan. Collaborate with other Regional Account Managers (RAMs), Area Sales Teams and Marketing to ensure proper and…