National GPO Account Director

Job Description

This position reports to the VP Head of Sales and GPO Trade, Distribution and Account Management and is responsible for leading corporate engagement across the channel with Specialty & Acute GPOs, Wholesale & Specialty Distributors, Infusion and Specialty Pharmacy partners to execute on strategy. Core responsibilities include contract execution & life‑cycle management, strategic program development, strong business acumen, and ex‑factory sales.

This person will be responsible for gaining a deep understanding of the customer, their business models, strategic priorities, and financial drivers and translating this knowledge into business opportunities and plans that lead to strategic collaborations amongst various customers.

The National Account Director, GPO, Trade and Distribution is responsible for leading customer engagement with identified Acute, Oncology, Rheumatology and Multi‑Specialty GPO accounts by developing strategic solutions and implementing account plans. This individual will focus on both new and expanding existing account relationships with a focus on the GPO business (to include c‑suite, pharmacy leadership, clinical management, and membership management). Additionally, this individual will direct all aspects of the corporate relationship with authorized distributors for Dr.

Reddy’s Biologics’ portfolio, with a focus on developing relationships within these channel partners to drive sales volume and ex‑factory sales.

Insights derived from customer interactions and cross‑functional collaboration within Dr. Reddy’s Biologics will be a cornerstone to leading the strategic GPO portfolio, account planning and alignment with field sales. The National Account Director will be responsible for negotiating and executing contracts with assigned targeted accounts, removing economic barriers with appropriate contracts, helping provide access for clinical and/or economic discussions, and implementing focused initiatives within GPOs, super groups, and targeted accounts.

The National Account Director will work with multiple stakeholders across internal divisions (National Accounts, Managed Markets, Sales, Contract & Pricing, Medical, Trade, Legal/Compliance, Operations, and Marketing) and serve as the main point of contact for account and decision making regarding with whom to engage based on audience and nature of discussion. The National Account Director will work cross‑functionally to meet corporate business objectives and KPIs.

• Executive level negotiation skills
• Knowledge of financial analysis and modeling
• Ability to build strong and effective partnerships with customers and colleagues
• High sense of urgency and ability to achieve results through others without formalized line authority
• Skilled in engaging in senior leadership support when appropriate
• A high sense of ownership. As an individual contributor, this role has quite a bit of autonomy and authority for making business‑critical decisions
• Ability to build, lead or participate effectively in a cross functional matrix
• Demonstrate clinical and product knowledge within the oncology, rheumatology or immunology space
• Apply marketplace knowledge to create new customer opportunities and enhance brand objectives
• Support the launch planning process for biologics and biosimilar products’ current and future, by developing product access strategies and tactics for specific GPO customers
• Lead the development of account level plans of action for assigned GPOs and Specialty Distributors designed to ensure optimal access for Dr Reddy’s Biologics products
• Profile key GPOs and assigned accounts to assess applicable formulary coverage policies, utilization controls, formulary review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access
• Attainment of access objectives across assigned accounts related to formulary status, coverage policies, payment policies, and appropriate utilization controls
• Effectively support Sales & Marketing by providing expert and compliant consultation to the…