Health Care Systems - Integrated Account Leader - Indiana​/Kentucky

Job Description

The candidate selected for this position will have responsibilities for Integrated Delivery Systems within the assigned geography and for assigned accounts. The primary territory for this position covers the states of Indiana & Kentucky. Therefore, the 20% of travel required may be less, or more, depending on where a candidate resides in the geography.

• Establish profitable product access within our company product strategy
• Optimize Net Sales and Contract Performance across a portfolio of our company products
• Lead pull-through efforts of contracted positions with account team
• Ensure proper oversight and compliance with all our company policies and exercise appropriate financial stewardship

• The role addresses customer educational needs, interacts with multiple stakeholders within the assigned account to enhance our company business relationship with its customers.
• Assigned customers:
  Integrated Delivery Network (IDN, including hospital outpatient and home infusion if IDN owned)
• Federal accounts (including Veterans' Affairs and Military Treatment Facilities)
• Corrections
• The executive engages senior Institutional Leadership to build trust and credibility with assigned customers through strong interpersonal relationships and in-depth knowledge of the customer's organization, objectives, and business environment.

• System Corporate Pharmacy Service Line – lead across all account teams with overlapping contacts.
• Information Technology Departments – lead across all account teams with overlapping contacts.
• Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans Affairs system
• C‑Suite in top assigned accounts

Develops strategic and tactical account plans for assigned accounts.

Responsibilities include:

• Present GPO brand pricing programs to pharmacy leadership
• Negotiate direct contracts, where appropriate
• Communicate approved financial, health care economic and budget impact models

• Communicate product access with overlay Field Based Employees (FBE) for assigned IDN accounts
• Confirm contracts are properly loaded to provide the appropriate contract pricing to eligible sites of care
• Communicate approved information to customer IT departments
• Lead account planning for assigned IDN accounts with other IAM colleagues and FBEs
• Manage ongoing communications to extended team
• Coordinate account and access facilitation with overlapping contacts with FBEs
• Promote assigned products along the continuum of care using approved messages
• Conduct business reviews of account performance to optimize net sales

• Communicate the clinical value proposition for assigned products using approved messages and resources
• Use approved resources to meet customer educational needs

• Required:
  
  BA/BS
• Preferred: MBA or equivalent

• Minimum 3 years of Managed Care experience in an account executive/leader role or 5 years of combined Managed Care-related experience at the Associate Director/Director level.
• Demonstrated business acumen across marketing, sales, and/or Managed Care environments.
• Strategic and tactical planning skills.
• Negotiation skills.
• Experience working in cross‑functional teams.
• Consultative selling skills with clinical and scientific knowledge.
• Overnight travel experience.

• Account Management
• Business Acumen
• Business Administration
• Business Decision Making
• Business Relationship Building
• Communication Management
• Contract Management
• Customer Accounts
• Customer Needs Analysis
• Data Analytics
• Environmental Issues
• Financial Acumen
• Healthcare Trends
• Identifying Sales Opportunities
• Interpersonal Relationships
• Key Account Planning
• Managed Care Marketing
• Marketing
• Market Research
• Pharmacy Practice
• Profit Planning
• Sales Target Achievement
• Stakeholder Relationship Management

US and Puerto Rico Residents Only.

As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for…