Director, Channel Accounts

Director, Channel Accounts

Location: Field-Based USA - ALEXION

The Director, Channel Accounts is responsible for managing strategic relationships and negotiating contracts with national channel customers to support the appropriate and seamless flow of Alexion medicines to patients. This field-based role will develop and execute channel strategies across specialty pharmacy, specialty infusion pharmacy, specialty distribution, and wholesale accounts.

The Director will oversee account performance, maintain relationships with senior channel executives, communicate the value of Alexion medicines using approved resources, and provide education on channel operations policies. The role will also conduct business reviews to support contract compliance and collaborate closely with market access, medical, HEOR, patient services and other cross-functional stakeholders to address customer priorities and advance patient access.

• Channel strategy: Implement channel strategies for designated specialty pharmacy, specialty infusion pharmacy, specialty distributor, and wholesale accounts to support appropriate patient access to Alexion medicines.
• Contract negotiations: Lead negotiations and manage contracts with assigned channel accounts in alignment with established trade contract strategies.
• Account performance: Monitor and oversee the performance of assigned accounts, identifying opportunities for operational improvement and stronger business outcomes.
• Executive relationships: Cultivate and maintain relationships with senior channel executives by developing a thorough understanding of their organizational structures, business objectives, and strategic priorities.
• Customer engagement: Engage with specialty pharmacies, specialty infusion pharmacies, specialty distributors, and wholesalers to support seamless product flow and effective channel operations.
• Value communication: Use approved resources and collaborate with internal subject matter experts to communicate the value of Alexion medicines to channel customers.
• Policy education: Educate internal and external partners on channel operations policies to support effective strategic planning and execution.
• Business reviews: Conduct periodic business reviews with contracted customers to assess performance, monitor compliance with contract terms, and address issues or opportunities.
• Cross-functional collaboration: Partner with market access stakeholders, including medical liaisons, to provide insights into customer-specific priorities, relationships, and market dynamics.
• Customer-specific support: Engage cross-functional stakeholders, including Health Economics and Outcomes Research (HEOR), as needed to support external-facing customer meetings and business objectives.
• Field-based execution: Travel regularly to meet with channel customers and internal stakeholders, including significant overnight and weekend travel as required.

• Education: Bachelor’s degree required.
• Industry experience: 7-10 years of experience in the biopharmaceutical industry.
• Trade account management: At least 5 years of experience in a trade account management role with responsibility for national customers.
• Channel expertise: Expert knowledge of U.S. market access channel segments, including specialty pharmacy, specialty distribution, and home infusion.
• Reimbursement knowledge: Strong understanding of reimbursement methodologies used by commercial and government payers across both medical and pharmacy benefits.
• Customer relationships: Established relationships with national channel customers.
• Business capabilities: Excellent communication, relationship management, negotiation, and influencing skills.
• Scientific aptitude: Clinical, technical, and scientific…