National Account Director, Organized Customer Group
JR000012216 National Account Director, Organized Customer Group (Open)
ARD Field Office - USA405
Austin, TX, Las Vegas, NV, Los Angeles, CA, Sacramento, CA, San Francisco, CA, Seattle, WA
Kaiser / GPO / IDN Account Director
This Director position manages and develops the business relationship with the key Kaiser C-suite executives across the 8 regions serviced by Kaiser which includes hospitals, pharmacies and KP specialty pharmacies in California and Washington. In addition, the position also is responsible Acute Care GPOs and IDN customers. It requires strong market-place Payer and Hospital knowledge to develop and execute value based strategies designed to achieve membership benefits and portfolio growth. The Kaiser / GPO / IDN Director will coordinate all organizational resources such as Sales Team, Contracting Team, HEOR, Marketing, and MSL’s to create value propositions within their targeted accounts. This trusted advisor role will create and execute “best practice” portfolio contracts and utilization programs within their targets to influence all accounts to achieve mutually aligned cost reductions and patient benefits that result in sustained long term business relationships.
The account director will be the “eyes and ears” with the HCPs. They will identify customer insights, opportunities, and tactics at the local level which they will share and discuss with the account team and other key stakeholders in managing the Kaiser, GPO and IDN account strategies and plan. They will develop and execute effective business plans to enhance key relationships and drive results that align with the overall account plan objectives and strategies.
Principal Duties and Responsibilities
Partner with executives (VP’s/COO/CMO/CNO/KOL’s) within GPO and IDN’s and collaborate with all Mallinckrodt stakeholders within identified IDN accounts to create mutually beneficial relationships within assigned P&P.
Collaborate with VP Sales, RBD’s, Field Sales, Operations, Marketing, Medical Affairs, and Brand teams to evaluate competitive activity, identify key opportunities, and develop portfolio value propositions with tactics that maximize patient benefits and business unit performance with customers and consulting division partners.
Review contract agreement details from a business perspective, pointing out exceptional and unique items to improve or enhance business partnerships.
Develop portfolio proposals, terms & conditions, etc., as well as ensure all contract terms, product rebates and prices are properly maintained in internal systems. (Work closely with legal, marketing and IDN team to align value proposition that supports the Kaiser / GPO and IDN membership, patients and division P&L.)
Responsible for resource optimization within members identified by the Kaiser, GPO, IDN Team, and Field Team to achieve assigned objectives and performance.
Designated expert in legal/compliance issues around all aspects of customer engagement.
Drive / negotiate and implement innovative contracts and brand strategies; coordinate contract and utilization pull-through activities from sales team to achieve desired partnership success.
Track, problem solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders.
Meet sales, P&L and customer expectations developing new sales opportunities within GPO and IDN targets.
Bachelor’s degree required, MBA or other advanced degree preferred. (60-70% travel)
10+ years of documented success in Specialty Pharmaceuticals.
Extensive existing relationships with documented historical success.
Expert contract negotiation skills, business acumen and advanced problem solving skills.
Financial analysis and modeling capability to develop customer segmentation strategies.
Performs company business in accordance with all regulations and P&P within all business partners.
Excellent verbal, written communication and presentation skills. (Computer literacy with MS Office.)
Ability to influence support and action from peers and senior leadership.
Mallinckrodt is committed to providing a safe and healthy work environment for all employees as well as ensuring we are doing all we can to protect the health and safety of our business partners, customers, and the patients we serve. We strongly believe that the best way to prevent the spread of COVID-19 and to minimize serious health risks stemming from COVID-19 infection is through vaccination. This position requires individuals to be fully vaccinated against COVID-19 as part of their job responsibilities, unless an accommodation is needed and can be confirmed based on a medical condition or sincerely held religious belief, practice and/or observance. Please notify your Talent Acquisition Partner if you are in need of an accommodation. Requesting an exemption does not guarantee that an accommodation can be granted.