Director, Specialty Account Management

Kyowa Kirin is a fast-growing global specialty pharmaceutical company that applies state-of-the-art biotechnologies to discover and deliver novel medicines in four disease areas: bone and mineral; intractable hematologic; hematology oncology; and rare disease.  A Japan-based company, our goal is to make people smile by delivering breakthroughs where no adequate treatments currently exist, working from drug discovery to product development and commercialization. In North America, we are headquartered in Princeton, NJ, with offices in California, Massachusetts, and Ontario.

Summary of Job:

The Director, Specialty Account Management will lead the Specialty Pharmacy and Distribution Network business unit to effectively support Kyowa Kirin’s current/future product portfolio. The Director will develop and apply best practices for account management strategies and tactics with a focus on specialty pharmacy, specialty distribution operations, contracts and throughput. This person will be responsible for negotiating and managing specialty partner contracts, and service metrics. This position will be responsible for the development of partnerships with distribution personnel inside channel accounts. This position will also serve as a specialty network knowledge expert advising all cross-functional commercial teams. The role will interact with sales, marketing, legal, market access, supply chain, and finance. This person will be responsible for establishing and maintaining relationships with the stakeholders at partner accounts to ensure patient access to Kyowa Kirin products.

This position will be expected to establish and maintain strong relationships with specialty pharmacy/distribution partners and to ensure defined metrics are being monitored and maintained. This person will have responsibility for contracting strategies as appropriate. She/he will manage the design and implementation of various contracts with all channel entities, as necessary and required to ensure clear, stable, and profitable relationships with the specialty partners.

Essential Functions:

The Director, Specialty Account Management will oversee key strategic and operational elements for Specialty Pharmacies and Specialty Distributors.

• Build and maintain strong relationships with specialty partners
• Leverages data and analytics to assess ongoing operations of our business, and share significant findings with cross functional team members and senior management
• Takes ownership of the SP/SD channel across all Kyowa Kirin brands
• Coordinate and strategize with the Sr Director, Channel Management & Ops to determine specialty project objectives, priorities and scope
• Defining criteria/capabilities requirements for SP/SD partner selection RFP
• Assess impact of emerging specialty landscape and evaluates KKI’s specialty network design and model, as necessary
• Conduct periodic audits of specialty channel partners to ensure compliance with agreed upon processes and procedures
• Conducts QBRs with assigned specialty partners
• Work cross-functionally with internal stakeholders and specialty partners on implementing new initiatives as needed
• Stay current on industry changes as well as tracking pipeline of other products within therapeutic categories that are serviced by KKI products
• Demonstrated ability of effective presentation and communication skills with internal and partner upper-level management
• Ability to effectively manage several, complex specialty accounts with little assistance
• Manage specialty pharmacy contracting
• Assists the Sr Director, Channel Management & Ops on additional tasks as needed

Job Requirements:

Education

• Bachelor’s degree or ten years of equivalent experience in addition to minimums listed below

Experience

• A minimum of seven years of pharmaceutical manufacturer account management
• A minimum of three years working at a specialty pharmacy required
• Experience in the development, implementation, and management of specialty contracts
• Deep business knowledge of specialty pharmaceutical distribution channels
• Preferred – A minimum of four years of managing and implementing rare-disease products

Technical Skills

• Proven ability to establish strategic key metrics/KPIs to assess SP/SD performance and closely manage Kyowa Kirin’s partners operations to those metrics
• Excellent oral and written communication skills
• Strong analytical and critical reasoning skills. Makes solid business decisions based on thorough analysis of knowledge of the specialty marketplace.
• Strong business acumen. Fluent in understanding the financial impact of