Regional Account Director- GPOs and Strategic Partners (Remote - CA)

SUMMARY/JOB PURPOSE (Basic purpose of the job):

This highly collaborative position will report to the Executive Director, GPO and Strategic Partners/Specialty Sales operation and will be responsible for enhancing Access and Sales initiatives within their assigned market/geographic segmentation.

This individual will work directly with sales leadership, market access colleagues, and marketing, as the situation dictates to remove barriers to on-label and clinically appropriate product utilization.

This position is responsible for core products and new product launch dynamics, which includes maximizing access, cross-functional coordination and communication, managing contract strategy, and impacting assigned regional accounts. Expanded coverage as the IDN market evolves.

The goal of the position is to minimize access barriers and promote/implement various programs and services to supplement the field sales force and management efforts. Successful candidates should possess strong understanding of ALL aspects of the oral Oncology marketplace including, but not limited to: GPO networks, SP/SD distribution, Payer and reimbursement fluency, and PBMs. Knowledge and understanding of professional organizations/networks that support community oncology and SPs such as COA, NCODA, QCCA, etc. also highly valuable.

Responsibilities include regional coverage and support access in Key Oncology Accounts, which include: In-office dispensing (IOD), Hospital Clinics, Integrated Delivery Networks (IDNs) and VA/DoD accounts. Supplement national GPO team efforts as appropriate and work in close collaboration with Regional/Area sales directors to remove barriers to sales efforts.

This position will provide critical competitive intelligence within the assigned marketplace and assist in the development of the overall market access strategic plan for Exelixis as well as work cross functionally with internal customers to drive the national sales strategy. The individual will have an expert understanding of the changes in the oncology marketplace including contracting, reimbursement models, (OCM, ACO), and mergers and acquisitions and be able to communicate this to appropriate colleagues.

ESSENTIAL DUTIES/RESPONSIBILITIES:

• Responsible for developing and maintaining key business relationships with assigned Strategic accounts
• Partner with C suite level executives, heads of pharmacy, medical directors etc. to create business opportunities and build strategic partnerships
• Responsible for education, communication and coordination with all segments of the business within their assigned accounts; including GPO and hospital contracts, OCM reimbursement models, changes in payer strategy
• Lead strategic planning meetings (SPMS) in targeted accounts, responsible for coordinating presentations with Marketing, Sales and Access and be comfortable leading group discussions with customers and stakeholders
• Establish strong partnerships and outstanding communication with internal stakeholders, be seen as a trusted advisor to the Sales, Payer, and Marketing teams and build an educational platform to educate internal colleagues about customer dynamics
• Identify appropriate accounts and help execute In Practice Speaker Programs (IPPs), Strategic Planning Meetings (SPMs) and GPO podium presentations
• Attend the majority of the GPO (ION, Unity, Vital Source) meetings and identify key customer attendees for 1:1 meetings while at the conference
• Impact customers at regional and national society meetings (COA, QCCA, NCODA) and communicate findings to appropriate stakeholders
• Lead large group discussions and present critical corporate initiatives to the GPOs and its members
• Responsible and accountable for the successful implementation of the strategic and tactical plans
• Identify, develop and execute business opportunities by focusing on appropriate positioning and messaging of Exelixis products
• Identify, resolve and communicate dispensing and/or product access issues
• Track and analyze product performance and communicate to internal stakeholders
• Collaborate with market access, marketing, medical and sales to secure access to formularies and pathway development

SUPERVISORY RESPONSIBILITIES:

• No direct supervisory responsibilities.

EDUCATION/EXPERIENCE/KNOWLEDGE & SKILLS:

Education:

• BS/BA degree in scientific or business discipline and at least 13 years of related experience; or
• Master’s degree in scientific or business discipline and at least 11 years of related experience; or
• PhD in scientific or business discipline and 8 years of related experience; or