Director, National Channel Accounts

Reporting to Senior Director, National Channel Accounts, the Director, National Channel Accounts will be responsible for driving product growth and business development through attainment of contract status within assigned accounts and subsequent formulary attainment within Group Purchasing Organizations (GPO) members.  National Accounts will include Wholesale, Specialty Distributors, GPOs and Long-Term Care organizations (LTCs) that treat appropriate patients.   The Director will be responsible for the overarching business relationship between Alkermes and the customer.  This responsibility will include ensuring collaboration with the internal Alkermes team engaging all segments of the account (e.g., C-suite level, Trade Relations, Specialty Pharmacy, Distribution, Health Economic and Outcomes Research (HEOR), Sales, Marketing, Contracting, Legal etc.). A critical success factor of this role will be demonstrating exceptional business acumen and utilizing clinical knowledge, HEOR, and marketing resources. When negotiating, this individual will demonstrate strong financial stewardship for the company, including adherence to a strategic plan and legal requirements. Additional success factors will include account-level support of the field team’s sales tactics, and communication of product/program availability to relevant stakeholders.

Key Responsibilities:

• Accounts include National Wholesale (Big 3), Regional wholesale, Specialty Distributors, National Acute Care GPOs, Alternate Setting of Care GPOs, LTCs, and SPs
• Develop and execute account-based business plans aligned to current product strategy.  Securing appropriate and profitable status for Alkermes Products
• Negotiate, implement and monitor distribution and services contracting with assigned customers to achieve maximum market penetration of Alkermes products, contract compliance and product availability
• Manage daily operations and ensure compliance of the distribution agreements, service objectives and data for assigned accounts. Investigate issues and resolve
• Develop and execute account-based distribution and inventory management plans aligned to current product life cycle management, including gross/net financial goals
• Display a high level of executive presence – both internally and externally
• Penetrate the account, establish strong, sustainable relationships with multiple points of contact within the account, including C-suite level executives
• Negotiate, implement and monitor agreements with assigned customers 
• Proactively monitor and evaluate market dynamics to provide insights for strategic changes / opportunities
• Develop, implement and lead pull-through field plans to maximize product growth
• Work with downstream customers for maximization of contract performance to support product sales growth
• Maintain database of account contacts and attributes
• Timely completion of administrative responsibilities such as expense reports

Minimum Education & Experience Requirements:

• Bachelor’s degree required. Master’s degree, PharmD., or MBA preferred 
• 12+ years professional experience 
• Driver's license must be in good standing
• Must be able to demonstrate or secure appropriate credentialing, as may be required by healthcare providers for physical access to their facilities

Preferred Skill and Knowledge Qualifications:

• 10+ year of Health Systems Account Management experience
• Prior experience managing Wholesale (Big 3), 3PL, GPO, and LTC accounts required
• Strong customer relationship, analytical, strategic and influencing skills
• Experience in executing and negotiating agreements (DSA, IMA / services / data) and enforcing contract compliance
• Strong analytical skills with proven ability to effectively analyze data to determine trends and inform strategy.
• Familiarity with EDI wholesale data (852/867) and data platforms (i.e., Integrichain, Value Centric)
• History of success identifying, evaluating and executing contractual and operational efficiencies that yields value
• Demonstrated leadership and management skills
• It is strongly preferred that candidate has established wholesale / GPO key account contacts at the national and local level
• Extensive knowledge in multiple market access channels including payer landscape, pharmaceutical supply c