Director, East IDN & National Accounts

Job Title

Director, East IDN & National Accounts

Requisition

JR000014648 Director, East IDN & National Accounts (Open)

Location

Bridgewater, NJ

Additional Locations

Boston, MA, Hartford, CT, Philadelphia, PA, Pittsburgh, PA, Providence, RI

Job Description Summary

Job Description

The primary responsibilities of this role, Director, East IDN & National Accounts, are to:

The Director IDN & National Accounts is the primary liaison for driving national account strategy and call on national account leadership for key accounts with a national footprint including Large Integrated Delivery Networks (IDNs), Regional VISNs for the Mallinckrodt Product portfolio. This individual is accountable to negotiate, execute and maintain key customer contracts, rebates and administration fees in alignment with brand strategy. Further, the Director IDN & National Accounts provides critical input into the strategic customer planning process inclusive of contract strategy, marketing services and field activation. The Director IDN National Accounts will lead cross functional efforts to promote Mallinckrodt’s national presence at high level leadership meetings GPO, IDN, Pharmacy & Trade Summits. These meetings are critical for brand/business planning as they pertain to the Health System channel of business.

 

Execute Customer Strategy and Business Development for National Group Purchasing Organizations

• Deliver and maintain access for Mallinckrodt products to national hospital group purchasing organizations, hospitals and IDNs.

• Establish and maintain Mallinckrodt’s position as a premier partner with all GPOs and IDN’s

• Drive optimal funding/investments of Mallinckrodt’s brands; Develop and ensure successful account management product launch strategies, access and uptake in key accounts

• Lead identification and assessment of new and innovative business opportunities to drive profitable short- and long-term customer partnerships and institutional sales

• Identify new areas for Mallinckrodt’s to compete, such as startup GPOs and Direct IDN customers

• Develop deep enduring relationships with key national GPO / IDN executives and key decision makers

• Think and act strategically through joint customer planning,

Quarterly Performance Reviews, challenging the customer and establishing value for Mallinckrodt’s acute care customers

• Meet all deadlines for new contracts, pricing and rebate amendments, CDAs, MSAs, and SOWs.

Develop and Execute Strategy for National Accounts

• Drive national strategy & coordination of system wide initiatives across National Account affiliates

• Build advocates at C-level of target accounts

• QBRs / contract conversations at HQ level

• Formulary, pathway & protocol monitoring.

Internal Collaborating, Coordinating and Alignment

• Drive strategic insights into GPO / IDN contracting strategy, key market service initiatives and field activation plans

• Analyze and communicate competitive contract/positioning information

• Engage in brand planning process with marketing teams to strategically integrate GPO / IDN offerings and identify new opportunities

• Lead account coordination with all internal stakeholders including brand team leads, internal contracting, channel marketing, market access and pricing teams to pull- through customer strategies to INDs

• Understands the Trade channel and can strategically plan and align with channel distribution team to ensure favorable positioning, market access and appropriate customer initiatives. Determine and align data

• Ongoing Health System channel education across relevant teams

• Enable flow of field-based channel insights internally to enable better understanding of market dynamics and competitive trends that could impact profitable access.

Performance Management and Resource Allocation

• Attract and maintain best-in-class account management resources, and drive the refinement of account manager competencies through internal developmental efforts

• Negotiate contracts and administration fee structure to support our core brands and to ensure appropriate and compliant return of investments

• Liaise with sales leadership ensure optimal field activation for targeted accounts

• Identify and implement continuous improvement efforts and knowledge shar