National Accounts Director, Federal & Strategic Partners

Position Description

This position will report to the Executive Director, GPO and Strategic Partners and will be responsible for managing all segments of the market access business within their assigned market segmentation. This person will work directly with market access, marketing and sales colleagues as the single point of contact for accounts assigned. 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.

Responsibilities include national coverage for government accounts including the Veterans Administration (VA) / Department of Defense (DoD), key institutional accounts which include Integrated Delivery Network (IDN) / Accountable Care Organizations (ACO), academic centers and other strategic accounts that will impact the national sales strategy. 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.

Position Requirements

ESSENTIAL DUTIES AND RESPONSIBILITIES:


• Responsible for developing and maintaining key business relationships with Acute GPO’s, VA/DoD, IDN/ACO and assigned strategic accounts
• Partner with executive level to create business opportunities and build strategic partnerships
• Collaborate with market access, marketing, medical and sales to secure access to formularies and pathway development
• Responsible for education, communication and coordination with all segments of the business within their assigned accounts
• Manage distribution of Exelixis products with in assigned customer segment
• Responsible and accountable for the successful implementation of the strategic and tactical plan
• Establish strong customer management skills and relationships for assigned accounts
• 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
• Build an educational platform to educate internal colleagues about customer dynamics
• Responsible for budget allocation and management for aligned accounts
• Develop, negotiate and implement innovative contracts to support brand strategies and coordinate pull through activities
• Track and analyze product performance and communicate to internal stakeholders

SUPERVISORY RESPONSIBILITIES:


• No direct supervisory responsibilities at this time

EDUCATION/EXPERIENCE/SKILLS:
Education and Experience:

• Bachelor’s degree in Scientific or Business field required
• MBA preferred but not required
• Strong experience in sales, managed care, reimbursement, health policy, or healthcare marketing experience
• Minimum of 12 years’ experience in the pharmaceutical/biotech industry, oncology experience preferred
• Minimum 3 years’ experience in any of the market access segments of the business: reimbursement, health plans, distribution, physician networks, federal marketplace and others
• Regional / National Account Management experience preferred

Knowledge/Skills/Abilities:


• Expert knowledge of relevant products, their associated therapeutic areas, competitors and other related marketplace factors
• Strong organization, planning, and analytical skills
• Demonstrated project management skills with the ability to manage multiple projects simultaneously
• Ability to work independently to execute against strategic and tactical plans under tight timelines
• Ability to assemble and lead cross-functional teams toward a shared vision of success
• Ability to present ideas effectively to individuals or groups, targeting presentation to the needs of the audience
• Ability to travel to meetings/trainings/programs as necessary
• Valid driver’s license
• ~50% travel required

Job Complexity:

• Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
• May also work on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.
• Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results.
• Networks with key contacts outside own area of expertise.

DISCLAIMER
The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.