National Account Director - Specialty Group Purchasing Organization (sGPO)(McKesson and Cardinal)

Are you an experienced oncology/specialty commercial professional looking to be part of an innovative, dynamic and growing organization? GSK's US Market Access team is looking for a specialty/oncology GPO National Account Director responsible for developing and managing strategic relationships with large, national Specialty Group Purchasing Organizations (sGPOs) who aims to secure optimal access and market penetration for their company's products by negotiating contracts, building strong relationships with key decision-makers within the sGPO, and driving product utilization across their network of healthcare providers; they must have deep knowledge of the specialty pharmacy landscape, specialty and oncology distribution models and reimbursement complexities, and GPO dynamics to effectively advocate for their products and achieve sales targets within compliance guidelines.

As a sGPO National Account Director, you will be responsible for managing the sGPO contracts for GSK's specialty and oncology portfolio. This role will work closely with brand/marketing, medical, and Market Access. Field Sales, Legal and Compliance Teams, Operations and several other matrix organizations.

This role will provide YOU the opportunity to lead/execute key strategic initiatives to enhance your career path. These responsibilities include:

• Develop and execute comprehensive strategic account plans for assigned sGPOs, identifying key stakeholders and aligning product strategies to meet specific mutual needs.
• Build and maintain strong relationships with decision-makers within sGPOs, executive leadership, and sales and optimization teams.
• In coordination with MA teams, build and maintain relationships with key sGPO stakeholders
• Provide environmental updates regarding industry interactions and trends with the assigned sGPOs
• Complete QBRs with SGPO customers with key internal stakeholders (ex. SOAD leadership)
• Negotiate favorable contract terms and pricing to ensure optimal product access and reimbursement within GPO networks.
• Provide documentation internally for services provided and outlined contractually.

• Continuously conduct thorough market analysis to understand sGPO dynamics, changes, management processes, and competitive landscape.
• Develop and implement strategies for favorable access of our specialty/oncology products, including opportunities for clinical presentations, economic analyses, and value proposition messaging.
• Collaborate with internal matrix teams (Medical Affairs, Marketing, Sales, Market Access) to ensure alignment on market access strategies and tactics. (ex. MAAI, SOAD, MAS teams)
• Provide voice of the customer to ensure proactive support to current brand strategy and to avoid reactive decisions.

• Achieve sales market objectives within assigned sGPO accounts.
• Monitor product utilization and identify opportunities to increase sales through targeted initiatives and account management activities.

• Possess in-depth knowledge of the therapeutic area of contracted brands
• Adhere to all applicable healthcare regulations and compliance guidelines related to sGPO interactions and contracting.

Ensure transparency in all communications and interactions with sGPOs.

Why You?

• Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:

Bachelors Degree

• Minimum 3-5-years in Oncology/Specialty Pharmaceutical sales, with a strong understanding of the sGPO landscape and market access dynamics (forecasting, data analytics, budget management, marketing, sales, account leadership, management).
• Minimum of 3 years current sGPO contract management, contract negotiations, and execution with Mckesson and or Cardinal.
• Minimum of 3 years' experience in Oncology OR Specialty and knowledge of the community oncology marketplace.
• Ability to travel up to 50% Nationwide

Ability to travel to meetings/training/programs as necessary.

Preferred Qualifications:

Excellent interpersonal skills to build and maintain strong relationships with key decision-makers at GPOs.

Ability to navigate complex processes to rapidly achieve resolution.

Strong direct/indirect leadership skills

Strong Project Management experience, managing multiple timelines, processes and procedures.

Superior analytical and planning skills.

Demonstrated strong orientation to ethics and compliance.

Outstanding organizational skills.

Build trust with both internal GSK and external (customer)stakeholders.

Proven ability to negotiate complex contracts and pricing agreements with sGPOs.

Deep understanding of oncology/specialty market, including clinical data and therapeutic areas. Critical understanding of both infusion and oral oncolytic market.

Ability to analyze market data, identify trends, and develop strategic account plans.

Please visit GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a special purpose - to unite science, technology and talent to get ahead of disease together - so we can positively impact the health of billions of people and deliver stronger, more sustainable shareholder returns - as an organisation where people can thrive. We prevent and treat disease with vaccines, specialty and general medicines. We focus on the science of the immune system and the use of new platform and data technologies, investing in four core therapeutic areas (infectious diseases, HIV, respiratory/ immunology and oncology).

Our success absolutely depends on our people. While getting ahead of disease together is about our ambition for patients and shareholders, it's also about making GSK a place where people can thrive. We want GSK to be a place where people feel inspired, encouraged and challenged to be the best they can be. A place where they can be themselves - feeling welcome, valued, and included. Where they can keep growing and look after their wellbeing. So, if you share our ambition, join us at this exciting moment in our journey to get Ahead Together.

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