National Corporate Account Director - GPO

Title:
National Corporate Account Director - GPO

Company:
Ipsen Biopharmaceuticals Inc.

About Ipsen:

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.

Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company's success. Join us on our journey towards sustainable growth, creating real impact on patients and society!

For more information, visit us at https://www.ipsen.com/ and follow our latest news on LinkedIn and Instagram.

Job Description:

The National Account Director, GPO will lead the customer facing teams ensuring access to Ipsen products, expand relationships within Group Purchasing Organizations, and identify areas for collaboration. Most importantly, this position will be responsible for ensuring the success of the ongoing launch of Ipsen products and building strategic partnerships that enable broad and strategic engagement for pipeline portfolio products.

The position reports to the Sr. Director, Corporate Account and Federal Management, and will work closely with other customer facing colleagues and coordinate with the broader commercial team as well. This role requires time spent with customers, key business stakeholders as well as time in the Cambridge, MA corporate office.

Main Responsibilities & Technical Competencies

• Support the launch planning process for current and future products by developing product access strategies and tactics for specific GPO customers. Oncology launch experience preferred.
• Lead the development of account level plans of action for assigned GPOs designed to ensure optimal access for Ipsen products.
• Profile key Oncology GPOs and assigned accounts to assess applicable formulary coverage policies, utilization controls, formulary review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access for Ipsen products.
• Lead existing business and customer relationships while building a new business pipeline that enables broad and strategic engagement.
• Lead Ipsen's involvement with select strategic customer alliances, vendors and GPO service lines incorporating Senior Leadership, Commercial field and medical when appropriate.
• Lead the development and negotiation of Community GPO contracts, as applicable, across all assigned accounts for Ipsen products.
• Lead strategy development and execution for GPO and targeted customers by developing, maintaining, and executing upon strategic account business plans that deliver on the business needs of Ipsen Biopharmaceuticals.
• Drive growth opportunities through strategic account management, delivering clinical and economic value messaging.
• Responsible for integrating GPO and Large Oncology, Neurology and Community GI account plans cross-functionally, leveraging customer interactions with collaboration and alignment with field sales, demonstrating accountability, clear objectives, and timelines
• Identify and develop opportunities that align brand strategy with GPO capabilities, including educational programs, conferences, and other strategic initiatives. Lead business case development and justification to determine the merits and prioritization of these opportunities.
• Negotiate, manage, and coordinate contract evaluation and implementation, if appropriate.
• Review and analyze contracted partner performance and communicate with leadership on a consistent basis.
• Support a provider efficient customer experience for physicians and patients, to facilitate product access.
• Attainment of access objectives across assigned accounts related to formulary status, coverage policies, payment policies, and appropriate utilization controls.
• Effectively support Sales & Marketing by providing expert and compliant consultation to the Sales Force, Medical Affairs, and other functional teams on specific payor and managed customers coverage policies and formulary status.
• Compliantly engage Medical Affairs and Internal Ipsen resources to support optimal product access across assigned accounts.
• Identify competitive threats and develop response strategies to ensure optimal GPO access.
• Trouble shoot situations where prescriber or patient access is challenged by provider driven pathways or electronic medical record requirements.
• Develop strong business centric collaborative relationships with internal and external stakeholders.
• Build and maintain relationships with other trade partners including Specialty Distributors and Pharmacies, as appropriate.
• Partner across Value & Access: Trade, Reimbursement, Payor team, Pricing & contracting, Marketing, and other internal stakeholders, as appropriate.
• Uses available tools, resources, and translates data/information into actionable plans.
• Ensure integrity with Ipsen Biopharmaceuticals compliance as well as Federal/State regulations.

Knowledge and Experience

• BA/BS in a related field is required.
• MBA or advanced degree is preferred.
• 8+ years Pharmaceutical/Biotech managed markets (Value & Access) experience in Corporate Accounts, community GPOs or aggregator groups; providing wide and deep experience and competence.
• Significant GPO experience and knowledge, including key Oncology GPOs, Neurology GPOs, or Mega GI community groups.
• Experience in branded product launch in a competitive space to include generic competition.
• Track record of success in managed account sales within the specialty bio-pharma area
• Demonstrated success in gaining preferred formulary positioning for key products within targeted accounts.
• Experience reviewing clinical literature, including disease state information and target product profiles, to develop submissions for GPO engagement.
• Experience integrating Health Economics, Budget calculators and Medical Affairs resources into access planning.

The annual base salary range for this position is $187,500 - $270,00

This job is eligible to participate in our short-term incentives program. At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long-term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well-being allowance, commuter benefits, and much more.

The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited to, prior education and experience, job-related knowledge and demonstrated skills.

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual's race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.