Key Account Director – Northeast
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Job Description
Key Corporate Account Director at PharmaEssentia driving customer engagement and access strategies in oncology. Responsible for strategic customer engagement in community oncology and academic medical centers across assigned territories.
Responsibilities:
- Support launch planning and ongoing access strategy for current and future products by developing and executing account‑level access plans across community oncology networks, GPO member accounts, and NCI‑designated/NCCN academic cancer centers within the assigned territory.
- Inform and execute GPO contract strategy within assigned accounts, including contract negotiation, launch initiatives, and pull-through activity to ensure contracted accounts are actively utilizing and ordering PEC products through the appropriate channel.
- Lead engagement with population health and account decision makers—including medical, quality, pharmacy, specialty pharmacy, clinical, P&T, pathway, and ordering system stakeholders—to communicate clinical and economic value and secure appropriate formulary, EMR, and pathway inclusion for PEC products.
- Educate and support customers who own clinical decision tools, ordering systems, and pathways to ensure accurate representation of PEC products, recognizing that these tools are owned and maintained by the customer.
- Compliantly align and collaborate with cross‑functional partners (sales, medical affairs, market access, and marketing) to deliver a coordinated customer engagement strategy and support optimal product access across the portfolio.
- Identify account‑level access barriers and competitive threats and develop response strategies in collaboration with the broader market access team to resolve issues and protect access within assigned accounts.
- Serve as the primary corporate accounts resource for field sales teams, providing account intelligence, resolving access challenges, and supporting pull‑through and utilization efforts.
- Establish and maintain a deep understanding of key account needs, priorities, and market dynamics; synthesize and communicate actionable customer and industry insights to internal stakeholders.
- Identify and support opportunities and programs in collaboration with national oncology stakeholder groups and actively participate in relevant customer and industry meetings.
- Maintain accurate, up‑to‑date account plans, CRM documentation, and KPI tracking across all assigned accounts.
Requirements:
- Bachelor’s degree required with 5+ years of pharmaceutical or biotech experience in corporate accounts, market access, or oncology account management, including 3+ years supporting oncology products
- Experience engaging community oncology networks, GPO member accounts, and/or health system/IDN customers
- Demonstrated ability to effectively engage both commercial stakeholders (GPO and network executives, contracting and access leaders) and clinical stakeholders (pharmacy directors, clinical pharmacists, pathway and P&T committee members) using data‑driven clinical and economic evidence
- Experience working with population health decision makers and senior leaders within complex health systems and oncology medical organizations
- Strong understanding of GPO contracting mechanics, pull‑through strategies, in‑office/medically integrated dispensing (IOD/MID), distribution and wholesaler channels, pricing and chargeback structures, buy‑and‑bill vs pharmacy benefit dynamics, 340B eligibility, and health system–owned specialty pharmacies
- Excellent written and verbal communication skills, with strong negotiation capability, business acumen, and analytical skills
- Ability to travel approximately 50%, with residence in proximity to a major airport
Benefits:
- Comprehensive medical coverage
- Dental and vision coverage
- Generous paid time-off
- 401(k) retirement plan with competitive company match
- Medical & Dependent Care Flexible Spending Account
- Monthly cell phone reimbursement
- Employee Assistance Program
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