Strategic Account Manager
1 month ago
Who we are.
Dendreon is making the battle against cancer personal. Our flagship product PROVENGE® (sipuleucel-T), was the first FDA approved immunotherapy for the treatment of metastatic castrate resistant prostate cancer and is made from the patient's own immune cells.
If you are looking to positively impact the lives of patients, we want you to join our team. We have Immunotherapy Manufacturing Facilities located in Seal Beach, CA and Union City, GA. A sizeable Research & Development group based out of Seattle, WA, and a highly skilled Commercial team countrywide.
Core Values:
- Put Patients First. Every day is a new opportunity to improve the lives of patients living with cancer
- Act with Integrity. Be honest, transparent, and committed to doing what’s right in every situation.
- Build Trust. Building trust takes time. Engage teammates, be candid and transparent. Over communicate and seek feedback.
- Raise the Bar. Harness continuous improvement, foster innovation and elevate our people.
- Drive Results. Be accountable and execute – we win together when everyone performs.
Your Role:
The Strategic Account Manager (SAM) is responsible for the execution within community-based and targeted hospital accounts. The SAM approaches their territory with a total coverage mindset. Demonstrates proactiveness, leadership and Provenge subject matter expertise. Collaborates with business partners (within and outside the company) to articulate the PROVENGE value proposition to customers. SAMs will be responsible for enrollments, patient ID, and new account lead identification.
ResponsibilitiesYour Work:
- Educates accounts on appropriate PROVENGE utilization, focusing on high value urology and oncology accounts in their defined geography 40% of the time.
- Focus on servicing smaller and new accounts 60% of the time.
- Develops Clinical Champions
- Leads patient identification initiatives within accounts using all available tools to operationalize the use of PROVENGE within each account.
- Develops practices into community Advanced Prostate Cancer Centers of Excellence
- Participates at sponsored industry events that include GPO meetings, LUGPA, Regional American Urology Association (AUA), American Society Clinical Oncology (ASCO), etc.
- Provides marketplace feedback in a timely manner to corporate leadership on guideline adherence, competitive updates and industry issues and opportunities.
- Partner with Corporate Account Managers to increase enrollment numbers.
- Educates providers on patient assistance programs and other resources. Use discretion and judgment to execute the company's brand strategy and tactics within the assigned customer segment, which may include securing and preserving patient access to PROVENGE in the optimal site of care for the patient and provider.
- Works in conjunction with Reimbursement, Market Access, Nurses, Marketing and their internal stakeholders to ensure execution of the corporate product objectives.
- Subject matter expert for the benefits of Immunotherapy and Provenge. Regarded as a market and disease state expert by internal and external customers.
- Serves as an internal resource for cross-functional and Commercial partners in developing strategic plans that will advance Provenge business.
- Establishes credibility with the customer and leadership in respective markets, clearly differentiating self as a leader in the urology/oncology arena.
- Recommends and manages complex, multiple projects and or programs that lead to business growth and role transformation at the local and regional level.
- Provides peer leadership at the national level and may include mentor and trainer duties.
- Identifies, plans and implements process improvements to improve quality, reduce cost, increase productivity and improve cycle time resulting in significant business improvement and customer satisfaction.
- Supports management by assisting in creating plans that maximize employee adoption and usage to minimize resistance during a transition initiative and acts as a champion for the change.
- Complies with all OIG/FDA and corporate policies and procedures.
- Additional and incidental duties related to the primary duties may be required for company business needs from time to time.
- Develop Provenge advocates, speakers, and key opinion leaders by driving live and virtual speaker programs.
- Conduct in person and virtual strategic business meetings and speaker programs.
- Performs other duties as assigned.
- Bachelor’s degree Advanced degree preferred.
- Minimum of 5 years' experience in the pharmaceutical/biotech/life-sciences industry is required.
- Minimum of 3 years' account management and/or demonstrated success in a sales management, training, or marketing role is preferred.
- Past and current successful performance as documented by President’s Club competitions, clear and discernable rankings within your peer group, and documented market share growth.
- Knowledge of FDA and PhRMA promotional guidelines.
- Strong analytical, problem solving, and decision-making abilities.
- Ability to build effective relationships within the company and with external partners, at all levels, from technical/clinical staff to executives. This role requires the highest level of collaboration, or team-ability, in marshalling resources across multiple teams in order to best serve the patient and account.
- Demonstrated business acumen and strategic planning skills necessary to drive appropriate departmental goals.
- Excellent written and verbal communication skills, as demonstrated during our assessment process.
- Proficient in MS Office, Salesforce, multi-device applications.
- Ability to conduct business virtually, but specifically located within the defined territory.
Job Preferences:
- Clear understanding of the buy and bill process, rebate tiering, and ASP Reimbursement Structure.
- Use of PPS analytics.
- Experience in oncology/urology specialty or marketplace.
- Experience working with separate class of trade contracts.
- Understanding of trade and other distribution models.
- Experience working with Group Purchasing Organizations (GPO).
- Demonstrated ability to work effectively in a team environment, manage multiple priorities, exercise sound judgment, be well organized, take initiative, be flexible, work well under pressure and produce accurate and timely work.
- May require up to 25% overnight travel.
Working Conditions and Physical Requirements:
- Ability to sit or stand for extended periods of time.
- Intermittent walking to gain access to work areas.
- Finger dexterity sufficient to use a computer and to complete paperwork activities.
- Vision sufficient to use a computer, to read written materials and to complete paperwork activities.
- Hearing sufficient to communicate with individuals by telephone and in person.
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