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Director, Corporate Accounts

5 months ago

Fort Lee, United States Kedrion Biopharma Inc. Full time

The Corporate Accounts Director serves as the primary point of contact and relationship holder for assigned corporate account customers for Kedrion Biopharma, Inc. The purpose of these relationships is to build win-win partnerships that drive contracts and ensure access to end users that will enable Kedrion to surpass its sales and business goals. Reporting directly into the US Executive Director of Corporate Accounts, the Corporate Accounts Director is assigned to Group Purchasing Organizations (GPOs), Specialty Pharmacies, Specialty Distributors and Payers (MCOs). Additionally, the Corporate Accounts Director leads and collaborates with Corporate Account/s Managers to drive GPO ex-factory volume and sales and serves as a coach/mentor/leader in driving expected results. Nationwide travel is required in this role. Candidate must reside near a major airport. Main responsibilities include: Demonstrates strong communication and collaboration with business intelligence, finance, sales leadership, the marketing organization, legal and other members of the commercial organization to ensure effective and compliant contract negotiations, execution and revisions and contract pull-through/compliance. Responsible for analyzing and understanding sales trends for Kedrion portfolio, achieving defined goals, and promoting a mutually beneficial business relationship. Comprehensive contract negotiation and administration, including strategic business case develop, implementation, and on-going performance measurement to ensure pull-through and contract compliance. Negotiates contracts that are mutually beneficial to Kedrion and the customer, while ensuring fiscal responsibility to Kedrion. Full ownership of contracts, including inventory analysis and PO generation for contract compliance and budget achievement for ex-factory sales. Maintain contracts to ensure they are current with timely price change implementation and prompt handling of fees and accuracy of chargebacks. Lead and work with Corporate Accounts Manager/s to identify, execute and drive sub-GPO contract execution and compliance, along with, associated IDNs to drive growth within assigned GPOs in volume and products. Demonstrate leadership in planning and executing ex-factory sales plans within the Corporate Accounts team to achieve monthly, quarterly, and annual budgets. Manage time effectively to ensure regular visits to all accounts to nurture and grow Kedrion business. Timely and effective planning of Monthly/Quarterly Business Reviews with key accounts and appropriate utilization of Brand Team and Sr. Management’s involvement during the pre and post business review planning process. Collaborate with Business Intelligence and Brand Leads to develop pricing and/or performance contracts with various classes of customers and oversee full implementation. Identify new accounts and grow existing accounts in sales volume and expand portfolio opportunities with existing customers. Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value-added program effectiveness. Requirements/Skill Set: BA/BS degree required (MBA or similar graduate or advanced degree desired) Prior Plasma therapies experience required 5 years field-based sales experience and at least 1 year of Corporate Account experience preferred in plasma derivatives, rare disease or orphan drug space Ability to interact with all levels of management including C suite to create mutually beneficial agreements Understanding of Reimbursement methodologies and Payer/Managed Care Organizations and PBM business structures Existing relationships with IDNs, Group Purchasing Organizations, Specialty Distributors, Hospital Health Systems and Specialty Pharmacies Ability to navigate Payer coverage policies and triage reimbursement challenges is preferred Full working knowledge of a CRM tool and ability to adapt to new tools Intermediate level MS Office skills (MS Word, MS Excel, MS PowerPoint, MS Outlook) Detail-oriented, with strong organizational, problem-solving and administrative skills Willing to learn and be open to suggestions/ideas to improve productivity and efficiency Proven ability to handle multiple projects, prioritize and meet deadlines in a fast-paced environment Versatility, flexibility, and willingness to work within constantly changing priorities with enthusiasm Customer/Client Focus Results Driven Assertiveness Self-motivated Strong critical thinking and analytical skills Can build strong relationships internally and externally in a remote work environment Excellent communication skills; both oral and written Roll-up sleeves mentality. Can manage both at a strategic level and conduct administrative duties to see work through to completion. Ability to conduct travel within assigned region and nationwide travel as necessary Kedrion Biopharma offers a number of benefits to qualifying employees, including: Medical, vision and dental insurance Life and AD&D insurance Paid holidays PTO accrual and much more Please let us know if you would like further details regarding the benefits that we offer to our qualifying employees, and we would be glad to provide you with our full benefits guide, as well as answering any questions you may have All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status. Please be advised that our organization participates in E-verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. For more information on E-verify, please contact the Dept. of Homeland Security. Please note that salary ranges are calculated based off levels of: relevant experience, education and certifications.