Parkwood International is at the momment seeking for National Director Key Accounts - Atlanta Pharma on Wed, 20 Mar 2013 16:17:54 GMT. National Director of Key Accounts: THIS IS NOT A FIELD BASED POSITION My client, a mid-sized, well-established global pharmaceutical company in the Atlanta suburb, aims to be the next generation biopharmaceutical leader based on unique blending of innovation, entrepreneurship and experience, bringing breakthrough innovation and new medicines for patients suffering from severe disease. My client...
National Director Key Accounts - Atlanta Pharma
Location: Atlanta, Georgia
Description: Parkwood International is at the momment seeking for National Director Key Accounts - Atlanta Pharma right now, this vacancy will be presented in Georgia. For complete informations about this vacancy opportunity please read the description below. National Director of Key Accounts:
THIS IS NOT A FIELD BASED POSITION
My client, a mid-sized, well-establis! hed global pharmaceutical company in the Atlanta suburb, aims to be the next generation biopharmaceutical leader based on unique blending of innovation, entrepreneurship and experience, bringing breakthrough innovation and new medicines for patients suffering from severe disease. My client operates in more than 50 countries and has a global revenue of $4B+. My client integrates technology (bio) and chemistry (pharma) so they can gain much deeper insights into disease pathways, including the complexities of severe diseases, as well as producing more potent, cost-effective drugs.
Human capital is the lifeblood of their success. They believe in unlocking creative potential of their employees and partners and in creating a networked, cross-functional organization. Among this networked organization, you will also find a focus on bringing together patients that suffer from ailments and giving them an opportunity to share their experiences and insights both virtually and ! live, with each other, my client, their partners, etc.
As severe diseases are treated by a relatively small number of specialists, my client can have a close relationship and regular dialogue with physicians and their patients - an essential ingredient for understanding and addressing the daily physical and social symptoms of these diseases.
My client offers outstanding benefits and an environment where you can grow your skills, use your creativity to think outside of the box, and have fun while working hard! In addition, they are located in the Atlanta area....a great place to live and a much cheaper cost of living than the northeast!
I am currently seeking a National Director of Key Accounts for this organization.This is a corporately based position, so you must live in, or be willing to move to, the Atlanta, GA area...this will not be field-based. To be considered, you need to have prior experience in managing Key Account Executives as you will have multiple direct reports in this role.
This comp! any moves quickly.A phone interview with the hiring manager and typically one round of live interviews is all it takes.Must act quickly before the opportunity is gone!
TITLE: National Director of Key Accounts
REPORTS TO: Vice President, Managed Markets
SALARY: Commensurate with experience
RELO: Yes, relo available
The
National Director of Key Accounts
leads the US Key Account Executive Team and all supporting personnel. Primary functions include market access strategy development and implementation across all customer functions for organization's core brands.This includes, but is not limited to, retail, specialty pharmacy, client services, commercial, government and related customer business.
The National Director of Key Accounts must proactively identify opportunities and anticipate obstacles based on gathered information and an in-depth understanding of the market and custo! mer. The KAE leverages this understanding, along with their understandi! ng of the needs of company, to plan, prioritize, coordinate, and execute strategic business solutions to address all internal and external opportunities.These plans and business solutions are clearly outlined in the KAE customer operating plans.Additionally, the National Director of Key Accounts must partner across a matrix leadership structure to ensure alignment with all operational areas, including the Contracts and Pricing, Legal, Finance, BU, PST and Regional Leadership team.
The National Director of Key Accounts will lead and coordinates the KAE team with the RAEs, Trade, or other appropriate organizational lead where their national account impacts the regional market. This involves actively communicating, coordinating, providing resources, and facilitating the implementation of the operating plan strategy and tactics in order to maximize opportunities with promoted product line.
Major Accountabilities:
- Deliver superior sales and ! profit growth through strategic and operational excellence and developing strong partnerships with both internal and external customers
- Penetrate the accounts and establish strong, C- level relationships with key customers and move company beyond supplier to strategic partnerships with one or more of our most important customers
- Develop and provide actionable national market intelligence, sales-enabling tools, and contract negotiation expertise and customer relationship leverage to help business units meet and exceed sales and profit targets
- Develop a high performance account management team that is recognized for adding significant value to the business units, develop win-win scenarios with internal and external customers, and actively listen to business units’ priorities and plans
- Raise the organizational level of awareness of Key Accounts relations through rapid problem resolution, innovative programs, quality service and suppor! t.Consistently communicate and market the value and impact of Trade Rel! ations through formal and informal channels through out the organization
- Sets MBOs specific to business opportunities with key national customers
- Lead contracting negotiations with contracting, operations, and national and regional customers.Develop, present and gain acceptance of complex multi-source contracts with brand growth implications
- Lead pull through efforts of national customers with Regional AEs and sales organizations
- Identify and focus on business priorities and opportunities.Leverage resources to assure superior execution of the details required to achieve the optimal results
- Provide direction and communicate the Managed Markets vision and mission to the matrix team, national and regional customers
- Plan and execute all sales and marketing functions directed toward special customer segments, including competitive analysis, new product launches, contracting strategies, outcomes research, medical, support syst! ems and budgeting requirements on a quarterly basis
- Knowledge of customers and their business environment to provide a basis for profitable partnering, through close and frequent contact with identified accounts of national or regional
- Proactively identify customer needs and business opportunities and ensure that those are rapidly incorporated into the business plan and executed with the customer
- Demonstrate excellence in understanding of each customer including: their marketing strategy, medical and pharmacy reimbursement systems, organization for health care delivery, and processes for disease management and outcomes research
- Demonstrate outstanding sales, communication, negotiation and project management skills and knowledge of company products while establishing company as the preferred partner with our key customers
- Penetrate the account, establish strong, sustainable relationships with multiple points of contact within key ! customers, and move company beyond supplier to strategic partnerships w! ith National Account customers
- Create and maintain an operating plan for each customer that incorporates the appropriate field and home office resources to maximize the return on our customer investments
- Demonstrate leadership in the formulary management process including high-level communication with managed markets and field leadership as well as field representatives ensuring the creation of a seamless cross-functional team with common goals and measurable objectives
- Develop and lead multi-disciplined customer teams, aligning key customer and UCB functional areas including Operations/Finance, Medical, Legal, Compliance, Marketing, Area Sales, Field Sales, Disease Management and Executive Management
- Coordinate with Marketing in creating visibility around the contribution made by strategic national customers to annual sales and share targets with Brand Marketing, Sr Management and Executive Management
- Independently manage all as! pects of the company’s relationships with our key national customers, providing a single point of contact to coordinate investment decisions and customer communications
Qualifications:
- Bachelor’s degree in science or business or equivalent work experience
- At least 12 years of outstanding performance in two or more of the following functions: Managed Markets Account Executive Leadership, Managed Markets/Specialty/Trade Account Executive, Field Sales Leadership, Health Outcomes, Payor Marketing
- Demonstrated ability to influence decisions at all levels included “C Suite†executive level experience and success
- Has experience and success in financial modeling, budget impact models, and other payor and outcomes analysis
- Demonstrated excellence in developing strategic operating plan development, business management, contract proposal development, negotiation and analysis
- Outstanding performanc! e as an Account Executive and demonstrated leadership skills in managin! g and influencing teams
- Demonstrated excellence in account management, relationship development and account penetration
- Demonstrated excellence in building and developing high performing teams
- Experience in budget management
- Expertise in managed care market, pharmaceutical distribution channels, competitive trends and the impact on our key products
- Reimbursement and MMA expertise
- Experience in leading and developing contracting, launching, or gaining access with payors in CNS, Allergy, Pediatrics, Oncology, RA, or Crohn’s Disease therapeutic areas
- Extensive negotiation skills with large complex customers
- Demonstrated superior account management and project management practices
- Excellent understanding of biopharmaceutical marketing processes
- Demonstrated strength in business planning and tactical plan development and execution
- Extensive knowledge in multiple Managed Markets c! hannels
- Excellent understanding of basic finance, return on investment and profitability analysis
- Excellent understanding of clinical and marketing information on company’s and competitor’s products
- Strong technology skills (e.g. computer skills â€" power point, excel, word, internet web sites)
- Outstanding interpersonal skills and flexibility to meet customer demands
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If you were eligible to this vacancy, please send us your resume, with salary requirements and a resume to Parkwood International.
Interested on this vacancy, just click on the Apply button, you will be redirected to the official website
This vacancy will be opened on: Wed, 20 Mar 2013 16:17:54 GMT
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