ED/VP, GPO and Corporate Accounts

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Drive the growth of company products within strategic provider accounts, including GPOs, PE-backed MSOs, and large IDN or ASC-owned practices.

• Assemble a team of corporate account directors to cultivate relationships with key stakeholders in Retina corporate accounts for a successful launch.

• Manage the current DEXTENZA corporate account team and formulate strategies to enhance account management.

• Provide insights to refine contracting strategies and oversee performance management with corporate accounts.

• Take charge of the segmentation and prioritization of corporate accounts.

• Create a uniform approach to managing corporate accounts across the Ocular Therapeutix portfolio.

• Keep abreast of changes in the provider landscape and adjust account prioritization accordingly.

• Align the go-to-market strategy with corporate objectives, growth targets, and the overall commercial strategy.

• Identify innovative contract solutions, structures, and services.

• Collaborate with Pricing & Contracting and Access Strategy & Payer Engagement teams.

• Supervise the negotiation and execution of GPO and corporate account agreements.

• Engage with C-suite executives and manage relationships at key corporate accounts.

• Provide strategic and operational leadership to the DEXTENZA corporate accounts team.

• Recruit, mentor, and develop a field-based team focused on GPO and corporate accounts within the Retina division.

• Establish account management processes, engagement schedules, QBRs, KPIs, dashboards, and escalation pathways.

• Coordinate cross-functionally to implement field-level account strategies.

• Offer subject matter expertise in Trade & Distribution and Go-to-Market strategies.

• Collaborate with Market Access, Sales, Marketing, and Medical Affairs teams.

• Work with Commercial Analytics to create a performance-management data infrastructure.

⛳️ Requirements

• A bachelor's degree is required.

• At least 15+ years of experience in pharmaceutical or biotech GPO or key account management.

• A minimum of 8+ years in a management or leadership position overseeing people or functions.

• At least 5+ years of direct experience in negotiating GPO membership and MSO contracts within a buy-and-bill framework.

• Demonstrated success in building relationships with C-suite executives from GPOs or PE-backed MSOs.

• Must possess a deep understanding of the contracting mechanics utilized by GPOs and PE-backed MSOs.

• Experienced in establishing field-based teams from the ground up and scaling capabilities for growth.

• Exceptional skills in cross-functional leadership, collaboration, and communication.

• Willingness to travel up to 50% of the time.

🏝️ Benefits

• Equal employment opportunity protections.

• Nondiscrimination protections under relevant federal, state, and local laws.