Key Account Director – Northeast

📋 Description

• Assist in the planning for product launches and ongoing access strategies for both current and future offerings by creating and implementing account-specific access plans throughout community oncology networks, GPO member accounts, and NCI-designated/NCCN academic cancer centers within the designated territory.

• Guide and implement GPO contract strategies within assigned accounts, encompassing contract negotiations, launch initiatives, and pull-through activities to ensure that contracted accounts are actively ordering and utilizing PEC products through the designated channels.

• Facilitate engagement with decision-makers in population health and accounts—including medical, quality, pharmacy, specialty pharmacy, clinical, P&T, pathway, and ordering system stakeholders—to convey clinical and economic value and secure necessary formulary, EMR, and pathway inclusion for PEC products.

• Educate and assist customers who manage clinical decision tools, ordering systems, and pathways to guarantee accurate representation of PEC products, acknowledging that these tools are maintained by the customer.

• Compliantly align and work in collaboration with cross-functional partners (sales, medical affairs, market access, and marketing) to implement a unified customer engagement strategy and enhance optimal product access across the portfolio.

• Identify access barriers at the account level and competitive threats, developing response strategies in cooperation with the broader market access team to address issues and maintain access within assigned accounts.

• Act as the primary resource for corporate accounts to field sales teams, providing account intelligence, addressing access challenges, and facilitating pull-through and utilization efforts.

• Develop and sustain a comprehensive understanding of key account needs, priorities, and market dynamics; synthesize and relay actionable customer and industry insights to internal stakeholders.

• Identify and facilitate opportunities and programs in collaboration with national oncology stakeholder groups, actively participating in relevant customer and industry meetings.

• Keep accurate and up-to-date account plans, CRM documentation, and KPI tracking for all assigned accounts.

⛳️ Requirements

• Bachelor’s degree required, along with 5+ years of experience in the pharmaceutical or biotech industry, specifically in corporate accounts, market access, or oncology account management, including 3+ years supporting oncology products.

• Experience engaging with community oncology networks, GPO member accounts, and/or health system/IDN customers.

• Proven 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 decision-makers in population health and senior leaders within complex health systems and oncology medical organizations.

• Strong knowledge of GPO contracting mechanisms, 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, along with strong negotiation capabilities, business acumen, and analytical skills.

• Willingness to travel approximately 50%, with residence near 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