Job Description
The Associate Director, Oncology Key Accounts is the main point of contact for Our Company with large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology. They play a crucial role in establishing Our Company as an industry leader, supporting healthcare partners and providers, improving patient health outcomes, and becoming a trusted resource. This is a field-based account management position that will have responsibility for accounts in the Mid-Atlantic geography, which includes Maryland, Washington D.C., and Virginia. The selected candidate should live within the geography.
Primary Activities & Responsibilities include and may not be limited to the following:
Leadership:
- Builds and maintains trust with colleagues, stakeholders, and customers through effective communication, integration, and collaboration.
- Ability to lead through challenging and ambiguous situations while ensuring that deadlines and objectives are met, by effectively prioritizing tasks based on urgency, impact, and resource availability.
- Ability to influence others and lead without authority during complex situations, fostering collaborative problem-solving and reaching consensus. Experience in navigating multiple teams or stakeholders to achieve common goals.
Clinical Proficiency:
- Understands applicable product portfolio to provide approved disease and product information to key decision makers and stakeholders within account(s).
- Leads Our Company's efforts to maximize appropriate utilization of its portfolio while bringing resources to customers that contribute to better outcomes for patients.
- Understanding of external quality initiatives with the ability to clearly align and tailor response to customer’s needs using approved Company resources and messages.
- Understand all aspects of treatment decision factors, including but not limited to knowledge of pathways, protocols, sites of care, guidelines or quality initiatives.
Business Acumen:
- Utilizes internal data and data analytics to understand account performance and identify opportunities for appropriate engagement.
- Knowledge of account ecosystem and current emerging market and business trends impacting assigned accounts. Develop and pull-through a coordinated and longitudinal account plan.
- A deep understanding of the unique dynamics of the business to business (B2B) market, including the various factors that influence buying decisions, such as competitive landscape, industry trends, and economic conditions. Ability to utilize approved messages and resources with appropriate healthcare business partners (HBPs) across the account.
- Coordinate across a network of local account teams to ensure contract pull-through and address local requests for contract terms or conditions.
Operational/Account Management:
- Establishes strategic approach to the account in alignment with approved guidance from the marketing teams. Aligns brand strategy and tactics with customer needs and business objectives to improve patient health outcomes.
- Builds trust and relationships with key decision makers and stakeholders and influencers to understand their objectives, goals, and challenges. Identifies approved resources that align with the customer’s needs. Develops a thorough understanding of all entry access points and knowledge of stakeholders who influence and operationalize access for the entire enterprise.
- Uses approved tools to capture, share and appropriately communicate internally about the customer.
Qualifications:
Required:
- Bachelor’s Degree or a minimum of high school diploma with at least 4 years of relevant work experience which could include: professional sales, experience in marketing, military, or healthcare/scientific field (pharmaceutical, biotech, or medical devices)
- Minimum of 2 years of relevant experience in healthcare, life sciences industry, sales, account management or managed care
- Valid Driver’s License
- Ability to build and develop meaningful customer relationships with senior healthcare executives and key opinion leaders
- Demonstrated financial acumen with ability to communicate value proposition and negotiate, if applicable
- Strong understanding of healthcare ecosystem
- Excellent interpersonal and communication skills, internally and externally, with ability to interact with individuals from a variety of cultures and disciplines
- Strong leadership skills and ability to collaborate in cross-functional, matrix organizations
- Ability to travel ~50%
Preferred:
- Advanced degree
- Local market relationships and customer knowledge
- Current account management experience in large Oncology group practices and integrated delivery networks that have a focus on Oncology and Hematology.
