Director, GPO & Account Management

The Director, Oncology National Account Management - GPO Members primary role will be to lead and manage the business relationship with targeted oncology GPOs, network customers, physician practices and other emerging customers of importance.  A key focus will be communicating and managing GPO contracting activities working with the oncology practice business leaders.  Individual will serve as a customer-facing lead to National GPOs (McKesson, VitalSource), network customers, and targeted oncology practices.   

The Director, National GPO Account Management will lead the development and execution of Group Purchasing Organization (GPO) strategies to drive market access and revenue growth for our oncology portfolio. Reporting to the Sr. Director GPO and Account Management, this senior leadership role will focus on building and nurturing relationships with Key GPOs, optimizing contract performance, and aligning GPO initiatives with broader commercial objectives. The ideal candidate is a strategic thinker with deep expertise in oncology market dynamics, GPO negotiations, and biotech commercialization.

A typical day might include the following:  

• Execute GPO activities to support brand strategies in key physician practices

• Leads account strategy, business reviews, and issue resolutions with practices

• Partner with GPO and specialty distributors to assure appropriate business goals are met

• Identify and resolve pricing, contracting, membership, and GPO alignment issues

• Develop and maintain ongoing productive relationships with practices, GPO account managers, and specialty distributor sales teams

• Provide marketplace feedback in a timely manner to corporate leadership on customer business trends, competitive programs, and industry issues and opportunities

• Foster relationships with key national and regional opinion leaders and influencers 

• Coordinate and manage national account initiatives by working closely with sales leadership, reimbursement team, and other internal partners in support of achieving financial and strategic objectives

• Deliver effective and compelling presentations to key decision makers with the ability to anticipate and address potential objections

• Communicates effectively with sales management, marketing, and brand leads for development of customer solutions and contracts

• Develops and implements business plans to maximize market penetration and support sales

• Provide perspective and insights regarding the ophthalmology practice environment

• Participate and/or lead other projects as assigned by the GPO Sr. Director

This role may be for you if you have:

• Proven knowledge and relationships with key Executive level decision makers at ophthalmology practices

• Subject matter expertise as it relates to ophthalmology market including the competitive landscape

• Expert working knowledge with pharmaceuticals and biologics in a buy-and-bill environment

• Solid understanding of the current environment and policy trends in the provider landscape including alternative payment models

• Ability to analyze, interpret and draw insights from clinic economics/financial performance

• Excellent business acumen skills with an ability to analyze, interpret, and draw insights from financial-related information

• Excellent interpersonal skills, which include networking, influencing, negotiation, presentation, and written and verbal communication

• Demonstrated leadership, independent project management, and strategic thinking to manage complex market evolution

• Demonstrated results orientation

• Demonstrated success of teamwork and working in a collaborative matrix environment (sales, account management, market access, customer service, marketing, etc.)

• Understanding of financial concepts and contracting issues with demonstrated ability to measure contract performance

• Demonstrated proficiency in the use of PowerPoint and advanced Excel skills

To be considered for this opportunity, you must have a Bachelor’s degree required. 10+ years of "progressive" industry/relevant professional experience. 7+ years of Pharmaceutical Account Management with direct involvement in establishing and managing corporate accounts including 5+ years of ophthalmology account management. 2+ years of market access/corporate accounts management experience. Prior ophthalmology clinic account management experience required. Ability to travel 50-75%, including weekends as necessary.