What are the responsibilities and job description for the Corporate Account Director position at EMD SERONO?
Work Your Magic with us!
Ready to explore, break barriers, and discover more? We know you've got big plans - so do we! Our colleagues across the globe love innovating with science and technology to enrich people's lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.
United As One for Patients, our purpose in Healthcare is to help create, improve and prolong lives. We develop medicines, intelligent devices and innovative technologies in therapeutic areas such as Oncology, Neurology and Fertility. Our teams work together across 6 continents with passion and relentless curiosity in order to help patients at every stage of life. Joining our Healthcare team is becoming part of a diverse, inclusive and flexible working culture, presenting great opportunities for personal development and career advancement across the globe.
Your Role:
The Director Corporate Accounts, Integrated Healthcare Networks (IHN's) and Federal Customers establishes and develops relevant business relationships with assigned key accounts, including individuals in the "C and D-suites" to help ensure appropriate access to EMD Serono products in the following segments; Kaiser, UPMC, the VA/DOD/IHS, and the Medicaid Pools. This ideal candidate will be someone who understands assigned customer segments' current and future trends and utilizes this knowledge to proactively manage our business. The Director Corporate Accounts develops customer specific strategic account plans in collaboration with key internal cross-functional stakeholders and implements this approved individualized plan of action for business optimization and success. This will be someone who challenges the way things are currently done and looks at new and innovative ways to accomplish our goals, understanding the environment is evolving and our budgets for programs may not be at the level of our industry peers.
This individual will take a leadership role in the development, negotiation, and management of contracts with assigned key accounts, balancing cost/benefit of contractual discounts, rebates, and allowances; ensuring proper reporting of contractual sales data; maintaining all distribution channels; and coordinating with appropriate internal and external cross-functional channels within EMD Serono. The Director Corporate Accounts ensures that EMD Serono remains able to effectively market and sell into the customer segments that are responsible for the use EMD Serono products.
The Director Corporate Accounts identifies and executes program strategies and tactics and ongoing measurement of these programs that will achieve defined program objectives, building strong, collaborative relationships with assigned accounts. This individual works closely with internal therapeutic areas, patient support centers and analytics teams to optimize program objectives for current products and new product launches. They also analyze and monitors targeted IHNs, Kaiser and the Federal segment data to identify critical trends, measure key performance indicators and determine potential gaps and opportunities.
This position requires innovation, creativity, and diligence. This is a highly visible and entrepreneurial position requiring a great degree of collaboration with multiple internal and external stakeholders. Reporting to the Head of Strategic Account Enterprises, this position is a National Accounts customer-facing professional who has experience working in a matrixed environment within a Specialty Pharmaceutical Biotech organization.
As The Director Corporate Accounts establishes relationships, and opportunities identified and agreed upon, this individual will be responsible for obtaining and maintaining access and reimbursement of EMD Serono products and services while achieving favorable profit margins and formulary positions across all Therapeutic Areas, including Neurology, Oncology, & Fertility/Endocrinology.
Location: Field Based - in the US
Travel: 30-50%
Who You Are:
Minimum Qualifications:
Apply now and become a part of our diverse team!
If you would like to know more about what diversity, equity, and inclusion means to us, please visit https://www.emdgroup.com/en/company/press-positions.html
Ready to explore, break barriers, and discover more? We know you've got big plans - so do we! Our colleagues across the globe love innovating with science and technology to enrich people's lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.
United As One for Patients, our purpose in Healthcare is to help create, improve and prolong lives. We develop medicines, intelligent devices and innovative technologies in therapeutic areas such as Oncology, Neurology and Fertility. Our teams work together across 6 continents with passion and relentless curiosity in order to help patients at every stage of life. Joining our Healthcare team is becoming part of a diverse, inclusive and flexible working culture, presenting great opportunities for personal development and career advancement across the globe.
Your Role:
The Director Corporate Accounts, Integrated Healthcare Networks (IHN's) and Federal Customers establishes and develops relevant business relationships with assigned key accounts, including individuals in the "C and D-suites" to help ensure appropriate access to EMD Serono products in the following segments; Kaiser, UPMC, the VA/DOD/IHS, and the Medicaid Pools. This ideal candidate will be someone who understands assigned customer segments' current and future trends and utilizes this knowledge to proactively manage our business. The Director Corporate Accounts develops customer specific strategic account plans in collaboration with key internal cross-functional stakeholders and implements this approved individualized plan of action for business optimization and success. This will be someone who challenges the way things are currently done and looks at new and innovative ways to accomplish our goals, understanding the environment is evolving and our budgets for programs may not be at the level of our industry peers.
This individual will take a leadership role in the development, negotiation, and management of contracts with assigned key accounts, balancing cost/benefit of contractual discounts, rebates, and allowances; ensuring proper reporting of contractual sales data; maintaining all distribution channels; and coordinating with appropriate internal and external cross-functional channels within EMD Serono. The Director Corporate Accounts ensures that EMD Serono remains able to effectively market and sell into the customer segments that are responsible for the use EMD Serono products.
The Director Corporate Accounts identifies and executes program strategies and tactics and ongoing measurement of these programs that will achieve defined program objectives, building strong, collaborative relationships with assigned accounts. This individual works closely with internal therapeutic areas, patient support centers and analytics teams to optimize program objectives for current products and new product launches. They also analyze and monitors targeted IHNs, Kaiser and the Federal segment data to identify critical trends, measure key performance indicators and determine potential gaps and opportunities.
This position requires innovation, creativity, and diligence. This is a highly visible and entrepreneurial position requiring a great degree of collaboration with multiple internal and external stakeholders. Reporting to the Head of Strategic Account Enterprises, this position is a National Accounts customer-facing professional who has experience working in a matrixed environment within a Specialty Pharmaceutical Biotech organization.
As The Director Corporate Accounts establishes relationships, and opportunities identified and agreed upon, this individual will be responsible for obtaining and maintaining access and reimbursement of EMD Serono products and services while achieving favorable profit margins and formulary positions across all Therapeutic Areas, including Neurology, Oncology, & Fertility/Endocrinology.
Location: Field Based - in the US
Travel: 30-50%
Who You Are:
Minimum Qualifications:
- Bachelor's degree with 8-12 years of experience, or Masters with 6-8 years of experience, or Ph.D. with 5-8 years of experience
- 8 Years US Bio-Pharmaceutical/Health Care sales or account management including:
- 4 Years direct experience in account management for Integrated Delivery Networks or large hospital systems with demonstration of outstanding results
- MBA or advanced degree preferred
- Executive and business-to-business selling experience
- Experience negotiating large direct purchase contracts with demonstration of successful results
- Experience in niche market and hyper-competitive environments
- Experience in complex sales/distribution/reimbursement channels
- Experience working successfully within a highly matrixed organization
- At least one of the following is required: knowledge of Neurology, Oncology, and / or Fertility products, business, and clinical environment
- Strategic Thinker: someone with excellent current knowledge that can anticipate future trends and consequences and creates competitive account specific strategic plans.
- Outstanding oral, written and group communication skills
- Strong negotiation and facilitation skills
- Excellent selling and presentation skills
- Exceptional leadership and management skills including demonstrated ability to influence without authority
- Ability to access and successfully collaborate with various functional areas and matrix layers to motivate group action and obtain desired results
- Client-driven. Ability to establish and develop relationships, deliver presentations, and diplomatically resolve issues.
- Position requires mostly domestic travel up to 50% of time (with infrequent international travel a possibility) Could be greater at certain times such as during a product launch or contract negotiations.
Apply now and become a part of our diverse team!
If you would like to know more about what diversity, equity, and inclusion means to us, please visit https://www.emdgroup.com/en/company/press-positions.html
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