Senior Director, Federal Accounts (Remote – United States)

Company Overview:

Innoviva Specialty Therapeutics, Inc., a subsidiary of Innoviva, Inc., is a biopharmaceutical company focused on developing innovative solutions for patients and healthcare providers in the fields of Critical Care and Infectious Diseases.

Our mission to deliver innovative, life-saving medicines for serious unmet medical conditions drives us every day and contributes to building a sustainable business for the long term. It also inspires our entrepreneurial culture which fosters innovation, collaboration, and a relentless commitment to the people we serve. Patients are at the center of everything we do because everyday matters. Every employee is encouraged to take initiative, explore new ideas, and turn challenges into opportunities that can potentially transform lives, especially those suffering from serious and difficult-to-treat illnesses.

Our products marketed in the U.S. include:

• GIAPREZA® (angiotensin II) is a vasoconstrictor to increase blood pressure in adults with septic or other distributive shock.
• XACDURO® (sulbactam for injection; durlobactam for injection) is a new treatment designed specifically to treat hospital-acquired bacterial pneumonia (HABP) and ventilator-associated bacterial pneumonia (VABP) caused by susceptible strains of bacteria called Acinetobacter baumannii-calcoaceticus complex in adults.
• XERAVA® (eravacycline) is a broad-spectrum antibiotic used to treat patients with complicated intra-abdominal infections (cIAI).
• ZEVTERA® (ceftobiprole) is an approved advanced-generation cephalosporin antibiotic and the only FDA-approved cephalosporin specifically designed to treat adult patients with Staphylococcus aureus bloodstream infections (bacteremia) including those with right-sided infective endocarditis. In addition, Zevtera is approved in adult patients with acute bacterial skin and skin structure infections (ABSSSI), and adult and pediatric patients (3 months to less than 18 years old) with community-acquired bacterial pneumonia (CABP).
• Nuzolvence® (zoliflodacin) for oral suspension is a first-in-class, single-dose oral antibiotic for the treatment of uncomplicated urogenital gonorrhea in adults and adolescents 12 years of age and older weighing at least 35 kg.
  
  
  

Summary of Position:

The Sr. Director of Federal Accounts is a customer-facing role responsible for leading the business-to-business relationship within the Federal sector, including Veterans Affairs (VA), Department of Defense (DoD), Indian Health Services (IHS), Bureau of Prisons (BoP), and the Department of Corrections (DoC)/ OGA. This individual will engage with C-Suite Executives across the respective entities, working to enhance access and assess collaboration areas of opportunity to improve patient outcomes. As part of the IST’s Market Access Team, this position will be an integral part of voicing strategy at leadership meetings within IST and will participate in other larger federal initiatives.

Responsibilities:

• Lead IST’s business relationship across the entire Federal sector including the VA, DoD, IHS, Bureau of Prisons, DOC and OGA.
• Responsible for all internal and external product access and contracting initiatives across the federal market, respond to any solicitation bids, BARDA initiatives, requests for proposals or any other therapeutic/ product based initiative where IST’s portfolio may play a role in improving patient health outcomes.
• Develop a national short- and long-term strategic plan anchored on maximizing patient access and growth.
• Deliver on forecasted net sales across IST’s portfolio within assigned accounts.
• Collaborate with Marketing, Distribution, Commercial Operations, Contracting & Pricing, Medical Affairs, Regulatory and Supply Chain to optimize customer experience.
• Enable pull-through of customer initiatives by working with Market Access leadership, Field Sales, Commercial Operations, Medical Affairs, specifically partnering closely with overlay Key Account Directors, Regional Business Directors and Critical Care Sales Specialist for local pull through, providing clear account strategy and execution plan.
• Actively monitor and assess performance, provide routine quarterly business review updates to senior leadership on progress towards our market goals, proactively identifying risks, opportunities and pull through efforts.
• In addition to the Federal market, this role may also lead select initiatives with other large national accounts such as supporting the public health market.
  
  
  

Experience & Education:

• Bachelor’s degree is required.
• 10 years of deep market access experience required including a strong and diverse background in hospital sales/ account management leadership role.
• 5 years of working in the Federal Market with extensive experience across all outlined key customers; strong preference for candidates with previous/existing Federal National Account Director.
• Extensive experience with the Federal national solicitation/ request for proposal process, timelines and key contract requirements, including the necessary understanding of the applicable (GPO/trade channels for the respective organizations).
• Experience with BARDA related initiatives.
• Proven track record of success in developing and implementing a sales strategy and driving revenue growth.
• Demonstrate ability to think out-of-the-box and share developed strategies from thought process.
• Strong business acumen, including the ability to build business plans based on analysis of key performance metrics and the understanding of marketplace opportunities and barriers.
• Proven success in the areas of leadership, judgment, teamwork, and selling skills.
  
  
  

Skills and Abilities:

• Ability to communicate and understand the patient flow through the federal healthcare eco-system from start to finish.
• Understanding of how supply chain and distribution channels work in relation to solicitation bids/ FSS.
• Excellent verbal and written communication skills.
• Strong technical skills including MS Office (Excel and PowerPoint).
• Strong executive presence and business acumen with the ability to clearly communicate with executive leadership/ C-Suite customers.
• Maintains a proactive and business mindset.
• Ability to effectively multitask, shift focus and change course as needed.
• High level of self-awareness with the ability to translate feedback into action.
• Ability to travel up to >50% including some overnight and weekend commitments.
• Valid driver’s license to drive to assigned healthcare accounts, unless otherwise specified.
  
  
  

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Innoviva Specialty Therapeutics is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

Please Note: Innoviva Specialty Therapeutics does not accept unsolicited resumes or candidate submissions from staffing agencies or recruiters. Any such submissions will be considered property of Innoviva Specialty Therapeutics, and we will not be obligated to pay any fees associated with them unless a prior written agreement is in place.