Job Summary

The Associate Director, Oncology Account Manager (ADOAM) is responsible for building, maintaining and expanding strong relationships with: C-suite level (CEO's, CFO's, COO's) stakeholders, Medical Directors, Practice Administrators and other influencers/decision-makers in strategically important large, regional accounts within assigned geography. Regional accounts include, but are not limited to, organized health systems (OHS), integrated delivery networks (IDN), specialty pharmacy, and community based oncology practices within a defined geography. The ADOAM will position DSI products for optimal access and usage within preferred market segments and develop deep customer insights to drive growth and market share. The Regional account and reimbursement team creates patient access for DSI's medicines with a focus on Oncology. Using a deep understanding of payer and provider economics and an account based selling approach, the team delivers solutions for customers and patients Account Managers develops collaborative partnerships with both internal and external stakeholders (specialty GPO customers, SAMs, field sales, field medical, and other key functional areas) to drive contract success.

This territory covers: IL

Responsibilities

• Develop and implement strategies for success within assigned geographies for each prioritized business segment. Grow, manage and maintain strong professional relationships with key contacts within targeted accounts. Demonstrate strong clinical, financial, and operational acumen for current and future portfolio. Create and deliver persuasive presentations focused on the clinical value proposition, contract value, and commercial insights to increase account penetration, sales volume and product market share for both new and existing customers.

• Account Managers develops collaborative partnerships with both internal and external stakeholders (specialty GPO customers, SAMs, field sales, field medical, and other functional partners); leading without authority to drive alignment and coordination across the Oncology Care Team Model. Effective communication requires marketplace intelligence, evaluation of customer business trends and perspective on changing dynamics within the geography. Provide sound business recommendations and demonstrate a keen ability to prioritize and execute on current and future opportunities.

• Demonstrate extensive knowledge of Oncology landscape to include pathways/guidelines, private payer coverage and reimbursement for appropriate patient access. Ability to articulate how co-dependent functions are organized/operate (Group Purchasing Organizations, specialty pharmacy, Medicare and Medicaid) along with evolving reimbursement methodologies that are important to the customer.

• Account Managers will demonstrate focused and comprehensive account planning skills. Monitor and analyze account utilization and market share data for DSI products relative to competitors and develop effective business plans to enhance sales. This includes the creation of contracting business cases that outline strategies and tactics. The process includes a deep understanding and the ability to effectively communicate the value of contracts, and the ongoing performance of contract pull through. Leverage the use of analytic resources, and relevant data to identify issues and opportunities associated with product performance. Monitor and track performance of existing initiatives and adjust accordingly based on sound business decisions.

Qualifications

Successful candidates will be able to meet the qualifications below with or without a reasonable accommodation.

Education Qualifications (from an accredited college or university)

• Bachelor's Degree required

• Advanced degree preferred Experience Qualifications

Experience Qualifications

• 7 or More Years overall related experience, preferably within pharmaceuticals, Oncology or Specialty Sales required

• Candidates who have IDN/Hospital/Key Community Oncology account management experience preferred

• Specialty GPO/Injectable/buy-and-bill (Part B) experience preferred

• Diverse experiences such as selling in various therapeutic areas, training, and operations preferred

• Sales management experience preferred

• Ability to travel up to 70% Domestic travel & occasional weekend GPO/trade shows.

• Must have a valid driver’s license with a driving record that meets company requirements.