National Account Director, Northeast

For over 30 years, Gilead has been a leading innovator in treating and preventing HIV, but this expertise is just a foundation for our ambitions. As we continue to expand our scope into new disease states and new markets, we are investing in our global commercial capabilities. In this role, you will support the development and implementation of global market access strategies and value propositions for oncology that maximizes product potential and patient access for all markets. This role will cover the Northeast including PA, NY, NJ, OH

The Oncology Key Account Director (MM) will: 

• Depending on the candidate’s qualifications and the final customer alignment, this position could be leveled as an Associate Key Account Director or Key Account Director

• Responsible for building, developing, and cultivating relationships with Oncology Integrated Customers 

• Customers include but are not limited to major cancer centers (could be both community and IDN) and medium community cancer centers. Responsible for overall strategy at these accounts along with contract pull-through where appropriate

• Leverage these relationships to generate increased demand and access for the Oncology portfolio by targeting appropriate influencers and decision-makers within the integrated customer environment.  

• Align strategies with other operational functions (Medical, Sales and Marketing) to support a combined customer engagement strategy as well as appropriate product access and coverage for our portfolio  

• Deliver on defined call plan to support key decision-makers and prescribers across the assigned accounts (C-suite, Pathway and P&T committee members) and promote the Oncology Portfolio at target accounts working closely with Directors of National Accounts (DNA’s), Medical Leads (ML’s), Regional Business Directors (RBD’s), and other internal partners in local geographies. 

• Engage and develop a positive relationship with key influencers and decision-makers within the accounts, such as Director of Pharmacy, Oncology department heads, and members of Medical/P&T Evaluation Committees  

• Build and manage account profile for each assigned account, detailing the procedure for protocol development, pull-through targets for salesforce, the current placement of the product on pathway and protocols, and identification of key influencers and protocol decision-makers.  

• Act as the cross-functional lead for each specific account, with responsibility for appropriately maintaining the cross-functional strategic account plan, from which each function will compliantly execute against their functional objectives. 

• Employ in-person tactics to execute against account plans, including regular account visits to promote sales efforts, manage contract strategy (where appropriate), and provide clinical, efficacy, and safety information on the product to key treatment decision-makers/executive teams within these high control accounts.  

• Lead strategic launch planning to evaluate unique needs of the Integrated Customer and work across all functions, including Sales, Managed Markets, Trade Relations, Value Access, Contracting, Medical, HEOR, & Marketing to develop tactical strategies to support launch strategies and expand the use of Gilead’s oncology products. 

Basic Qualifications:  

Bachelor's Degree and Twelve Years’ Experience 

OR 

Masters' Degree and Ten Years’ Experience 

OR  

Ph.D. and Eight Years’ Experience. 

Preferred Qualifications:  

• Previous account management/managed markets experience

• Oncology experience

• Must be a cultural champion, team player with the ability to have fun!

• Advanced degree preferred (MBA, PharmD, etc.)  

• 7 years related oncology experience in the pharmaceutical industry/sales/sales management - prefer current/recent – IV oncology strongly preferred  

• 2 years of direct experience in a corporate/region/national/key account role.  Direct Access, Payer or health system experience  

• Experience managing customer relationships in Oncology 

• Ability to Inspire, Influence and Lead without authority   

• Experience executing physician network, GPO contracting, and account management strategic plans  

• Biotech or pharmaceutical US marketplace oncology launch experience required  

• Excellent interpersonal, oral, and written communication skills, including the ability to synthesize data and deliver a clear direction  

• Superior negotiation skills, business acumen, and analytical ability  

• Advanced interpersonal, oral, and written communication and presentation skills,  

• Robust project management skills, ability to multi-task and prioritize with clear deliverables across multiple customers in tight timelines  

• Self-motivated, with excellent organizational skills, with the ability to work both independently and as a member of a matrix leadership team  

• Ability to travel up to 25% of the time with overnight travel  

People Leader Accountabilities

• Create Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.

• Develop Talent - understand the skills, experience, aspirations, and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop, and realize their purpose.

• Empower Teams - connect the team to the organization by aligning goals, purpose, and organizational objectives and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.