Job Description

Job Title

National Account Director, OCG / GPO, West Coast

Requisition

JR000014151 National Account Director, OCG / GPO, West Coast (Open)

Location

Hospital Field Sales - USA101

Additional Locations

Los Angeles, CA, San Francisco, CA

Job Description

The Director GPOs & National Accounts is the primary liaison for driving national account strategy and call on national account leadership for key accounts with a national footprint including Acute Care Hospital GPOs, Large Integrated Delivery Networks (IDNs), Regional VISNs for the Mallinckrodt Product portfolio. This individual is accountable to negotiate, execute and maintain key customer contracts, rebates and administration fees in alignment with brand strategy .Further, the Director GPOs & National Accounts provides critical input into the strategic customer planning process inclusive of contract strategy, marketing services and field activation. The Director GPOs & IDN National Accounts will lead cross functional efforts to promote Mallinckrodt’s national presence at high level leadership meetings GPO, IDN, Pharmacy & Trade Summits. These meetings are critical for brand/business planning as it pertains to the GPO channel.

Execute Customer Strategy and Business Development for National Group Purchasing Organizations

Deliver and maintain profitable access to national hospital group purchasing organizations
Establish and maintain Mallinckrodt’s position as a premier partner with all GPOs and IDN’s
Drive optimal funding/investments of Mallinckrodt’s brands; Develop and ensure successful account management product launch strategies, access and uptake in key accounts
Lead identification and assessment of new and innovative business opportunities to drive profitable short- and long-term customer partnerships and institutional sales
Identify new areas for Mallinckrodt’s to compete, such as startup GPOs and Direct IDN customers
Develop deep enduring relationships with key national GPO / IDN executives and key decision makers
Think and act strategically through joint customer planning, performance reviews, challenging the customer and establishing value for Mallinckrodt’s acute care customers
Meet all deadlines for new contracts, pricing and rebate amendments, CDAs, MSAs, and SOWs.

Develop and Execute Strategy for National Accounts

Drive national strategy & coordination of system wide initiatives across National Account affiliates;
Build advocates at C-level of target accounts;
QBRs / contract conversations at HQ level;
Formulary, pathway & protocol monitoring.

Internal Collaborating, Coordinating and Alignment

Drive strategic insights into GPO / IDN contracting strategy, key market service initiatives and field activation plans;
Analyze and communicate competitive contract/positioning information
Engage in brand planning process with marketing teams to strategically integrate GPO / IDN offerings and identify new opportunities;
Lead account coordination with all internal stakeholders including brand team leads, internal

contracting, channel marketing, market access and pricing teams to pull- through customer strategies to GPOs;

Understands the Trade channel and can strategically plan and align with channel distribution team to ensure favorable positioning, market access and appropriate customer initiatives. Determine and align data
Ongoing GPO channel education across relevant teams;
Enable flow of field-based channel insights internally to enable better understanding of market dynamics and competitive trends that could impact profitable access.

Performance Management and Resource Allocation

Attract and maintain best-in-class account management resources, and drive the refinement of account manager competencies through internal developmental efforts
Negotiate contracts and administration fee structure to support our core brands and to ensure appropriate and compliant return of investments
Liaise with sales leadership ensure optimal field activation for targeted accounts
Identify and implement continuous improvement efforts and knowledge sharing initiatives among account teams to emphasize and disseminate best practices.

Customer Focus

Understands the evolving landscape of GPOs / IDNs, and Trade partners that will position Mallinckrodt product portfolio in a positive position
Consistently anticipates customer needs and provides services and solutions that are beyond expectations
Uses customer insights to drive and guide development of new offerings, ability to translate and integrate into Mallinckrodt’s strategic initiatives
Serves as a strategic partner to build, grow, and maintain profitable long-lasting partnerships
Drives and develops Sr Leadership meetings and relationships with Mallinckrodt and GPO, Trade key leaders. (Executive Exchanges)

Impact

Supports national GPO customers which contributes to Mallinckrodt product portfolio
Develops relationships with GPOs and Member Hospitals
Creates and drives innovative solutions through field team’s
Accountable to behaviors with both internal and external customers.

Required Qualifications:

Deep understanding of US managed markets, trade and specialty distribution channel landscape ;
Experience in collaborating with GPOs, IDNs, VISNs and Trade Customers as needed
Ability to translate brand strategies into actionable insights for the channel, develop action plan and drive execution;
Experience collaborating with and driving results at national-level hospital system accounts;
Experience executing market access strategies for national accounts
Experience developing, negotiating and managing contracts
Ability to influence and mobilize teams around key opportunities
Ability to plan and lead executive meetings and business reviews and translate discussion into actions
Experience navigating complexity with high drive to execute for results
High ethical standard and ways of working.

Preferred Qualifications: