Director, National Channel Accounts at Alkermes, Inc. in Waltham, MA

Reporting to Senior Director, National Channel Accounts, the Director, National Channel Accounts will be responsible for driving product growth and business development through attainment of contract status within assigned accounts and subsequent formulary attainment within Group Purchasing Organizations (GPO) members. National Accounts will include Wholesale, Specialty Distributors, GPOs and Long-Term Care organizations (LTCs) that treat appropriate patients. The Director will be responsible for the overarching business relationship between Alkermes and the customer. This responsibility will include ensuring collaboration with the internal Alkermes team engaging all segments of the account (e.g., C-suite level, Trade Relations, Specialty Pharmacy, Distribution, Health Economic and Outcomes Research (HEOR), Sales, Marketing, Contracting, Legal etc.). A critical success factor of this role will be demonstrating exceptional business acumen and utilizing clinical knowledge, HEOR, and marketing resources. When negotiating, this individual will demonstrate strong financial stewardship for the company, including adherence to a strategic plan and legal requirements. Additional success factors will include account-level support of the field team’s sales tactics, and communication of product/program availability to relevant stakeholders.

Responsibilities

Key Responsibilities:

Accounts include National Wholesale (Big 3), Regional wholesale, Specialty Distributors, National Acute Care GPOs, Alternate Setting of Care GPOs, LTCs, and SPs
Develop and execute account-based business plans aligned to current product strategy. Securing appropriate and profitable status for Alkermes Products
Negotiate, implement and monitor distribution and services contracting with assigned customers to achieve maximum market penetration of Alkermes products, contract compliance and product availability
Manage daily operations and ensure compliance of the distribution agreements, service objectives and data for assigned accounts. Investigate issues and resolve
Develop and execute account-based distribution and inventory management plans aligned to current product life cycle management, including gross/net financial goals
Display a high level of executive presence – both internally and externally
Penetrate the account, establish strong, sustainable relationships with multiple points of contact within the account, including C-suite level executives
Negotiate, implement and monitor agreements with assigned customers
Proactively monitor and evaluate market dynamics to provide insights for strategic changes / opportunities
Develop, implement and lead pull-through field plans to maximize product growth
Work with downstream customers for maximization of contract performance to support product sales growth
Maintain database of account contacts and attributes
Timely completion of administrative responsibilities such as expense reports

Qualifications

Minimum Education & Experience Requirements:

Bachelor’s degree required. Master’s degree, PharmD., or MBA preferred
12+ years professional experience
Driver's license must be in good standing
Must be able to demonstrate or secure appropriate credentialing, as may be required by healthcare providers for physical access to their facilities

Preferred Skill and Knowledge Qualifications:

10+ year of Health Systems Account Management experience
Prior experience managing Wholesale (Big 3), 3PL, GPO, and LTC accounts required
Strong customer relationship, analytical, strategic and influencing skills
Experience in executing and negotiating agreements (DSA, IMA / services / data) and enforcing contract compliance
Strong analytical skills with proven ability to effectively analyze data to determine trends and inform strategy.
Familiarity with EDI wholesale data (852/867) and data platforms (i.e., Integrichain, Value Centric)
History of success identifying, evaluating and executing contractual and operational efficiencies that yields value
Demonstrated leadership and management skills
It is strongly preferred that candidate has established wholesale / GPO key account contacts at the national and local level
Extensive knowledge in multiple market access channels including payer landscape, pharmaceutical supply chain, DSCSA (i.e., Wholesalers, Specialty Distributors, 340B and Specialty Pharmacy)
Demonstrated excellence in developing strategic planning, business management, contract proposal development, negotiation and analysis
History of enforcing contract compliance, inclusive performance metrics related to inventory, data completeness, service level, etc.
Proven ability to effectively collaborate cross functionally
Excellent communication skills, both written and verbal, as well as rehearsed and impromptu
Proficient in Excel, Word, PowerPoint, Outlook, etc.
Competence in utilizing financial models, as well as strong financial acumen
Understanding of the current healthcare landscape, including Hospital/GPO/LTC/SIP marketplace, and compliant manufacturer practices surrounding promotion
Excellent account management and analytical skills
Excellent verbal and written communication skills
Ability to lead without authority and collaborate with cross-functional teams
Proficient in Microsoft Excel, Word and PowerPoint
Demonstrated ability to develop effective / collaborative working relationships with Customers, Field teams, Brand teams and home office functions
Ability to understand business requirements, propose solutions, gain alignment and execute with a sense of urgency
Ability to work with multiple customers simultaneously

Travel Requirements:

Ability to manage 50% domestic travel

#LI-TT1 #LI-remote

About Us

Why join Team Alkermes?

Alkermes applies its deep neuroscience expertise to develop medicines designed to help people living with complex and difficult-to-treat psychiatric and neurological disorders. A fully-integrated, global biopharmaceutical company, headquartered in Ireland with U.S. locations in Massachusetts and Ohio, we are committed to pursuing great science, driven by deep compassion to make a real impact in the lives of patients. Alkermes has a portfolio of proprietary commercial products for the treatment of alcohol dependence, opioid dependence, schizophrenia and bipolar I disorder, and a pipeline of clinical and preclinical candidates in development for various neurological disorders, including narcolepsy.

Beyond our important mission of developing medicines to address unmet patient needs, we actively seek to foster a culture of diversity, inclusion and belonging throughout our business. We strive to ensure that all voices are respected and valued, recognizing that our diversity of thought, background and perspective makes us stronger. We are proud to have been recognized as an employer of choice by many national organizations, including being certified as a Great Place to Work in the U.S. in 2024, honored as a Healthiest Employer in both Ohio and Massachusetts in 2023, a Best Place for Working Parents in 2023, and to have received the Bell Seal at the Platinum level for Workplace Mental Health by Mental Health America for three consecutive years (2021-2023).

Alkermes, Inc. is an equal employment opportunity employer and does not discriminate against any qualified applicant or employee because of race, creed, color, age, national origin, ancestry, religion, gender, sexual orientation, gender expression and identity, disability, genetic information, veteran status, military status, application for military service or any other characteristic protected by local, state or federal law. Alkermes also complies with all work authorization and employment eligibility verification requirements of the Immigration and Nationality Act and IRCA. Alkermes is an E-Verify employer.