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Executive Business Director, Oncology Account Management at Daiichi Sankyo, Inc.

Executive Business Director, Oncology Account Management

Daiichi Sankyo, Inc. Basking Ridge, NJ Full-Time

Join a Legacy of Innovation 110 Years and Counting!

Daiichi Sankyo Group is dedicated to the creation and supply of innovative pharmaceutical therapies to improve standards of care and address diversified, unmet medical needs of people globally by leveraging our world-class science and technology. With more than 100 years of scientific expertise and a presence in more than 20 countries, Daiichi Sankyo and its 15,000 employees around the world draw upon a rich legacy of innovation and a robust pipeline of promising new medicines to help people. In addition to a strong portfolio of medicines for cardiovascular diseases, under the Group's 2025 Vision to become a "Global Pharma Innovator with Competitive Advantage in Oncology," Daiichi Sankyo is primarily focused on providing novel therapies in oncology, as well as other research areas centered around rare diseases and immune disorders.

Executive Director, Oncology Account Management is charged with leading the development and execution of the annual access and reimbursement plan that meets/exceeds corporate objectives, and results in access barrier removal, effective contract execution, customer insights, and key customer relationships. The primary function of this role is to lead the regional account team to drive the acceptance of all of Daiichi Sankyo products and services, for appropriate patients, to a favorable formulary or coverage policy position in all target accounts. The Executive Director, is also accountable for the development of the ROADs and raising their overall leadership acumen. This includes but is not limited to the team's delivery of high impact product and service presentations, (Ex: Pipeline, PIE, Value Prop), business focus and prioritization, and subsequent business case creation for any required contracting actions with assigned customers. Most importantly justification of business cases and the impact of actions to DSI as a whole. Once access has been established this individual is responsible for collaborating with Sales, Payer Marketing, Commercial Operations and other relevant stakeholders, including co-promote partners, to ensure all opportunities created by the team are maximized.
  • External Customer Engagement: Ultimately responsible for achieving annual access and revenue for targeted accounts. Ensures directors recruit and lead a set of Regional Oncology Account Managers (ROAMs), that are responsible for a set of accounts in a defined geography. The ED maintains/updates structure and staffing requirements for ROAMs, and leadership positions. He/she works with the VP of Market Access to keep updated targeted list of accounts that will receive the DSI go-to-market model. Customer segments include: Integrated health systems, Community Oncology, multi-specialty physician groups, outpatient infusion, and the VA-DoD MTFs and customers as assigned. He/she (and direct reports) collaborates with Payer Marketing to provide critical customer feedback on selling message uptake, service inquiries and promotional material uptake. Provides feedback and input to the National Director of Sales on Account strategy and direction, and proposes changes and solutions based on market observations.
  • DSI Product Analytics & Access Coordination – Responsible for the development, creation and implementation of a comprehensive access and reimbursement execution strategy to support marketed and pipe-line products. This includes the assessment of contracted account performance and staying current on regulatory guidelines, market trends, and competitive activity in order to help modify Daiichi Sankyo’s policies. Defines and implements the coordination and communication processes that will allow Contracting, Pull-through, Value Selling, Marketing and Sales providing the information necessary to support the preferred access, reimbursement and implementation of DSI products. This includes direct oversight of business case creation for the development of analytics, contracting purposes, with assigned accounts, and the presentation of contract proposals to pricing steering committee (or executive leadership team) as warranted. Conducts routine business reviews to review access status and progress vs core market access and brand objectives. Prioritizes all regional accounts for resource allocation purposes and is decision maker on which accounts are most important to DSI and why.
    Along with the National Sales Directors and co-promote partners, the ED designs, implements and monitors collaboration process whereby the necessary resources to help secure the positive reimbursement and pull through of DSI Brands.
  • Management and Development of Direct Reports – The Executive Director, Oncology Accounts will recruit, develop and retain highly qualified leaders to staff Director roles, and review/approve all account manager hires. In partnership with Commercial Training, He/she will be responsible for creating a training, execution and business strategy plan to ensure all market access employees are in possession of the latest, state-of-the art clinical, modeling, business acumen, personnel development tools, as well as best in class negotiation and selling skills.
    The ED will be expected to be an active leader by accompanying, observing and coaching Directors on interactions with their teams, as well as interactions by managers with customers. He/she will utilize a coaching feedback system consistent with other leaders within Market Access. This individual is responsible for making DSI ROAMs, “best in class” for the assigned customer segments.
    A liaison with external Key Opinion Leaders (KOLs) to assure DSI has a voice at the highest levels of policy setting. Navigates challenges to sales and/or profitability as a result public policy, CMS, or other government issues that directly intersect with assigned managed care customer segments. Monitors emerging trends in state healthcare regulations and shares appropriate intel with Market Access Leadership
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
  • MBA preferred
Experience Qualifications
  • 10 or More Years of Pharmaceutical Industry sales and management experience preferred
  • 7 or More Years in at least two of the following market access related areas: account management leadership, institutional, group purchasing account leadership, reimbursement services and/or pull-through leadership preferred
  • 4 or More Years of Buy & Bill experience required required or
  • 1 or More Years Buy & Bill Oncology/Rare Disease experience preferred
  • Above average understanding of Market Access customers preferred
  • Negotiation, ability to survey and set national objectives and strategies via monitoring of US Healthcare System trends, pharmacy and medical reimbursement preferred
  • Ability to understand and leverage industry organizations such as Community Oncology Alliance preferred
  • able to balance the demands of a corporate headquarters’ presence and field responsibility required
Ability to travel up to 50% May require some weekends due to conferences and symposiums
Must have a valid driver’s license with a driving record that meets company requirements.

Daiichi Sankyo, Inc. is an equal opportunity/affirmative action employer. Qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

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