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:

• Bachelor’s degree

• MBA preferred.

Location: West Coast United States

Preferred: LA, San Francisco

Salary Range: $215k-$220

Mallinckrodt is a global specialty p harmaceutical business that develops, manufactures, markets and distributes specialty pharmaceutical products. Areas of focus include therapeutic drugs for autoimmune and rare disease specialty areas like neurology, rheumatology, nephrology, ophthalmology and pulmonology; immunotherapy and neonatal respiratory critical care therapies; and analgesics and central nervous system drugs. The company's core strengths include the acquisition and management of highly regulated raw materials; deep regulatory expertise; and specialized chemistry, formulation and manufacturing capabilities. The company's Specialty Brands segment includes branded medicines; its Specialty Generics segment includes specialty generic drugs, active pharmaceutical ingredients and external manufacturing.

To learn more about Mallinckrodt, visit www.mallinckrodt.com.

Mallinckrodt Pharmaceuticals (“the Company”) maintains a continuing policy of non-discrimination in employment. The Company is an equal opportunity employer and complies with all applicable laws prohibiting discrimination based upon age, ancestry, color, religious creed (including religious dress and grooming practices), disability (mental and physical), marital status, medical condition, genetic information, military and veteran status, national origin (including language use restrictions), political activities or affiliation, race, sex (including pregnancy, child birth, breastfeeding and medical conditions related to pregnancy, child birth or breastfeeding), gender, gender identity and gender expression, sexual orientation, as well as any other category protected by law. Furthermore, it is our policy to provide equal opportunity to individuals with disabilities and protected veterans in all phases of the employment process and in compliance with applicable federal, state, and local laws and regulations on every location in which the company has facilities. This policy of non-discrimination shall include, but not be limited to, the following employment decisions and practices: recruiting, hiring; promotions; demotions or transfers; layoffs; recalls; terminations; rates of pay or other forms of compensation; selection for training, including apprenticeship; and recruitment or recruitment advertising.

Mallinckrodt Pharmaceuticals is required to report certain payments or transfers of value (such as expense reimbursement, meals, transportation) made to U.S.-licensed healthcare professionals in compliance with the federal Physician Payment Sunshine Act (i.e. Open Payments) and certain state laws.