Director, Oncology National Accounts

Compensation Data

The base salary range for this position is $200,000 to $316,000.   The position may be eligible for a role specific discretionary bonus, relocation, and/or other compensation elements.  We continuously review market data and may adjust salary ranges as needed in the future.  Actual compensation will be based on job-related factors such as skills, experience, and qualifications, and other factors permitted by law. For an overview of our benefits please click here.

Description

The Director of Oncology National Accounts leads long-term strategic relationships with oncology Group Purchasing Organization (GPO) decision makers and the broader network of oncology pathways, support, and advocacy organizations aligned to Boehringer’s oncology portfolio. The role secures timely product access at the GPO level, optimizes access across oncology accounts and organized customer groups, and supports upcoming multi-indication launches with accountability for durable relationships that sustain access across contracting cycles and evolving pathways. In partnership with field sales and the strategic accounts teams translates the national agreements and organizational relationships into measurable pull-through. 

The Director leads and executes B2B fee-for-service and GPO service agreements and oncology contract strategies across the portfolio to drive national sales. This includes developing access strategies across a diverse oncology channel mix including oncology GPOs, support organizations such as Community Oncology Alliance (COA), National Community Oncology Dispensing Associates (NCODA), state societies, and clinic pharmacies and interfacing with oncology specialty distribution, including chargebacks and rebates.

As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development, and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in several ways to foster a healthy working environment, meaningful work, mobility, networking, and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

Duties & Responsibilities

• Identify, develop, and maintain long-term strategic relationships with oncology GPO decision makers including C-suite, pharmacy leadership, clinical management, and membership management.
• Lead national account-level strategy and execution for assigned accounts across current and future products.
• Negotiate and execute the Master Service Agreement (MSA), clinic contract design and implementation, GPO services & KPI measurement, and service agreements with oncology GPOs, providers, and support organizations that include defined services with endpoints agreed upon by brands, addressing economic barriers in alignment with pricing, legal, and compliance requirements.
• Manage daily GPO channel operations and corporate engagement with Oncology Support organizations while monitoring competitive and consolidation dynamics to adjust account strategy across contracting cycles.
• Build enduring relationships with key customers, including Corporate GPO and Organized Customer Group Executives, and positively affect the overall quality of service experienced by the National Account as a Boehringer customer.
• Obtain, maintain, or create an advantage for BI oncology products through effective account management, holding customers accountable for aligned projects, and developing strategies that positively influence Oncology business performance.
• Identify, develop, and maintain relationships with oncology pathways, support organizations and alliance networks including NCODA and COA, cancer pathway organizations and decision makers, oncology state societies, and engage them regarding appropriate representation of the portfolio in treatment pathways and clinical decision frameworks.
• Represent BI at relevant conferences, working groups, and forums within compliance requirements.
• Serve as a subject-matter expert on GPO and pathway dynamics, collaborating with internal stakeholders to increase organizational understanding of the oncology access landscape and translating GPO agreements into measurable pull-through in coordination with Regional Sales Leaders, and strategic accounts teams to align national agreements with regional priorities and field execution. 
• Partner with Market Access, Trade, Medical Affairs, Marketing, Pricing, and Legal/Compliance to support a coordinated customer approach and product launch readiness, providing market intelligence on GPO dynamics, pathway trends, and community oncology developments, and delivering contract education, account insights, and approved training to support field pull-through.

Requirements

• Bachelor's degree required; Advanced degree preferred.

SKILLS AND EXPERIENCE

• Minimum of ten (10) years successful pharmaceutical sales experience or equivalent experience in market access or channel accounts.
• Minimum of six (6) years successful Oncology Strategic Account Management experience.
• Minimum of two (2) years of experience with managing Oncology National Accounts.
• Three (3) years of experience leading a team (preferred).
• Proven long-term relationships with National Distributors and Oncology GPOs;  experience with formulary access, reimbursement, pricing, and contract negotiations.
• Superior interpersonal and communication skills, with the ability to build relationships and influence decision-makers.
• Excellent analytical, problem solving, written and verbal communication skills.
• Strong understanding of pharmaceutical regulatory/legal environment with knowledge of compliance requirements for appropriate interactions and relationships with healthcare professionals (i.e., PhRMA Code)
• Well-developed business acumen to navigate commercial (private) and public policies to bring value to customer and Boehringer.
• Highly developed negotiation and contracting skills and ability to make sound business arguments to influence external decision makers.
• Proficiency in Excel, PowerPoint, Word, Outlook.
• At least 50% travel required.

COMPETENCIES:

• Delivers expert knowledge in the use of data, evidence-based research, industry benchmarks, and independent decision-makers to make critical decisions that align with customer needs.
• Ensures continued progress towards an effective execution of shared accountabilities.
• Orchestrates activities with internal stakeholders to execute targeted actions against goals in coordination with other external stakeholders.
• Adjusts plans & resourcing as new information becomes available to meet critical milestones.
• Positions Boehringer as a trusted advisor, contributor, and resource in improving patient outcomes.
• Connects siloed stakeholders, data, and systems to better meet patient needs while advancing customer and Boehringer priorities.

Eligibility Requirements:

• Must be legally authorized to work in the United States without restriction.
• Must be willing to take a drug test and post-offer physical (if required).
• Must be 18 years of age or older.