Director, Oncology Strategic Accounts

Compensation Data

The base salary range for this position is $220,000 to $350,000.   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 Strategic Key Accounts leads the team of Oncology Strategic Account Managers (OSAMs) responsible for driving growth and launch readiness of Boehringer’s Oncology portfolio and pipeline across leading oncology key accounts, including Academic Medical Centers (AMCs), NCI-designated cancer centers, Integrated Delivery Networks (IDNs), Health Systems, and Key Community Oncology Groups. The Director builds mutually beneficial business relationships with these organized customers and drives GPO contract pull-through where it impacts Key Accounts, including large community and provider practices. 

The Director leads the OSAM team in developing and executing strategic and tactical business plans that achieve business objectives, and provides ongoing coaching, development, and performance management. Partnering closely with the Director of Oncology National Accounts, Market Access, and Health Systems teams, the Director ensures alignment across Boehringer Ingelheim’s oncology franchise and works cross-functionally to drive patient access, secure contracting excellence, and position BI as a preferred oncology partner with large, organized customers. 

The Strategic Key Accounts Director will ensure equal and consistent application of established policies and procedures in the management of employees. 

Duties & Responsibilities

Leads the OSAM team in their development and execution of strategies with customer partners and organizations including Academic Medical Centers (AMCs), NCI-designated cancer centers, KOL institutions, GPO's, large community clinics and practices, HCP providers within IDN's, and those engaged in Oncology Care Model (OCM) and in-house dispensing clinics.

Leads team to establish critical relationships with key stakeholders in Oncology customer groups that will be important for future pipeline product introductions and identifies brand and above brand opportunities; capitalizes on GPO/strategic oncology customer relationships to uncover unmet needs. Executes a process for implementation and measurement of the individual Oncology Strategic Key Account plans.

Partners with National Accounts to support GPO contract pull-through within the Strategic Accounts customer base.

Lead the creation and implementation of Strategic Business Plans that align customer needs with BI oncology priorities.

Contributes to development of national marketing and strategic plans with the Brand Director and Oncology Leadership and represents external customer insights and needs of his/her team. Leads team to develop and implement integrated strategic and tactical business plans for Strategic Key Accounts in collaboration with cross-functional team members including Sales, Marketing, National Accounts, Specialty/Market Access, Health Systems and Medical and HEOR where appropriate. Effectively communicates these plans to senior leadership which ensure a thorough understanding of the complex and evolving Oncology Strategic Key Account landscape.

Attends oncology management and marketing meetings to recommend and evaluate business strategies and opportunities to achieve maximum brand access and utilization.

Leads Quarterly Business Reviews (QBRs) with internal stakeholders and assigned customers as appropriate.

Work closely with National Account Directors, Market Access Marketing, and Sales Leadership to ensure strategic alignment and execution of account initiatives.

Communicate effectively with field sales teams to support optimal access, share insights, and remove barriers to account entry.

Partner with National Accounts and Market Access/Contracting to support development and execution pull-through of GPO contract strategies within Strategic Accounts customers, ensuring alignment with brand access objectives.

Partner with Market Access/Reimbursement Access Leadership to monitor payer and competitive environment and ensure access for Oncology products with providers and appropriate patients. Maintains in-depth understanding of the processes and mechanisms for appropriate engagement with respect to treatment guidelines through Regional and National pathway companies. Partners with Market Access/HEOR, field-based Payer teams, and Marketing to drive evaluation of the Oncology payer landscape, represent the needs of his/her team and Strategic Key 

Accounts customer insights, develop and execute an account readiness and access strategy, and ensure each brand has an aligned value proposition with the goal of providing optimal access for appropriate patients.

Ensure efficient and accurate pull‑through of contracts, monitoring performance, compliance, and measurable impact.

Identify partnership opportunities through market research, competitive intelligence, landscape assessments, and customer engagement.

Recruits, leads, develops and coaches a team of Oncology Strategic Account Managers (OSAMs) to develop and execute the Oncology Strategic Accounts Strategy. 

Requirements

• Bachelor's degree required, advanced degree preferred.
• 10+ years of relevant experience including 5+ years of oncology corporate/strategic account management experience. 
• Ability to create a vision and lead/inspire a team to achieve that vision.
• Ability to lead through and manage change.
• Ability to lead and develop people and enable team members to realize the most of their potential.
• Ability to build and manage internal/external partnerships and relationships that are necessary to lead the team and perform responsibilities.
• Ability to lead business planning for target accounts and engage cross-functional stakeholders to identify key challenges and opportunities, develop solutions, and implement action plans with specific objectives and timelines.
• Strong product and marketplace knowledge.
• History of successful performance.
• High degree of travel to engage with customers where, when, and how they want, attend relevant medical meetings and congresses, engage with field-based colleagues for key customer meetings, and partner with home office colleagues – estimated up to 50% of the time.
• Valid Driver's License and acceptable driving record. Authorization and ability to drive a company leased vehicle or authorized rental vehicle.