Radius Health, Inc.

Associate Director, Strategic System Accounts (West Region)

US-CA-Los Angeles
4 months ago
Job ID
2017-1596
# of Openings
1
Category
Sales

Overview

Radius Health, Inc. is more than just a biopharmaceutical company. We are a growth company with audacious ambition for ourselves, our teams and for the patients who take our medicines.  Radius seeks passionate, dynamic team players, problem-solvers and risk takers. We reward both imagination and those who mobilize big ideas. At Radius, it’s about high-performing teams boldly engaging an ever-changing healthcare landscape to positively impact generations of families. Radius is seeking outstanding candidates across a range of commercial roles. We invite you to join our revolution.

Responsibilities

The Associate Director is an individual contributor on a national team of 8 Associate Directors of Strategic System Accounts who are responsible for the development and execution of custom strategic plans within assigned Integrated Delivery Networks (IDNs)/Accountable Care Organization (ACO) systems. The Associate Director’s primary objectives are to ensure that they:

 

  • Establish a deep understanding of and relationships with key healthcare system decision-makers
  • Drive increased provider and patient access for (TYMLOS) within aligned systems
  • Facilitate a range of resources and activities that are focused on supporting increased sales within assigned systems
  • Collaborate with and ensure alignment with strategic objectives of the accounts across all the business, including selling teams, Market Access, Medical Affairs, Corporate affairs and other internal stakeholders
  • Deliver strategic objectives for accounts that includes:
    • Overseeing customer-specific situation analysis, leading an opportunity based prioritization of customer needs, establishing engagement plans, developing customer-specific strategy, offering services that meet the needs of the customer, patient and RadiusThe Associate Director will achieve these critical objectives working closely with internal and external partners and supporting the national brand strategy. They will also ensure all activities are consistent with all regulations, laws and company compliance policies.

Essential Job Responsibilities:                                                                                      

  • Accountable for orchestrating overall strategy to the customer, delivering innovative programs and solutions in coordination with necessary Radius stakeholders that brings value to Radius, customer and patients
  • Communicate any major strategic objectives or changes of the customer to the Radius stakeholders who may be impacted
  • Develop and maintain strong working business partnerships with key C-Suite and influential leaders in senior management at the customer including parent organizations, with a goal of understanding unique business needs, model and strategic challenges
  • Develop strategic account plan with input from key functions (Market Access, Sales, Medical, Brand)
  • Lead, negotiate and implement ideas to support brand and above brand strategies
  • Manage operational and opportunity budgets, rigorously track performance and budgetary spend per customer
  • Make tradeoff decisions on resource allocation
  • Drive profitable market share of products
  • Work with appropriate teams to ensure products added to system formulary and protocol if applicable

Strategic System Accounts Support:

  • The Associate Director, Strategic System Accounts is a customer facing role, focused on the development and execution of custom strategic plans within assigned IDN/ACO systems
  • Strong analytical skills and critical thinking to diagnosis business issues and incorporate into development or adjustment of strategies, plans and tactics to achieve business objectives
  • Excellent business/commercial acumen needed; demonstrates ability to self-start, initiate and to deal with ambiguities
  • strong knowledge of the business of healthcare
  • Demonstrates extensive knowledge of individual healthcare system’s geographic presence/influence
  • Fosters and maintains productive relationships with health care systems and function compliantly as the subject matter expert in their region of the country;
  • Ensures all activities are consistent with all regulations, laws and company compliance policies

Business Support

  •  Develops business and strategic account plans by performing strategic analyses of their local customers; identify issues and opportunities
  • Works collaboratively with other functional areas using diverse and varied approaches to persuade, negotiate and influence operational decisions
  • Ability to work effectively as an individual contributor and in a team structure
  • Excellent collaboration and communication skills to maintain strong cross-functional ties with key business partners

Qualifications

  • College degree required
  • Minimum of 3-5 years’ experience working within IDN/ACO environment in systems-focused account management, customer facing roles (not focused solely on contracting)
  • Minimum of 7 years in pharmaceuticals or healthcare sales (prior TA or biologics experience highly desirable)
  • Experience working with CMS Quality Measures and Outcomes, Specialty Pharmacies, Distribution Hubs, and Managed Care providers to ensure customers’ and patients’ needs are addressed
  • Must have strong sense of self-motivation/initiative, excellent decision-making judgment, strong teaming/collaboration and the ability to learn and adapt to environment in order to overcome obstacles
  • Must be resilient and adaptable - ability to recover from setback and problems and learn from mistakes
  • Ability to collaborate in complex, cross functional teams and build long term partnerships
  • Demonstrated success in executing tactical plans to drive business
  • Must live within 45 minutes of a major airport and willing to travel 50% of the time
  • History of performance in managing towards business objectives (e.g. sales or share increases)
  • Proven track record of managing business challenges and making appropriate tradeoffs to meet business objectives

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