Director, Key Accounts - Mid-atlantic Region

Job Summary

This position will be responsible for establishing relationships with key C Suite Executives, Administrative Executives and key Urologists in order to identify, implement and support business opportunities and strategies within the large urology group practices, hospital outpatient departments, ambulatory surgical centers, community hospitals and academic centers. The Director, Key Accounts will be responsible for regular interactions with top C Suite, Administrative Executives and Key Urologists to better understand and collaborate on introducing new services and to identify opportunities for an expanded partnership.

Candidate must possess a keen understanding of the customer’s economic business environment and revenue cycle streams including business drivers and economics models; readily shares this knowledge to drive business and better serve the customer; act as the "voice" of the customer; develop an in-depth and long-term partnership with key C Suite executives, CEO’s, Practices Managers, Administrators and key Urologists in key accounts at all levels of the business.

Through close collaboration with the market access team the Director, Key Accounts must possess, develop, and maintain extensive knowledge on healthcare policy and reform, managed care, and reimbursement trends as they relate to key stakeholders in specified sites of care. Stay abreast of changes in the healthcare environment, marketplace economics, and industry trends, anticipates future changes in order to maximize the value proposition for UroGen products.

Duties & Responsibilities

• Develop and execute strategies that influence key stakeholders to take action in the adoption of UroGen’s product(s).
• Develops C Suite, Urologist, Administrative and Operational champions in assigned accounts while also providing secondary support with Clinical Champion development.
• Develop and facilitate business reviews with key C Suite and administrative executives to drive continued utilization of UroGen’s products.
• Provide marketplace feedback in a timely manner to corporate leadership on customer business trends, competitive updates and industry issues and opportunities.
• Serves as a resource to accounts and UroGen staff regarding updates or changes in regulations and processes that could affect account economics and UroGen product utilization.
• Develop relationships with Key Opinion Leaders, and leverage relationships with clinical experts that will be applied back to the account.
• Develop and implement cross functional business plans and strategic business development strategies for targeted key accounts.
• Deliver on business objectives as well as other key metrics for assigned accounts.
• Bring customer insights back to the organization to assist in business planning.
• Work cross-functionally with the sales and sales leadership teams that share responsibility for designated accounts.
• Create opportunities and remove obstacles for the sales and sales leadership teams.
• Responsible for the implementation and management of all assigned GPO contracts, Private Urology Practice contracts and services at the account level within the assigned geography.
• Responsible for the management and oversight of the distribution network services and support at the account level.

List of qualifications

Experience:

Minimum of 7 years’ experience in the Urology surgical device/Urology pharmaceutical/Urology biotech/Urology life-sciences industry is required.

• Ability to travel 60% of the time with overnight stays required.

• Experience working in the buy and bill area of reimbursement is required.

• Experience with community Urology practices, hospital and outpatient business models, revenue cycles, reimbursement pathways and financials required.

• Experience in contracting with Urology private practices, GPO’s and IDN’s is required.

• Minimum of 5 years account management and/or demonstrated success in market access, sales leadership, GPO, IDN, trade and distribution preferred.

• Strong Urologist relationships and access in assigned geographical area is required.

• Experience in urology/oncology specialty or marketplace is required.

• Experience working with separate class of trade contracts is preferred.

• Understanding of third-party payer, trade and other distribution models is preferred.

Education:

• BA or BS degree required; MBA or other advanced degree preferred.