National Account Director - CA & NV

The National Account Director uses broad knowledge and understanding of the industry and its environment to produce coherent account strategies. Offers an alternative perspective for adding value to the organization in the emerging healthcare environment. Leverages experience and learnings to create new models and frameworks that may be less obvious to others.

This National Account Director covers CA & NV.

Strategic Approach

• Uses broad knowledge and understanding of the industry and its environment to produce coherent account strategies. Offers an alternative perspective for adding value to the organization in the emerging healthcare environment. Leverages experience and learnings to create new models and frameworks that may be less obvious to others.
   

Collaborative Leadership

• Provides consistent direction and prioritization and helps the team understand how their efforts support and align with the goals of other teams and the organization. Sets high expectations for optimal individual effort from all team members and promptly addresses problems that will have an impact on company objectives.
• Values diverse opinions even when they differ from one’s own regarding and encourages all members to contribute to the development of effective work processes. Champions the group’s efforts and successes within the larger organization. Is broadly viewed as a credible leader and role model for others.
   

Business Acumen

• Understands and can integrate concepts, theories and principles of finance, sales, marketing, regulatory and pharmacoeconomics into long-term strategic and operational aspects of planning and decision making. Ability to identify the connections between resource needs of aligned priorities. Challenges the existing business plan to identify areas for potential growth. Demonstrates the ability to create and execute strategic plans to achieve Gilead objectives without disadvantaging the customer.
• Engages in “incremental give-and-take” and is able to make sound decisions on short term trade-offs that will have longer term benefits. Identifies new opportunities to bring incremental value to Gilead that go beyond contracting and rebates.
   

Effectiveness

• Takes concrete steps to build trust and credibility before critical negotiations to understand key issues which may come up. Anticipates differing viewpoints and challenges and builds responses into presentation.
• Skilled in ability to enter a volatile situation and create resolution that is embraced by both parties. Exhibits a high level of self-awareness and is able to manage emotions in contentious situations.
• Empowered to make decisions within a very broad framework, with freedom to operate requiring little oversight.
   

Knowledge of Account

• Understands Gilead’s pipeline and can develop long-term corporate partnerships by incorporating cross functional input and understanding of customer’s current and evolving business model.
• Maintains strategic relationships and partnerships with accounts based on an in-depth knowledge and understanding of their objectives and business.
  Understands the account’s strategy through on-going dialogue about the account’s long-term goals.
• Valued as a market trend resource by senior leadership and commercial planning within Gilead and establishes a peer relationship with customers and is viewed as a strategic partner.
• Develops and implements competitive account strategies.
• Develop sales strategies, techniques and tactics based on customer feedback and market environment. Identifies business issues underlying customer needs and addresses these.
• Cultivates a network of relationships throughout the account organization. Acquires and applies strategic knowledge of the business, markets, and industries that characterize the account.
• Anticipates customer needs through intimate knowledge of the business and trends within the industry.
• Maintains a comprehensive knowledge of Gilead products, systems and services and applies it effectively in understanding customer business strategies, defining requirements, and offering solutions agreeable to both parties. Understands and anticipates pricing and bids made on competitor products. Identifies competitors’ share of account revenue and analyzes competitor products/services.
• Pursues immediate resolution of issues related to the account. Proposes improvements to increase efficiency and performance within the relationship.
• Collaborates across Gilead to develop account penetration strategies and customized solutions.
• Enlists the support of internal resources to maximize the utilization of products within account.
• Develops and delivers presentations to accounts on a regular basis to educate and inform to increase utilization. Conducts strategic analysis and presents findings and strategic recommendations to senior management.
• Often provides work direction to others, actively calling on accounts and assists sales force where appropriate. May manage teams of cross-functional personnel to evaluate existing accounts or potential new accounts.
   

Basic Qualifications:

Bachelor's Degree and Twelve Years’ Experience

OR

Masters' Degree and Ten Years’ Experience

OR

PhD and Eight Years’ Experience

Preferred Qualifications:

• Experience in the biotechnology or pharmaceutical industries
• Bachelor’s degree in Marketing, Sales, or Pharmaceutical related field. MBA desirable.
• 12+ years of experience in handing a combination of national and regional accounts supporting high volume partners or 10+ years of experience in handing a combination of national and regional accounts supporting high volume partners with an MBA
• 4+ years of Managed Markets experience
• Broad knowledge of laws and regulations governing pharmaceutical industry, healthcare, and understanding of account/contract provisions.
• Quickly gain an understanding of the organization's overall sales strategy and objectives to execute account strategy for large national accounts.
• Expert knowledge of account management methods and strategies.
• Deep knowledge of the market, competitive environment, including critical business drivers of accounts.
• Deep knowledge of the goals and objectives of the assigned product(s)/therapeutic category.
• Ability to negotiate effectively and valuably with accounts, ensuring achievement of both short- and long-term goals.
• Excellent analytical, problem solving, written and verbal communication skills required.
• Must be a team leader, energizing individuals and teams to deliver to business objectives
• Specific education and experience requirements:

People leader accountabilities

• Create inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.
• Develop talent - understand the skills, experience, aspirations and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop and realize their purpose.
• Empower teams - connect the team to the organization by aligning goals, purpose, and organizational objectives, and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.