Account Director, IDN | BioNJ Talent Services

Account Director, IDN

Contact Information
Contact Name: 
Ferring Pharmaceuticals
Organization Name: 
Ferring Pharmaceuticals
Position Location: 
Parsippany
Company Profile: 

Ferring Pharmaceuticals is a globally recognized, research-driven, biopharmaceutical company with more than 65 years of history. Headquartered in Switzerland, Ferring is privately owned with over 5,700 employees in nearly 60 countries. In the United States, Ferring identifies, develops and markets innovative products in the fields of reproductive health (infertility), urology, gastroenterology, endocrinology, women’s health (obstetrics/gynecology) and orthopaedics. Ferring’s US operations employ approximately 800 people.

People Come First At Ferring. The Ferring Philosophy places people at the heart of what we do. This guides our relations with patients, physicians, employees, and other stakeholders. We invite you to share our passion for people and the power of science.

Job Description:

Summary:

The Account Director, Integrated Delivery Networks within Ferring actively and directly impacts the company’s goal of sustaining profitable growth by creating and executing strategic business development plans for assigned Integrated Delivery Network (IDN) customers to achieve business and financial targets. Through a combination of effective account strategy and plan execution, the Account Director, IDNs maximizes customer lifetime value of each assigned IDN. The Account Director, IDNs focuses on building trusted advisory relationships with senior IDN executives and key influencers that enable early identification of customer needs and insight into competitor activities while also effectively representing the whole of Ferring‘s capabilities in providing solutions to identified needs. Leveraging influence and business insight, the Account Director, IDNs orchestrates Ferring sales and account management activities to successfully gain a preferential contractual position for Ferring products. In addition, the Account Director, IDNs provides critical customer, competitor, and market information to the Director, IDNs for input to the Business Units and strategic marketing.

The Account Director, IDNs bears responsibility for strategic business development with assigned IDNs, including building strong and enduring business relationships, achieving business and financial targets, and maximizing the customer lifetime value to Ferring.

This position will support the Mid-Atlantic Territory including Pennsylvania, Maryland, Virginia, Minnesota and Wisconsin.

Responsibilities:

ACCOUNT MANAGEMENT AND DEVELOPMENT

1. Engages selected strategic accounts representing the ‘whole’ of Ferring, and its differentiated value (beyond product)

2. Collaborates with Market Access Account Managers, Regional Sales Directors, field sales and internal functions to ensure market access and formulary placement as well as sales goals, within assigned accounts

•Develops strategic engagement plans for assigned accounts
•Engages relevant field personnel to achieve sales goals and maximize lifetime customer value
3. Translates market intelligence into concrete and actionable plans

•Provides guidance to Market Access Account Managers, Regional Sales Directors, and field sales on the dynamics of the IDN selling environment, formulary status (where applicable), and pull through campaign plans, economic influences, and physician prescribing habits
4. Engages in contract negotiation, where appropriate, consistent with corporate policy and signing authority

•Develops the business case and defines how the contracting opportunity creates a mutually beneficial business relationship, including value for Ferring

BUSINESS DEVELOPMENT

1. Manages macro-level IDN strategy to ensure progress toward Ferring and customer lifetime value goals

•Creates and manages execution of plans to create mutually beneficial business relationships and ensure access for Ferring products
2. Gathers and disseminates market intelligence to enable identification of market opportunities and threats

•Provides marketplace insight to Regional Sales Managers and field sales on key issues of significance for IDN trends, the impact of the accounts that the team manages, and anticipated customer needs Ferring might be able to address with its product portfolio and/or value-added services

CORPORATE CITIZENSHIP

1. Builds Ferring’s image as a leader in IDNs by engaging in promotional activities and by ensuring attendance at conventions, meetings and symposiums, where assigned

2. Manages assigned budget to ensure effective allocation of dollars in support of activities that promote Ferring products and/or improve Ferring’s positioning

Qualifications: 

Requirements:

•Bachelor’s degree and MBA, or relevant advanced degree, preferred.
•The Account Director, IDNs position requires a track record of at least 5 years of successful account management or sales management experience in the pharmaceutical industry and/or management of prominent multi-regional or national IDN accounts or Integrated Delivery systems.
•The candidate must be able to demonstrate strong account planning, analytic skills, financial business acumen, and the ability to successfully implement strategic programs. Must possess the ability to work within a matrix.
•Ability to focus attention on building and maintaining customer relationships to achieve success is critical.
•Strategic thinking, planning, communication, conflict management, and demonstrated ability to influence are also critical requirements. Qualified candidates will understand current issues regarding the healthcare industry, have the ability to discern trends, and make appropriate results based decisions.
•Candidates should also be solution oriented, demonstrate advanced problem solving skills and the ability to achieve results through others with and without a formalized supervisory role.
•Strong oral, written, and presentation skills, and competency in Microsoft Word, Excel, and Power Point.
•The position requires significant travel.

Additional Job or Internship Information
Position Type: 
Full time job
Function: 
Sales