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Oncology Regional Account Manager

Reference Number: 2838
Location: Pacific Northwest & Northeast

Our client is a leading biopharmaceutical company.  They have asked us to assist them in their search for an Oncology Regional Account Manager.

In reporting to the Director, Regional Accounts, the Oncology Regional Account Manager (RAM) plays a key role in accelerating overall sales through account management responsibility for the largest regional Managed Care Organizations (MCOs) and select national plan affiliates in assigned geographic region.  Through executive selling and organizational networking and relationship development, the RAM directs and executes managed care sales and marketing strategy with assigned Health Maintenance Organizations (HMOs – Commercial and Government Books of Business), Pharmacy Benefit Managers (PBMs), State Medicaid and Specialty Pharmacies.  This position is responsible for continual expansion of product sales opportunities, including optimizing product reimbursement and positioning within MCO drug formularies, medical policies and clinical coverage criteria for the company’s entire product portfolio across all Therapeutic Areas (TAs).

Major tasks and responsibilities will include:

  • Facilitates the development of a broad and deep network of relationships within the MCO through strategic and tactical interaction with senior pharmacy, medical, clinical, quality and other key decision makers.
  • Develops proposals, negotiates terms and conditions, and implements contractual agreements with accountability for delivering strong financial returns.
  • Leads and manages, via tactical development support of managed care marketing, the strategic execution of physician-level MCO pull-through programs within assigned region aimed at increasing sales and market share within affiliated MC accounts.
  • Leads the Mutual Value Team Process for assigned regional accounts.
  • Aligns and delivers all necessary resources and expertise towards business objectives and customer needs to advance company product sales and market share objectives with the account.
  • Implements managed care sales and marketing strategy to maintain, protect, expand and enhance MCO formulary access for company products with identified target regional accounts.
  • Meets or exceeds managed care sales objectives.  Functionally manages regional managed care accounts accounting for significant proportion of regional U.S. sales.
  • Leads account specific Mutual Value Teams ensuring effective deployment of resources aimed at achieving business objectives.
  • Builds and sustains relationships with external customers that will culminate in sustained partnerships and strategies between the company and its aligned customers.
  • Tactical execution of patient compliance and adherence strategies.
  • Optimizes company product formulary and reimbursement positioning and increases product market share with large, regionally operating HMOs, regional affiliates of National Accounts, select PBMs and select State FFS Medicaid agencies.
  • Implements and executes national account strategy in collaboration with National Account Managers.
  • Successfully launches new products, delivery devices, formulations and programs to maximize payer reimbursement and market competitiveness.
  • Develops and cultivates a wide range of clinical, medical, pharmacy and executive contacts and company product advocates within all influential functions of target customers’ businesses.
  • Implements value-based contracting strategy with assigned Regional Accounts, as appropriate.
  • Develops contract business case and leads internal multi-functional review.  Develops and delivers account proposal, negotiates terms and conditions, executes contract and monitors and measure profitability.
  • Provides overall strategic and tactical leadership of collaborative MCO pull-through initiatives with ABD, NAMs and each TA’s field sales personnel within region.  Develops and maintains a strong alliance with regional sales management and co-promote partners to ensure coordinated efforts between access and pull-through.
  • Develops and maintains an integrated Regional Managed Care Business Plan illustrating local market opportunities for geographic region across all TAs.
  • Conducts targeted KAM field rides focused on high gain opportunities to monitor and train managed care selling skills and message integration in conjunction with MCO pull-through programs and ABD collaboration.
  • Conducts critical analyses of all data sources to determine return on investment, trends, opportunities and threats.  Monitors and reports sales, market share and contract performance of assigned accounts on a regular basis to appropriate internal and external customers.
  • Provides direction, market feedback, recommendations and support regarding managed care market.  Actively participates in field sales and sales management POA meetings.

We seek candidates with the following qualifications:

  • Bachelor’s degree required; MBA strongly preferred.
  • 7+ years of Biopharmaceutical/Healthcare sales, managed care account and management experience required including 3 years of direct experience in managed care account management and/or 3 years of direct sales management experience (ABD/RBD) as well as demonstration of exemplary managed care field leadership and pull-through results.
  • 2 years of experience in specialty pharmacy marketplace preferred.
  • 2 years of experience in biotechnology/injectables market preferred.
  • Knowledge & experience of Oncology market, products, business and clinical environment is highly preferred.
  • Medicare Part B reimbursement experience is highly preferred.
  • Managed care marketing, brand management or contracting experience is preferred.
  • History of successful cross-functional partnerships across multiple internal stakeholder groups is preferred.
  • Executive selling experience.
  • Experience negotiating large contracts.
  • Experience in niche market and hyper-competitive environments.
  • Experience in highly complex sales/distribution/reimbursement channels.
  • Experience working within a highly matrixed organization.
  • Outstanding oral, written and communication skills.
  • Exceedingly strong customer orientation.
  • Strong negotiation and facilitation skills.  Excellent selling and presentation skills.
  • Ability to influence without authority.  Strong interpersonal and relationship-building skills.
  • Fine-tuned project and time management skills.  Superior organizational skills.
  • Strong technical/clinical aptitude and business acumen.
  • Keen analytical sense and ability to understand financial concepts.
  • Ability to think strategically and bring creativity to the organization.  Ability to swiftly adapt to a changing environment to meet unexpected demands effectively.
  • Highly advanced understanding of U.S. managed care marketplace, specialty pharmaceutical distribution channels and reimbursement mechanics.
  • Solid MS Office skills.
  • Willingness to travel 50% or greater.


Do you have the skills and experience we seek and want to advance your career with one of the world’s leading companies? If so, please email your resume as a Word attachment to us, reference 2838. No calls or faxes, please. Include your daytime phone number and we will contact you confidentially or reply to your email.