Director, Market Access Corp. & GPO Accounts, Northwest

Overview

Incyte is a biopharmaceutical company focused on the discovery, development, and commercialization of novel medicines to meet serious unmet medical needs in oncology and inflammation and autoimmunity. Incyte is committed to the rigorous pursuit of research and development excellence to improve the lives of patients, make a difference in health care, and build sustainable value.

The Company strives to discover and develop first-in-class and best-in-class medicines-advancing a diverse portfolio of large and small molecules.

Job Summary:

The Director of Corporate & Group Purchasing Organization Accounts (CGAT) is responsible for driving the growth of commercial oncology products within community oncology GPOs, large oncology networks/aggregators, key accounts, and corporate accounts to support patient access to Incyte’s oncology portfolio. The CGAT will define, enhance, and execute our GPO strategy to increase the value proposition to customers.

This role is crucial for the commercial potential of each product in the portfolio and the overall evolution of the company's portfolio. The CGAT will ensure the success of the ongoing product launches and build strategic business relationships with C-Suite officers, pharmacy leadership, oncologists, clinical management, and practice managers.

The CGAT reports to the Senior Director and collaborates closely with customer-facing colleagues and the broader commercial team. This role requires time with customers, key business stakeholders, and time in the Chadd’s Ford, PA home office.

Main Responsibilities & Job Expectations:

• Account Management: Serve as the primary contact for assigned customers, including GPOs (MCK, ION, VS), large oncology networks/aggregators (e.g., FCS, OneOncology, Athena, AON), member community practices, select academic institutions with broad networks and market access influence (e.g., City of Hope, Cleveland Clinic, Northwestern, Mayo Clinic), provider pathways (e.g., ClinicalPath, Value Pathways), or other relevant customers as per business needs.
• Lead partnerships with oncology trade organizations such as COA and NCODA to ensure optimal access for Incyte’s products.
• Develop account plans for assigned accounts to ensure optimal access for Incyte products in a competitive and dynamic marketplace.
• Drive growth through strategic account management and delivering clinical and economic value messaging.
• Analyze product volume, trends, and growth for assigned accounts. Develop and implement account-level business plans.
• Conduct quarterly business reviews with accounts and review performance of GPO-aligned account sales channels.
• Ensure contract performance by monitoring and ensuring that partners adhere to contract terms.
• Negotiate, manage, and coordinate contract management, evaluation and implementation.
• Ensure compliance with Incyte policies and federal/state regulations.
• Partnership Development: Build and maintain partnerships with access decision-makers (C-Suite, Pharmacy, Administration).
• Identify and develop opportunities that align brand strategy with GPO, Corporate and national/regional level programs, including educational programs, conferences, and other strategic initiatives.
• Lead business case development and justification to determine the merits and prioritization of these opportunities with significant business impact.
• Lead Incyte’s involvement with strategic customer alliances and vendors.
• Partner with community oncology GPOs & corporate accounts to educate members on Incyte’s portfolio to support patient access through meeting sponsorship and in-practice programs.
• Establish and maintain Incyte’s position as a premier partner with all GPOs and customers.
• Proactively identify issues, resolve issues with accounts, and engage appropriate resources for customer solutions.
• Meet all deadlines for new contracts and rebate amendments, CDAs, MSAs, and SOWs.
• Cross-Functional Collaboration: Work closely with the cross-functional field team (Sales, Market Access Marketing, Medical, APPs, and other internal stakeholders) and broader market access team to ensure cohesive customer relationships, insights capture, and reduce barriers to accessing the Incyte oncology portfolio within aligned accounts.
• Collaborate with the Oncology Brand and Market Access Marketing team to develop resources to execute strategies.
• Develop strong business-centric collaborative relationships with internal stakeholders.
• Integrate GPO and large oncology/aggregator account plans cross-functionally, leveraging customer interactions with collaboration and alignment with field sales, demonstrating accountability, clear objectives, and timelines.
• Collaborate with field sales leadership to ensure coordination in key community oncology accounts.
• Strategic Agility: Identify and prioritize opportunities for greatest impact with limited resources.
• Develop, maintain, and execute strategic account business plans that deliver on the business needs of Incyte.
• Lead existing business and customer relationships while building and developing new business that enables broad and strategic engagement.
• Provide insights and strategic input in developing contracts to support patient access through GPO contract strategic development.
• Develop mutually beneficial relationships at all levels within the assigned community oncology GPO and with KOLs at strategically important member practices that align to the business needs of the customer and Incyte.
• Troubleshoot and address prescriber or patient access challenges.
• Partner with community oncology key accounts with medically in-practice dispensing capabilities and centralized decision-making to support Incyte portfolio.
• Support efficient customer experience for physicians and patients to facilitate product access.
• Coordinate communication of GPO initiatives and pull-through strategies.
• Develop deep enduring relationships with key national GPO & Corporate executives and key decision makers.
• Participate in and coordinate activities at customer and industry meetings.

Knowledge, Skills, Qualifications, and Technical Proficiencies:

• Education: BA/BS required; MBA, PharmD, or advanced degree is a strong plus.
• Experience:
• 10+ years of relevant experience in oncology, with at least 5 years in oncology/rare disease market access preferred.
• Customer-facing roles within biopharma, specifically in Oncology GPO or Strategic Accounts strongly preferred.
• Account management at a national or regional level preferred.
• People management and/or cross-functional leadership.
• Knowledge:
• Oncology sGPO/acute GPOs, Medicaid/Medicare reimbursement models and programs, Oncology State Societies, Oncology Physician Networks, emerging Clinical Pathways, IDNs, 340B, and product distribution (Specialty Pharmacies).
• Reimbursement and access related to provider-administered (buy/bill) and oral products, including pathways, payer coverage, reimbursement policies and processes, patient services, and GPO contracting.
• Skills:
• Strategic mindset and patient-centric approach.
• Experience with GPOs and/or large oncology networks/aggregators in oncology.
• Proven ability to collaborate and drive results at a national level in oncology.
• Expertise in executing market access strategies for national accounts.
• Demonstrated success in developing, negotiating, and managing contracts.
• Experience with Provider Driven Pathways and EMR.
• Experience with oral and IV oncology therapies in the community oncology setting.
• Established relationships with marketplace stakeholders.
• Ability to translate brand strategies into actionable insights for the GPO channel, develop action plans, and drive execution.
• Collaborative style fostering cross-functional collaboration.
• Understanding of the evolving landscape of GPOs and ability to position and leverage the Incyte product portfolio positively.
• Consistently anticipates customer needs and provides services and solutions beyond expectations.
• Uses customer insights to drive and guide the development of new offerings, integrating them into Incyte strategic initiatives.
• Serves as a strategic partner to build, grow, and maintain profitable long-lasting partnerships.
• Communication: Superb oral and written communication skills.
• Adaptability: Ability to thrive in a fast-paced, dynamic environment, multi-task, and work under pressure.
• Technical Proficiency: Proficient in Microsoft PowerPoint, Excel, and Word.
• Regulatory Knowledge: Working knowledge of US healthcare policies and relevant legal, compliance, regulatory, and reporting requirements.
• Travel: Ability to accommodate extensive travel (50-75%) for business and customer meetings, including weekend travel when necessary.

Pay Range: USD $220,000.00 - USD $255,000.00 /Yr.