National Accounts Director, GPO

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Job Description

The National Accounts Director, US Biosimilars will lead Lupin's strategic relationships with assigned national and specialty Group Purchasing Organizations (GPOs), national distributors, and large provider groups to support access, launch readiness, and sustainable portfolio growth. This role will own national account strategy, senior customer engagement, commercial agreement development and negotiation within approved parameters, and implementation and performance.
KEY RESPONSIBILITIES
• Develop and execute strategic plans for assigned GPOs, national distributors, and large provider groups, including stakeholder maps, opportunities, engagement, and performance objectives.
• Build relationships with customer executives and contracting, purchasing, distribution, membership, finance, and analytics stakeholders; represent Lupin in negotiations and business reviews.
• Lead commercial discussions and negotiations within approved pricing, financial, legal, and compliance parameters.
• Evaluate agreements based on access, customer value, provider economics, distribution requirements, net sales, margin, implementation needs, and portfolio value.
• Coordinate contract activation, eligibility, communications, distribution dependencies, product availability, and implementation with appropriate internal and customer teams.
• Monitor account and agreement performance; address access, adoption, distribution, or execution barriers and develop renewal and growth strategies.
• Incorporate provider purchasing, reimbursement, payer mix, buy-and-bill, Medicare Part B, ASP, inventory, distribution economics, and cash-flow considerations into account strategy.
• Support prelaunch planning and account readiness for pipeline products, including customer intelligence, priorities, timelines, distribution needs, and activation plans.
• Provide national account intelligence, competitive insights, and recommendations to US Biosimilars leadership.

Qualification and Experience

• Bachelor's degree in business, life sciences, healthcare, or a related field, or equivalent experience.
• 8+ years of progressive US pharmaceutical or biopharmaceutical commercial experience, including national account management.
• Demonstrated ownership of pharmaceutical GPO relationships and complex national accounts, including commercial negotiation, contract activation, account performance, and measurable business outcomes
• Experience leading pharmaceutical commercial negotiations and evaluating terms within approved pricing, legal, financial, and compliance parameters.
• Understanding of US pharmaceutical customer and channel economics across manufacturers, GPOs, distributors, health systems, and provider organizations.
• Strong commercial judgment, executive communication, and cross-functional leadership through influence.
• Ability to travel approximately 50%.
PREFERRED QUALIFICATIONS
• US biosimilars commercialization, launch, market access, national accounts, or contracting experience.
• Experience with biologics, specialty pharmaceuticals, oncology, ophthalmology, or other provider-administered therapies.
• Knowledge of buy-and-bill economics, Medicare Part B reimbursement, ASP dynamics, alternative sites of care, specialty provider networks, and pharmaceutical distribution.
• Experience with GPO service arrangements, distribution agreements, contract-performance analytics, and post-contract activation.

The anticipated annual base salary range for this position in New Jersey is $203,528 to $230,308 , plus a discretionary performance bonus (based upon eligibility). The final salary offered to a successful candidate may vary and will be dependent on several factors that may include, but are not limited to, the type and length of experience within the job, the type and length of experience within the industry, skillset, education, business needs, etc. Lupin is a multi-state employer, and this salary range may not reflect positions that work in other states.

Competencies

Collaboration Customer Centricity Developing Talent Innovation & Creativity Process Excellence Result Orientation Stakeholder Management Strategic Agility