ED/VP GPO and Corporate Accounts

Location: Remote

Department: Market Access

Position Summary:

As an ED/VP of GPO and Corporate Accounts, youll play a pivotal role in fostering growth for our companys products within GPOs, PE-backed MSOs, and large IDN or ASC-owned practices that are designated as strategic provider accounts. Your primary focus will be building a team of corporate account directors to develop relationships with key stakeholders in the Retina corporate account landscape in preparation for a successful launch. You’ll additionally be responsible for overseeing the existing DEXTENZA corporate account team and developing strategies that improve account management. This role will be instrumental in informing and improving the contracting strategy and driving performance management with corporate accounts.

Principal Duties and Responsibilities include the following:

GPO and Corporate Account Go-to-Market Strategy

• Own the segmentation and prioritization of corp. accounts, including GPOs, PE-backed MSOs, and large IDN or ASC-owned practices and networks.
• Develop a consistent approach to managing corporate accounts that administer products across the Ocular Therapeutix portfolio (DEXTENZA and Retina).
• Monitor changes in the provider landscape (acquisitions, mergers, ownership changes, new MSOs, etc.) and suggest adjustments to account prioritization.
• Ensure go-to-market strategy is in alignment with company objectives and growth targets, as well as broader commercial GTM strategy

Pricing & Contracting execution

• Identify and propose innovative solutions, contract structures, and services that could create mutually beneficial outcomes for Ocular Therapeutix and GPOs, PE-backed MSOs and other corporate accounts
• Partner with Pricing & Contracting on approved contract structure and terms.
• Partner with Access Strategy & Payer Engagement to ensure contracts align with payer-coverage.
• Oversee negotiation and execution of GPO and corporate account agreements.

Customer Relationships & Senior-Level Engagement

• Personally engage C-suite and own executive relationships at highest priority corporate accounts.
• Play a critical role in market development and early relationship formation in the Retina space.

Field team development and management

• Provide immediate strategic and operational oversight of existing DEXTENZA corporate accounts team.
• Recruit, coach and develop a field-based team of Retina-focused GPO and corporate account directors, operating as a “player coach” in early stage build out.

Corporate Account strategy creation and pull through

• Define the approach to drive successful account management of corporate accounts, including account planning approach, expected engagement cadence, approach to QBRs, KPIs/ dashboards reviewed, escalation pathways, etc.
• Oversee cross-functional matrixed team coordination to develop and implement account strategies at the field level, including oversight of tools / solutions developed to support corporate account education and pull through.

Cross-Functional Collaboration

• Provide subject matter expertise to drive inform the optimal Trade & Distribution and Go-to-Market strategies
• Effectively collaborate within Market Access and across Sales, Marketing, and Medical Affairs to develop strategic and tactical plans
• Partner with Commercial analytics to develop data infrastructure needed to manage performance

Qualification Requirements:

• Bachelors degree
• Minimum of 15+ years of experience in pharmaceutical/biotech GPO or key account management
• Minimum 8+ years in a management or leadership role of people or function
• Minimum 5+ years with direct experience negotiating GPO membership and MSO contracts in a buy-and-bill environment
• Retina experience strongly preferred
• Proven track record of building relationships with C-suite executives of GPOs or PE-backed MSOs
• Must have deep familiarity with contracting mechanics of GPOs and PE-backed MSOs
• Experienced in building field-based teams from the ground up and scaling capabilities for growth
• Excellent cross-functional leadership, collaboration and communication skills
• Ability to travel up to 50%