📌 Core Information
🔹 Job Title: Director, National Account Management (GPO/Federal)
🔹 Company: Shionogi Inc.
🔹 Location: Florham Park, New Jersey, United States
🔹 Job Type: Full-Time
🔹 Category: Pharmaceuticals
🔹 Date Posted: May 8, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Developing and implementing integrated account strategies for market access and reimbursement
- Securing access across key GPO and federal channels
- Leading cross-functional efforts to maximize pull-through opportunities
- Collaborating with diverse internal stakeholders to achieve access goals
ASSUMPTION: This role requires a high level of strategic thinking, cross-functional leadership, and deep expertise in market access, GPO operations, and federal healthcare systems.
📋 Key Responsibilities
✅ Serve as lead for Shionogi relationship and B2B engagement with assigned accounts
✅ Identify competitive threats and develop response strategies
✅ Lead cross-functional access planning for target accounts
✅ Develop and oversee implementation of strategies and tactics for appropriate reimbursement and pathways
✅ Develop medium to long-term access strategies to maximize the value of the offering for VA/DoD, GPOs, and patients
✅ Establish KPIs to monitor progress and areas of opportunity
✅ Collaborate closely with regional account managers and sales leadership to drive field force communications
✅ Ensure a high level of collaboration and integration with various departments
✅ Cultivate and maintain relationships with key decision-making roles and target customer account leadership
ASSUMPTION: This role involves a high degree of complexity, requiring strong negotiation skills, financial acumen, and the ability to manage multiple priorities.
🎯 Required Qualifications
Education: Bachelor’s Degree required; Advanced Degree preferred
Experience: A minimum of 10+ years of biotech/pharma market access experience with prior leadership roles in account management and/or sales management
Required Skills:
- Strong market access payer and PBM understanding
- Well-developed negotiation skills
- High level of awareness and understanding of contract strategy implications
- In-depth knowledge of key account selling for targeted channels/segments
- Experience building, recruiting, managing, and developing account management team(s)
- Experience in contract development and negotiation with exceptional consultative and networking capabilities
- Experienced in customer negotiation, financial analysis, legal influences, and execution/implementation of contracting activities
Preferred Skills:
- Experience integrating health economics and medical affairs resources into access planning
- Ability to identify future policies, practices, and trends that will affect payer management and access decision-making in the marketplace
- Experience leading pull-through efforts with sales leadership and field sales teams
ASSUMPTION: Candidates with a strong background in pharmaceuticals, GPO operations, and federal healthcare systems are likely to be successful in this role.
💰 Compensation & Benefits
Salary Range: $200,000 - $250,000 per year
Benefits:
- Comprehensive benefits
- Vehicle allowance
- Bonus
- Long-term incentive
Working Hours: Full-time, with up to 50% travel, including overnight/weekend travel
ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles and experience levels. Actual compensation may vary based on individual qualifications and performance.
📌 Applicant Insights
🔍 Company Context
Industry: Pharmaceuticals
Company Size: Not specified (based on LinkedIn data)
Founded: Not specified (based on LinkedIn data)
Company Description:
- Shionogi Inc. is a subsidiary of Shionogi & Co., Ltd., based in Osaka, Japan
- Focuses on the discovery and development of innovative medicines
- Has a strong pipeline of products in various therapeutic areas
Company Specialties:
- Pharmaceuticals
- Biotechnology
- Research and Development
Company Website: https://www.shionogi.com/
ASSUMPTION: Shionogi Inc. is a mid-sized company with a focus on innovation and growth in the pharmaceutical industry.
📊 Role Analysis
Career Level: Executive/Director level
Reporting Structure: This role reports directly to the Senior Director, National Account Management
Work Arrangement: On-site, with up to 50% travel
Growth Opportunities:
- Potential to grow within the market access department or across other functions within the company
- Opportunity to work on high-profile products and contribute to their success
- Chance to develop leadership skills and mentor junior team members
ASSUMPTION: This role offers significant growth opportunities for the right candidate, with the potential to make a significant impact on the company's success.
🌍 Location & Work Environment
Office Type: Corporate office
Office Location(s): Florham Park, New Jersey, United States
Geographic Context:
- Florham Park is located in northern New Jersey, approximately 30 miles west of New York City
- The area offers a mix of urban and suburban living, with easy access to cultural attractions, shopping, and outdoor recreation
- New Jersey has a humid subtropical climate, with warm, humid summers and cold, snowy winters
Work Schedule: Full-time, with up to 50% travel, including overnight/weekend travel
ASSUMPTION: The work environment is dynamic and fast-paced, with a strong focus on collaboration and cross-functional teamwork.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- On-site interview with cross-functional stakeholders
- Final interview with the senior director or another executive
Key Assessment Areas:
- Market access expertise and strategic thinking
- Cross-functional leadership and collaboration skills
- Negotiation skills and ability to influence decision-makers
- Financial acumen and analytical skills
Application Tips:
- Highlight your market access experience and achievements in your resume
- Tailor your cover letter to demonstrate your understanding of the role and how your skills and experience make you a strong fit
- Prepare for behavioral interview questions that focus on your leadership, negotiation, and problem-solving skills
ATS Keywords: Market Access, Account Management, Payer, PBM, Contracting, GPO, Federal Healthcare, Cross-Functional Leadership, Negotiation, Financial Analysis
ASSUMPTION: The application process is likely to be competitive, with a strong focus on market access expertise and leadership skills.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, Veeva)
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Data analysis and visualization tools (e.g., Tableau, Power BI)
ASSUMPTION: The tools and technologies required for this role are standard for the pharmaceutical industry and can be learned quickly by candidates with relevant experience.
👔 Cultural Fit Considerations
Company Values:
- Patient-centricity
- Innovation
- Collaboration
Work Style:
- Dynamic and fast-paced
- Cross-functional and collaborative
- Focused on results and achieving goals
Self-Assessment Questions:
- Do you have a strong commitment to patient-centricity and improving patient outcomes?
- Are you comfortable working in a dynamic, fast-paced environment and collaborating with cross-functional teams?
- Do you have a proven track record of achieving results and driving success in a competitive market?
ASSUMPTION: Shionogi Inc. values candidates who are passionate about improving patient outcomes, comfortable working in a dynamic environment, and committed to driving success.
⚠️ Potential Challenges
- Managing a high volume of accounts and priorities
- Navigating a complex and dynamic market access landscape
- Collaborating effectively with cross-functional teams and stakeholders
- Adapting to changes in the market and regulatory environment
ASSUMPTION: This role presents significant challenges, but also offers the opportunity to make a significant impact on the company's success.
📈 Similar Roles Comparison
- This role is similar to other national account management positions in the pharmaceutical industry, but with a focus on GPO and federal channels
- Unlike other roles, this position requires a deep understanding of federal healthcare systems and GPO operations
- Career progression in this role may lead to senior leadership positions within market access or other functions within the company
ASSUMPTION: This role is unique in its focus on GPO and federal channels, but offers similar career progression opportunities to other national account management positions in the pharmaceutical industry.
📝 Sample Projects
- Developing and implementing an integrated account strategy for a new product launch
- Securing access across key GPO and federal channels for an existing product
- Leading cross-functional efforts to maximize pull-through opportunities for a portfolio of products
ASSUMPTION: These sample projects are representative of the types of initiatives that the successful candidate will be expected to lead in this role.
❓ Key Questions to Ask During Interview
- Can you describe the most challenging market access landscape I'll be facing in this role, and how the company is addressing it?
- How does the company support the professional development and growth of its market access team members?
- Can you provide an example of a successful cross-functional collaboration in the market access department, and how it contributed to the company's success?
- How does the company approach innovation and staying ahead of the competition in the market access space?
- What are the key performance indicators (KPIs) for this role, and how will my success be measured?
ASSUMPTION: Asking thoughtful questions during the interview process demonstrates your interest in the role and commitment to driving success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your market access experience and how it makes you a strong fit for this role
- Prepare for behavioral interview questions that focus on your leadership, negotiation, and problem-solving skills
- Research the company and industry to demonstrate your understanding of the market access landscape and Shionogi's position within it
- Follow up with the hiring manager one week after submitting your application to express your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
