Director, Institutional Accounts

Columbus, OH, United States

Bausch Health is a global company that develops, manufactures, and markets a differentiated product portfolio across multiple high-growth therapeutic areas including Gastroenterology, Generics, Neurology, Ortho Dermatologics, Medical Aesthetics and Dentistry. We are delivering on our commitments as we build an innovative company dedicated to advancing global health. Each day, Bausch Health products are used by over 150 million people around the world.

Our approximately 7,000 employees are united around our mission of improving people’s lives with our health care products.

The Director, Institutional Accounts will have responsibility for ensuring access and driving growth of Bausch products by working directly with integrated delivery Networks (IDN) and key Strategic Accounts. This position will manage the overall relationship with these entities including strategic project creation and implementation, sales activity and contract negotiations. This individual will work in a highly collaborative matrix environment that includes the Institutional Account Managers, Regional Account Executives, field sales, Pricing and Contracting, Marketing, Medical and Regulatory in order to achieve strategic and financial objectives for Bausch Health.

Responsibilities

Principal Responsibilities and Accountabilities

Primary interface for Bausch with assigned IDNs and Strategic Accounts, including LTC; responsible for the commercial relationship and the development of account strategies at the national and regional level.

Responsible for building strategic relationships at executive levels and coordinate sales/promotional activities to ensure optimal product access and influence positive decisions within these organizations.

Own and lead the development of the IDN/LTC account management plans that fully align with commercial and brand strategies, working with in-field roles including Account Management, Sales, Sales leadership, and Market Access.

Expand growth opportunities for Bausch products and product access within assigned Integrated Delivery Networks and related Healthcare systems and customers through creative Projects, Initiatives and Contracting

Lead cross-functional teams to evaluate competitive activity, identify key opportunities, and develop specific market objectives and tactics that optimize business performance.

Conduct quarterly business reviews with assigned IDNs and Strategic Customers to develop targeting strategies based on these reviews.

Participate in strategic planning and evaluation sessions with Bausch senior leadership, sales, marketing and contracting.

Enhance functional integration with Sales, Marketing and Market Access peers by communicating relevant and useful formulary and contracting information (i.e. formulary awards/projects and pull through action plans) to enhance sales efforts in the aligned Market.

Become a valued advisor and resource to the IDN and Healthcare systems on relevant issues and local market trends affecting Bausch patients, products and stakeholders.

Regularly provide insights about the aligned accounts priorities and their care processes. Communicate insights to critical internal business functions including Executive Leadership, Brand teams, Sales and Marketing.

Develop, implement and execute 12 month business plans.

Dimensions

Company-wide liaison for Integrated Delivery Networks

Internal Contacts: Daily contact with National Director, Sales Directors, Regional Account Managers, Sales and Marketing teams.

External Contacts: Daily contact with assigned accounts.

Latitude

This position requires the ability to act independently and to take initiative with minimal supervision from manager.

Advise manager of work schedule, priorities, problems and planned and unplanned absences.

Utilize only PRC approved resources and communication to meet goals.

Participate as needed on cross-functional or project teams to support Bausch objectives.

Minimum Qualifications

Education: A Bachelor’s Degree in a related discipline is required.

3+ years of Hospital System Account Management highly preferred

5+ years of Pharmaceutical Account Management with direct involvement in establishing and managing corporate accounts

Ability to establish and maintain executive relationships (CEO, CFO, System Pharmacy Director) in health systems. Existing relationships highly preferred

Solid understanding of the current environment and policy trends in the provider landscape including alternative payment models

Ability to analyze and interpret hospital economics/financial performance, successfully navigate through health systems

Financial analysis and modeling capability

Expert negotiation skills

Advanced critical thinking, problem solving and relationship-building skills are essential

Demonstrated self-starter and highly motivated with an ability to work as a team member and ability to communicate and influence with all levels of the organization

Strong verbal, interpersonal and listening skill required

Strong analytical, leadership and customer service skills are also required

This position should have a travel expectation of 50-75%

As required by law, Bausch Health provides a reasonable range of compensation for roles that may be hired in the US. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location. For this role, the range of starting pay for this role is $219-260K.

Benefits package includes a Comprehensive Medical (includes Prescription Drug), Dental, Vision, Health Savings Account with company contribution, Flexible Spending Accounts, 401(k) matching, discretionary time off, paid sick time, tuition reimbursement, parental leave, short-term disability, long-term disability, life insurance, accidental death & dismemberment insurance, paid holidays, Employee Assistance Plan, commuter benefit, recognition awards, voluntary benefits (including Identity Theft, Student Loan and Breast Milk Shipping), employee referral bonuses and employee discounts.

#LI-remote

This position may be available in the following location(s): [[location_obj]]

Bausch Health Companies Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates collaboration.

If a candidate needs a reasonable accommodation/adjustment due to physical or mental health impairment for any part of the application process, they are encouraged to send their request to [email protected] or call 908-927-1400 and let us know the nature of the request and their contact information. Please be sure to include the job requisition number.

Job Applicants should be aware of job offer scams perpetrated through the Internet and social media platforms.

To learn more please read Bausch Health's Job Offer Fraud Statement (https://protection.greathorn.com/services/v2/lookupUrl/c29afa19-107c-4ce0-9f8c-cdaacd1f6318/176/af4e247fc99befe729755d44229317a5dc5e5807) .

Bausch Health is an EEO/AA employer M/F/D/V.