Position Summary

At Cardinal Health, we're developing the innovative products and delivering services that make healthcare safer and more productive. Join a growing, global company genuinely committed to making a difference for our customers and communities.

The Director, GPO Contracting reports directly to the Vice President, Specialty Physician Office GPOs. As the leader of a highly visible team, this role has direct responsibility and accountability for the Pharmaceutical Account Executives and Contract Management teams for nine group purchasing organizations (GPO): VitalSource, Cornerstone Rheumatology, Renal Purchasing Group, Acuity, MosaicGPO Solutions, Traverse GPO, Gastrologix, UroGPO, and United Rheumatology. This includes leading a team of 10 FTEs who engage with and manage relationships with nearly 120 biopharmaceutical companies, and contracts for over 100 products across eight therapeutic areas on behalf of hundreds of community specialty clinics. The Manufacturer Sales and Solutions team is responsible for driving revenue, profitability and growth of the biopharmaceutical product portfolio. This role requires a deep understanding of current treatment trends and modalities.

In addition, under the direction of the Vice-President, this leader will be tasked with developing and executing multi-prong strategies that expand GPO services to pharmaceutical companies and practices and builds new partnerships that go beyond the traditional services of today. This role will challenge conventional thinking and rely on their previous experience disrupting the status-quo in dynamic, challenging environments including the shift in healthcare from volume-based care to value-based care. Preference will be given to candidates with diverse specialty therapeutic knowledge and product contracting and sales experience.

Specialty Solutions is Cardinal’s fastest growing business and is part of the Pharmaceutical segment. This is a remote, home-based position.

Responsibilities

• Leads a team of 6 Account Directors and 4 Contract Managers which includes day-to-day support, coaching, mentoring, talent assessment, and performance discussions

• Demonstrates comprehensive knowledge of best practices in GPO functions including contracts, services and sales processes for multiple, complex categories and manufacturers

• Demonstrates knowledge of the specialty landscape and experience leading contracting and direct negotiations for pharmaceuticals, medical devices, diagnostics, and / or medical supplies

• Builds relationships and engages with senior level manufacturer executives

• Leads pipeline and business development opportunities with biopharmaceutical companies and related strategic partners across all the GPOs

• Develops new contracting (including value-based agreements) and service sales strategies specific for multiple and / or complex categories

• Utilizes comprehensive business and market data for multiple and or complex categories to identify opportunities

• Insures efficient and effective processes are used to conduct the business of the team and leads process change where it is needed

• Applies advanced knowledge and understanding of the specialty marketplace, principles, and technical capabilities to develop and lead a variety of complex strategies and projects that may have significant and long-term impact

• Provides guidance to those developing and managing strategic relationships with assigned manufacturers

• Create reports/metrics/dashboards to monitor Account Executive team performance in Salesforce.com

• Partners with internal stakeholders across Specialty Solutions’ businesses and holds team accountable for sharing biopharmaceutical company pipelines, business leads and engagement information in Salesforce.com

• Manages performance and professional development of all team members

Qualifications

• Bachelor’s degree in healthcare and/or related field preferred

• Graduate degree in a healthcare related field is preferred (e.g., PharmD, PhD)

• 10+ years of prior leadership experience with physician office GPO contracting, services and sales or related field

• Experience contracting with specialty pharmaceutical manufacturers, specifically oncology, preferred

• Excellent leadership, interpersonal, verbal and written communication, planning, forecasting, negotiation and presentation skills; strong ability to develop relationships internally and externally at all levels up to and including C-Suite

• Ability to travel up to 30% of the time

Anticipated salary range: $134,600 – $217,455

Bonus eligible: Yes

Benefits: Cardinal Health offers a wide variety of benefits and programs to support health and well-being.

Medical, dental and vision coverage

Paid time off plan

Health savings account (HSA)

401k savings plan

Access to wages before pay day with myFlexPay

Flexible spending accounts (FSAs)

Short- and long-term disability coverage

Work-Life resources

Paid parental leave

Healthy lifestyle programs

Application window anticipated to close: 11/15/2024 *if interested in opportunity, please submit application as soon as possible.

The salary range listed is an estimate. Pay at Cardinal Health is determined by multiple factors including, but not limited to, a candidate’s geographical location, relevant education, experience and skills and an evaluation of internal pay equity.

Candidates who are back-to-work, people with disabilities, without a college degree, and Veterans are encouraged to apply.

Cardinal Health supports an inclusive workplace that values diversity of thought, experience and background. We celebrate the power of our differences to create better solutions for our customers by ensuring employees can be their authentic selves each day. Cardinal Health is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state or local law.

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