Job Description
Ocular Therapeutix, Inc. (NASDAQ:OCUL) is a biopharmaceutical company focused on the formulation, development, and commercialization of innovative therapies for diseases and conditions of the eye using its proprietary bioresorbable hydrogel-based formulation technology, ELUTYX™. Ocular Therapeutix has built a robust product pipeline of drug delivery solutions developed to reduce the complexity and burden of the current standard of care and position itself to become a leader in the ophthalmic space.
Outside of the ophthalmic realm and behind the doors of our headquarters in Bedford, MA, we strive to build a strong culture where employees can flourish and achieve their career goals. We encourage out of the box thinking, cross-functional collaboration, and creativity.
Position Summary:
As an ED/VP of GPO and Corporate Accounts, you’ll play a pivotal role in fostering growth for our company’s 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 todevelop andimplement 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:
- Bachelor’s 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%
Salary Range
$330,000—$365,000 USD
Ocular Therapeutix is an Equal Opportunity Employer and complies with all applicable federal, state, and local laws regarding nondiscrimination. Ocular Therapeutix provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, or status as a veteran. For information on how Ocular Therapeutix collects, stores, and utilizes candidate information please see our privacy policy found at https://www.ocutx.com/privacy-policy/. For the Privacy Notice for California Job Applicants, please see CCPA Applicant Notice.
