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Bausch Health Director, Institutional Accounts - Northeast in Boston, Massachusetts

Director, Institutional Accounts - Northeast (9193)

Career Opportunities: Director, Institutional Accounts - Northeast (9193)

Requisition ID 9193 - Posted - Strategic Account Management - Market Access - US - Remote - City (3)

Bausch Health Companies, Inc. is a diverse and decentralized pharmaceutical company that is committed to focusing on our key stakeholders while delivering consistently high performance. Our values provide the overall direction for our company, and provide us with the tools necessary to rise to any challenge by leveraging our collective hard work and effort along with our unwavering competitive spirit. These values help us set goals based on our organization’s potential and what we hope it will become.

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.


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.


  • 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.


  • 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.

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

  • 3+ years of Hospital System Account Management highly preferred

  • 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%

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