The Health System Director (HSD) role leads strategic engagement and contracting with target key accounts in order to drive growth, revenue, and joint value creation for Alnylam and the customer by enabling and optimizing access to Alnylam products and driving innovation for patients and health care providers.
Key Responsibilities
The Health System Director (HSD) will provide innovative, influential account engagement to shape and deliver the strategy for Alnylam Strategic Accounts in order to achieve access, create value and deliver profitable growth for Alnylam
Lead the development and execution of the comprehensive account strategy for target accounts to bring the best of Alnylam to the customer and to maximize profitability, revenue growth and market share for Alnylam
Analyze and synthesize information from multiple sources to identify and prioritize business opportunities across the account by applying relevant frameworks and analytical methods
Work with the Alnylam Leadership Team to co-develop and agree on strategies, programs objectives and KPIs for target regional accounts aligned with organizational and brand priorities and the wider business strategy
Support the account team with the prioritization of solutions, programs and specific pull-through tactics to ensure sustainable growth and mutual value creation
Anticipate likely market and customer developments, identify third party influence factors and shape the account strategy accordingly
Partner with target healthcare systems and organized customers to foster innovation in care through the adoption of Alnylam’s products
Engage senior level stakeholders to influence policies, decisions and perceptions to enable patients to effectively navigate the treatment journey and ensure appropriate use of Alnylam products
Facilitate the introduction of new products and indications with institutional stakholders by ensuring adequate budget allocation at the strategic account level
Leverage a range of strategies and tactics to maximize the level and quality of access for Alnylam products
Identify programs to partner with the Organized Customer to enhance the system of care and clinical decision making
Provide insights, education and information about scientific, clinical and technological innovation
Facilitate strategic partnership with account stakeholders to create mutual value for Alnylam and customers and deliver strategic goals
Identify and maintain strong relationships with senior business stakeholders (Chief, VP, DIrector) in target accounts to support access for Alnylam’s products across the company portfolio
Strengthen the perception of Alnylam as a strategic partner by sharing insights and information to support patient identification and improving the delivery of care by establishing treatment pathways and protocols
Provide clear direction to other field teams to identify and prioritize stakeholders within their target accounts
Negotiate, review and agree contracts, incorporating solutions to strengthen partnerships with strategic account stakeholders
Collaborate with other functional and business leaders to ensure adequate Voice of the Customer to inform strategic planning across all stakeholders and channels
Support the delivery of account goals for National accounts, working closely with the Strategic Accounts Team
Support the execution and pull through of contracting and initiatives with national organized customers to ensure value maximization
Measure, report and communicate value delivered for national organized customers in order to strengthen customer partnership
Share insights gathered through customer engagement
Qualifications
Bachelor’s degree, emphasis in Accounting, Marketing, Business Administration or equivalent work experience in business management, ideally complemented by an MBA
Minimum 7 years of experience in B2B selling in a life sciences environment
Previous account management experience with health systems and/or hospitals/ IDNs
High level of confidence and capability to understand and communicate complex scientific concepts to a range of stakeholders, plus executive presence and communication skills to engage with a C-Suite audience
Expertise and understanding of dynamic market access value models such as value-based propositions and budget impact and cost effectiveness models, etc
Strong interpersonal skills including written and oral communication skills, ability to synthesize data, interpret and translate into compelling and clear commercial strategies and plans
Demonstrated ability to successfully mobilize a cross-functional team, including interpersonal skills to foster collaboration and succeed in a highly matrixed environment by leading without direct authority
Understanding of the IDN environment, including coverage and reimbursement, pricing and contracting, formulary management and health technology assessment
Strong analytical skills and ability to think critically, challenge conclusions and underlying assumptions
Ability to synthesize multi-source information (qualitative and quantitative) to develop strategic plans
Knowledge of value based healthcare and outcome based models
Executive presence and the ability to interact and negotiate with C-suite customers
Highly proficient in Microsoft; Excel, Word, and PowerPoint
Additional Preferred Experience
Master’s degree: Master of Business Administration (MBA) preferred
Active membership of relevant pharmaceutical associations would be beneficial
About Alnylam: Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by “interfering” with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality.
Our culture: Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we’ve been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as the #1 Large Employer by Boston Globe Top Places to Work in 2023 for the third consecutive year, one of Science Magazine’s Top Biopharma Employers, one of America's Most Responsible Companies for 2024 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK – among others.
At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients. Qualified applicants will receive consideration for employment without regard to their race, color, religion, age, sex, sexual orientation, gender identity or expression, national origin, ethnicity, marital status, protected veteran status, disability, or any other characteristics prohibited by law.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Health Care Provider
Industries
Biotechnology Research
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