Key Accounts Director - Buffalo

Key Accounts Director – Buffalo
Indivior is a global pharmaceutical company working to help change patients’ lives by developing medicines to treat Opioid Use Disorder (OUD). Our vision is that all patients around the world will have access to evidence‑based treatment for OUD, and we are dedicated to transforming OUD from a global human crisis to a recognized and treated chronic disease. Building on its global portfolio of OUD treatments, Indivior has an exploratory pipeline of products designed to expand its heritage in this category. Headquartered in the United States in Richmond, VA, Indivior employs approximately 800 individuals globally.

Position Summary
The Key Account Director (KAD) will play a key role in developing, guiding, and initiating the strategies and tactics necessary to drive the growth of the brand through field sales and channel team communication along with analysis, research, and development of future opportunity plans in appropriate areas we cover. This position is responsible for collaboration with the Field Leadership Team (FLT) to help the team achieve goals, work to improve product access and explore future opportunities for growth. This includes providing commercial insights, channel expertise, and direction to special research and development project teams to ensure optimal commercial alignment. The geographic focus of this role is the greater Buffalo, NY area.

Essential Functions

Responsible for a defined geography that works closely with Field Sales to identify, analyze, and meet with Key Account leaders to include C‑Suite, Medical Directors (Waivered HCP), pharmacy and HCP office support staff to discuss approved messaging and product acquisition processes

Develop trusted advisor relationships with key internal and external stakeholders and leadership to include Addiction Sciences and Behavioral Health National Sales Directors, National Sales Director‑Key Accounts, and the Field Leadership Team

Partner with internal colleagues to include Channel Strategy and Patient Support Programs, Payor, Governmental Affairs, as well as area sales team and market access overlaps

Utilize the Hub Strategy to escalate any field level logistical or reimbursement issues in conjunction with legal and compliance and rules of engagement policies. Participate in Channel and Payor Team meetings where appropriate

Responsible for Acquisition Support to sales team. Liaison between ASMs, CS and Channel Team on customer issues/escalations with the logistical process. Responsibilities includes intake of the issue, analysis, triage, if necessary, follow up, tracking and analyzing trends to report to Channel and Sales Leadership

Plan, organize and conduct field sales calls as needed in private offices, OTP's, key accounts, and hospitals to achieve business objectives and to gain field intelligence for future projects

Responsible for a driving KAD territory with defined KPI's to measure KAD performance

Participate as needed in all related home office and field meetings to include NKAD, KAD Regional meetings, Ecosystem, and home Office meetings as requested and approved conferences

Develop an in-depth understanding and become an expert in the disease, the physician/patient relationship, managed markets/reimbursement, and the brand – champion the brand internally and externally

Fully support the Clinical Specialists, Area Sales Managers, Regional Directors, and National Sales Directors in the defined geography as part of the Field Leadership Team

Develop and implement territory business plans, maintain new and innovative ideas, strategies, marketing plans of action and budgetary control ensuring compliance with all Indivior policies and procedures

Consistently demonstrate KAD competencies (Collaboration, Sales, Clinical and Sales Acumen), guiding principles, and all compliance policies and SOPs

Maintain the required technical expertise including competitive product knowledge

Successfully complete all required training programs in a timely manner

Assist and/or lead special projects as assigned

Minimum Qualifications

Pharmaceutical/Medical/Healthcare Sales with a minimum of 10 successful years’ equivalent experience in pharmaceutical sales, experience in management preferred

Thorough understanding and experience working with hospitals and integrated healthcare systems, and healthcare system formulary processes

Experience in calling on customers at a variety of call points, including offices, community health centers and residential treatment centers

Demonstrated knowledge of healthcare system processes including reimbursement, specialty pharmaceutical channels to include buy and bill and specialty pharmacy

Experience working with REMs, HUB Services and Field Reimbursement teams

Experience interpreting analytical data and turning into team strategy

Proficiency in Excel, Word, Outlook, and PowerPoint

Ability to maximize profitability and ensure compliance

Competencies / Conduct

Focus on Patient needs to drive decisions

Highly self‑motivated and goal‑oriented with a proven record of goal attainment

Strong work ethic and ability to develop priorities and manage time appropriately

Ability to motivate and influence a team

Reads situations quickly. Anticipates and adjusts for problems and roadblocks

Excellent interpersonal, written, and verbal communication skills

Proficiency in using various technologies e.g., Microsoft Excel, Word, PowerPoint, and Teams in addition to other reporting and communication software

Demonstrated teamwork / collaboration

Strong leadership abilities

Strong time‑management, organizational and planning skills

Cooperates with various headquarters departments, when necessary and appropriate on matters of mutual concern

Record of positive working relationship with key customers and external contacts

Additional Requirements

Valid driver's license with a safe driving record that meets company requirements

Must be able to sit for long periods of time and travel long distances either in car or other modes of transportation

Ability to lift up to 35lbs as necessary

Domestic and international travel as required; overnights as required > 75%

Benefits

Competitive PTO plus company closure from December 24th – January 1st

Eligible to participate in Indivior’s bonus program, based on company and individual performance

Eligible to receive a yearly grant as part of Indivior’s Long‑Term Incentive Plan

401(k) and Profit‑Sharing Plan – Company match

U.S. Employee Stock Purchase Plan – 15% Discount

Comprehensive Medical, Dental, Vision, Life and Disability coverage

Health, Dependent Care and Limited Purpose Flex Spending and HSA options

Adoption assistance

Tuition reimbursement

Concierge/personal assistance services

Voluntary benefits including Legal, Pet Insurance and Critical Illness coverage

Wellness programs and other discounts and perks

Equal Employment Opportunity
EOE / Minorities / Females / Vet / Disabled

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