Director, Market Access Job in Philadelphia, Pennsylvania US
JOB SUMMARY
The primary responsibility of the Director, Market Access is to lead both the National and Regional Account Management teams in achieving targeted payer access, optimal profitability, account development, and key product objectives for the full US corporate product portfolio. This position will play a critical role in leading and energizing the Account Management team in accomplishing key corporate goals.
ESSENTIAL DUTIES AND RESPONSIBILITIES
The primary duties and responsibilities of this position include the following. Other duties may be assigned.
Strategic Account Management:
- This position will lead and supervise a team of National and Regional Account Managers.
- The NAM and RAM teams work closely with key national and regional payers as well as integrated delivery systems.
- Assists the teams in driving sales, market share, thought leader development, and balancing the profit equation.
- Develops an annual payer/business Account Management plan with specific tactics for each payer across all regions.
- Works closely with Manager of Payer Analytics to provide an annual forecast of projected sales and trends for each assigned account.
- Leads the National and Regional Account Management teams in reducing prescribing barriers to ensure appropriate access to key products in targeted profitability ranges.
- Works closely across the managed markets department to assist in appropriate pricing, contract management, and strategic direction.
- Supervises the account management team in all pull through efforts including key state Medicaid initiatives, commercial payer initiatives as well as commercially managed Medicaid initiatives.
- Coordinates the delineation of roles and responsibilities in the commercial Medicaid migration from the states to commercial payers and the initiatives that follow.
- Leads the Account Management team in developing business with key payers and institutions.
- Ensures continuous evaluation of payer and institutional business to ensure optimal profitability.
- Interprets and integrates complex data to optimize key payer and institution opportunities across the nation.
- Identifies market challenges/opportunities to grow revenue, market share, product utilization and to ultimately increase overall profitability.
- Plays a key role in developing, negotiating and implementing high performance contracts to support brand strategies and manage profitability margins.
- Works closely with internal contracting and analytics team members throughout the full contract life-cycle (including the pre-deal phase).
- Performs customer contract reviews at appropriate intervals to monitor progress.
- Coach and guide the payer negotiating and contractual process.
- Develops a strong understanding of the contract decision support tool and how to utilize the tool with the NAM team and individual payers.
- Assists and strengthen both the NAM and RAM team members with key customer presentations.
- Assists, facilitate, and guide in both the NAM and RAM training process.
- Provides marketing input and assist in the development of product presentations.
- Provides key inputs into the monthly metrics reporting.
- Plays a key role in mentoring both the NAM and RAM teams.
Corporate Role
- Develops a strong understanding within the Company on the Aptalis value proposition as it relates to managed market segments, integrated delivery systems, key institutions, and individual payers.
- Plays a key role in the Pricing decision process and demonstrating a strong understanding of the integration and impact of managed market inputs.
- Plays a key role in translating strategy into geographic region and payer segment specific goals, objectives, and plans and then successfully executing and achieving them.
- Provides input on regional/national managed market and institutional issues, opportunities, and direction.
- Suggests strategic pricing direction based on resultant market and payer reactions
- Identifies and secures the necessary and appropriate resources, people and capital, to successfully execute all plans
- Facilitates alignment with matrix (field and office) team members to ensure successful execution of product and pull through plans
Miscellaneous Duties
- Expected to meet all administrative expectations such as expense reporting, customer contact summaries, record keeping, business planning, calendar planning, etc.
- Manages the account management operational and brand product budget and ensures appropriate allocation of budget against priorities.
- Work closely with all corporate team members to develop and accomplish directed goals cross functionally
- Respect and participate in the development and implementation of methods, policies, procedures, and rules as per applicable in the department and the Company.
- Complete assigned tasks in a safe manner and in a constant state of alertness.
- Uphold Company policies, including the Professional Conduct Policy and Prohibition Against Harassment Policy, and the Business Ethics and Conduct Code.
- Work in a cooperative manner with managers, supervisors, coworkers, customers and the public.
- Take initiative to get along with others.
SUPERVISORY RESPONSIBILITY
Produces value-added results through effective recruitment, delegation, performance management, training and development of:
- National Account Managers
- Regional Account Managers
EDUCATION AND/OR EXPERIENCE
Requirements include the following:
- BS/BA degree from a four-year accredited university or college; MBA preferred;
- A minimum of ten (10) years of demonstrated experience and proven success in biotech/ pharmaceutical industry;
- A minimum of five (5) years experience in institutional sales management, reimbursement, contract strategy, managed care sales, marketing, Medicaid, VA/Military, or account management; and
- At least five (5) years supervisory experience.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Must possess thorough knowledge of US heathcare system, excellent presentation skills and the ability to assimilate and analyze diverse data to develop tactical action steps to achieve sales results.
- Must possess strong leadership and selling skills to maximize performance results of the organization.
- Proven ability to attract, hire and retain top performers.
- Proficient in Microsoft Office, and strong understanding of pharmaceutical data sets and integration tools.
- Exceptional attention to detail and excellent organizational skills.
- Ability to identify the critical issues or opportunities using appropriate information and solve or elevate issues according to reach and severity
- Ability to prioritize responsibilities to meet regular and critical deadlines.
- Ability to contribute to and work within a cross-functional team.
- Excellent verbal and written communication and presentation skills.
- Must possess the ability to take initiative to complete assignments and job responsibilities with minimal supervision.
- Ability to thrive in a dynamic and fast-paced environment.
- Demonstrated ability to clearly and accurately interpret and follow procedures and policies.
- Ability to accommodate 50% travel.
April 13, 2008
• Tags: Director, Market Access Job in Philadelphia, Pennsylvania Us • Posted in: General