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Sr. Director, Market Access & National Accounts

Remote, CA

Posted: 09/11/2024 Employment Type: Direct Hire Job Category: Commercialization, Marketing Job Number: 3961

Job Description


The Senior Director, Market Access and National Accounts is a position within the commercial department. This position has the responsibility for overseeing all market access functional activities including trade and distribution, related to contracted pharmacies, payer/employer strategies, payer negotiations, improving payer coverage, rebate contracting, direct purchase contracting, and pricing.

 

RESPONSIBILITIES:

  • Lead the Market Access and National Accounts team.

  • Lead the creation of the strategic and tactical business plan for the Market Access organization.

  • Fully understand and stay abreast of the complex and changing U.S. payer, employer and channel landscape.

  • Analyze the market in terms of coverage and reimbursement, existing and emerging payer policies, competitive landscape, trends, pricing, contracting strategies / trade-offs, potential barriers to provider, patient access, opportunities to influence improved outcomes and public policy matters.

  • Build value propositions, programs, and market responses to better position and influence favorable access and patient persistency; achieve cost-effective, efficient delivery of products and services.

  • Utilize strong business acumen, comprehensive account and industry knowledge, and financial modeling to develop compelling proposals and negotiations strategies.

  • Develop and manage the national account plan with responsibility for positioning our products with key PBM, GPO, Payer customers and employers.

  • Work with managed care organizations to improve payer coverage for our brands.

  • Develop and manage relationships with PBMs, GPOs national and regional payers and targeted employers.

  • Improve the adoption of PBM contracts with downstream clients calling on targeted accounts.

  • Align Market Access strategic and tactical plans to integrate with and achieve overall commercial strategic objectives and revenue forecasts; heighten the role of Market Access within the commercial operation and organization.

  • Elevate the professional expertise of the Market Access functional teams; develop and mentor staff, partner with other functional groups.

  • Oversee all National Account Management activities, including travel to National Account sites, sales territories and meetings as required.

  • Collaborate with sales and marketing teams to craft and refine accurate and compliant messaging to use with customers.

  • Collaborate frequently with cross functional partners (Clinical, Marketing, Sales, Regulatory, Legal, R&D, Corporate).

  • Adhere to department policies and procedures.

  • Monitor and track our and competitive performance and provide regular updates of any developments of formulary and access to Accounts issues which impact the market access of our products.

  • Improve payer coverage for our brands.

  • Ensure current payer contracts are performing to expectations.

  • Engage new payers and convince them to cover our brands.

  • Support ad-hoc requests from leadership for additional analytics and strategies.

  • Identify opportunities and present recommendations to influence improved outcomes and public policy matters.

 

KNOWLEDGE, SKILLS, and ABILITIES:

  • Proven leadership / direction of a diverse team responsible for all aspects of Market Access and National Account Management.

  • Proven ability to influence and inspire performance of a diverse market access team.

  • Well-developed, strategic business acumen and extensive knowledge of the U.S. public and private payer environment, the impact of health care reform, and the U.S. drug distribution channel environment and emerging trends.

  • Thorough understanding of the pharmaceutical industry regulatory environment related to pricing, contracting, and Market Access programs.

  • Strategic problem-solver; analytical and decisive.

  • Ability to operate effectively in a changing environment, create business plans to anticipate and address change.

  • Competency in translation of business objectives into actionable and measurable results.

  • Negotiation skills and ability to make sound business arguments to influence external decision makers; establish / enhance reputation of our company as responsible, valued business partner.

  • Highly developed communication skills; ability to develop and deliver compelling presentations.

  • Collaborative management style; build strong inter-departmental relationships.

  • Sound business judgment and business ethics.

  • Budget development and oversight; results-oriented; focused on ROI.

  • Product launch experience preferred.

 

EDUCATION and EXPERIENCE REQUIRED

  • BA/BS required and MBA preferred

  • 10+ years in drug/biotech industry with leadership roles in market access

  • Demonstrated skills in contracting and negotiation with MCOs, PBMs, IDNs and Health Systems with experience in various therapeutic areas (Prefer recent experience in the Cardiovascular/Metabolic and Gastroenterology market)

  • Solid track record in developing and implementing effective pull through plans, including analytics and metrics to track success

  • Documented success working collaboratively and effectively with sales teams to execute pull through strategies that drive sales and in-turn, positively influence access decisions; help them overcome access barriers including barriers based on utilization management restrictions and/or patient out-of-pocket costs

  • Strong analytical skills, written and oral communication skills; contracting and negotiation skills

  • Strong leadership and teamwork skills

  • Proven track record of building, recruiting, and leading teams

  • Highly organized and detail oriented

  • Demonstrated skills working cross functionally

  • Strong problem-solving skills

  • Experience managing outside vendors and large budgets

  • Demonstrated success on a diverse and collaborative management team

  • Travel domestically up to 25% of time

  • Ability to interpret, edit, and understand complex legal contract documents.

  • In-depth understanding of NCPDP data for payment processing, dispute resolution, formulary validation, and other activities.

  • Strong HEOR, GTN, and co-pay maximizer experience.

  • Experience with CMS, HMS, and FFS pricing and contracting.
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