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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