This role will be a National Field Based Remote Role in the United States supporting West Territory As a Strategic Enterprise Account Leader at EMD Serono, you will play a pivotal role in accelerating overall sales and enhancing patient access to life-changing therapies across multiple therapeutic areas, including Neurology & Immunology, Oncology, and Fertility & Endocrinology.
Your primary focus will be on managing relationships with Strategic Integrated Delivery Networks (IDNs) that span multiple states, possess centralized decision-making, and are Centers of Excellence (COEs).
You will leverage your expertise in the U.S. healthcare system, access & reimbursement, and specialty products to drive the implementation of enterprise account strategies, optimize product access, and remove barriers to coverage and reimbursement with these Strategic Integrated Delivery Networks and additional Value and Access accounts that could include integrated payers.
Key Responsibilities : Strategic Account Management : Lead and manage the strategic account management process for assigned IDNs and integrated payers, including contract negotiation and development.
Develop and maintain relationships with key decision-makers (e.g., CEO, COO, CMO, SVP, Director) within customer organizations to secure competitive product access and formulary placement.
Implement Market Access and Patient Solutions Strategic Account Management Process to build effective B2B relationships and execute managed care access, marketing, and pull-through strategies.
Product Access and Reimbursement : Ensure optimal product access and coverage for EMD Serono’s products by removing barriers such as medical policies, formulary restrictions, and pathway limitations.
Collaborate with internal and external stakeholders to navigate the reimbursement landscape to ensure patient access to EMD Serono products.
Cross-functional Collaboration : Work within a matrix environment to coordinate with Payer Marketing, Patient Services, Field Sales Leadership, Field Sales, Government Affairs and Policy, Health Outcomes, Operations, Medical Affairs, and Brand Management.
Communicate critical customer and business insights to Brand Management, USLT, Sales Leadership, and Senior Management. Leadership and Strategy Development : Provide strong leadership, strategic thinking, and business planning to maximize business opportunities and enhance segment strategies.
Lead the development, negotiation, and implementation of innovative contracts that support brand strategies.Track, analyze, and communicate account performance to stakeholders.
Market Shaping and Business Development : Identify and initiate market shaping opportunities by understanding evolving customer and government business models.
Engage in activities that position EMD Serono as a leader in the respective disease categories, including optimizing product sales opportunities and enhancing product access and coverage.
This role will require a strong understanding of the US healthcare system, interaction between key stakeholders, access & reimbursement of specialty products, and skill in working across all Channels of business (e.
g., Commercial, Medicare, and Managed Medicaid). The SEAL drives implementation excellence of enterprise account strategy, pull-through programs, and partnership initiatives.
You are responsible for continual expansion of product sales opportunities, including optimizing product access, coverage and reimbursement positioning within drug formularies, medical policies, and clinical coverage criteria for EMD Serono’s entire product portfolio across all Therapeutic Areas (TAs), including Neurology & Immunology, Oncology, and Fertility & Endocrinology.
Who you are : Required Qualifications : Bachelor's Degree in Business or Science related fields with 8+ yrs. expLive within 90 minutes of a major airport in the designated geography and be able to travel extensively (overnight 40-60% of the time)Minimum of five (5) years’ experience in Specialty key account management, managed care (payer / IDN accounts), Corporate Office or reimbursement for specialty pharmacy productsTechnical knowledge of healthcare reimbursement from a provider, health plan, and / or specialty pharmacy perspectiveProven experience in resolving difficult access challenges, including complex prior authorizations, appeals, and denials.
Proven History of Delivering ResultsDemonstrated skills in Relationship Building, Organization, Adaptability and Problem Solving.
Preferred Qualifications : Contracting Experience and previous People Management Experience Expertise in Industry Knowledge and Communication Skills.
Demonstrated ability to impact access decisions within local payers, and IDNs.Detailed knowledge of neurology products, including MS therapiesDetailed knowledge of Oncology products, including MCC, UC, RCC therapies
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