The National Account Director is responsible for securing appropriate coverage for Neurelis products by calling on selected targeted payers and health systems for Neurelis. The National Account Director will assist with the creation and development, as well as the implementation of our payer strategy. This includes gross to net modeling, messaging, value proposition creation, and overarching corporate strategy with payers. The National Account Director will create appropriate business plans, education and contracting programs with key accounts and payer organizations. The managed care market sector includes the following areas: Commercial payers, Medicare Part D, Medicaid, 340b entities, HMO’s, Pharmacy Benefit Managers (PBMs), Physician Provider Organizations (PPO’s), Group Purchasing Organizations, Integrated Delivery Networks (IDNs), State Insurance Providers, and the Federal Marketplace. In addition, knowledge of the National Pharmacy Chains, Pharmacy Mail Order Services, and Specialty Pharmacy providers would be an added benefit.
The scope of this position requires an individual with demonstrated success in positioning pharmaceutical products and obtaining formulary acceptance with senior managed care decision makers of managed care organizations, providers and payers (with and without contracting).
Essential Job Functions:
Establish positive reimbursement/formulary position for Neurelis products.
Establishes positive working relationships with Neurelis field sales and sales management teams and assists the field sales force with pull/push through programs involving key accounts. In addition, provides education and information around the reimbursement process as appropriate.
Partner with Sales, Sales Leadership and Marketing on strategic initiatives that will advance Neurelis’ position and drive product access.
Strategically partner with commercial and non-commercial Neurelis teams as needed (Market Access, Market Development Associate Directors, Advocacy, CDMA).
Personally interfaces and communicates regularly with all targeted strategic healthcare accounts in order to maximize the availability, utilization and reimbursement of all Neurelis products.
Establishes excellent rapport with executive management and formulary decision makers of targeted payers.
Assists in developing and implementing strategic business plans for the managed care market segments referenced above.
Develops educational programs designed to increase payer awareness to Neurelis and its product line where this would benefit Neurelis.
Provide updates and assessments routinely of the current and future business opportunities throughout all managed care market sectors.
Implements strategic and tactical activities covering targeted national government accounts.
Supports the Chief Commercial Officer with all payer projects as needed.
Manages assigned budgets according to established guidelines.
Adheres to all applicable company policies.
Competency (Knowledge, Skills, and Abilities):
Must possess excellent oral and written communication skills, coupled with demonstrated organizational and analytical skills.
Experience in working with national and regional PBMs and payers; as well as, state Medicaid.
Experience in working with cross functional teams, including field sales, marketing, and medical.
Strong negotiation skills.
Excellent oral, written and presentation skills.
Strong interpersonal skills and the ability to develop innovative strategies.
Strong analytical skills and proven strategic ability to succeed in a fast paced, entrepreneurial environment.
Ability to foster team cohesion and demonstrate ability to work effectively in a fast-paced matrix environment, without direct reports.
Ability to work both internally and externally with technical and medical experts.
Sound administrative skills.
Personal Performance Factors:
Demonstrates strong work ethic.
Shows initiative and holds themselves accountable.
Lives and advances the Neurelis culture and values.
Always operates with a high degree of integrity and tact.
Demonstrates sound judgment and decision-making ability.
Management Responsibilities and Skills:
No direct reports.
Field Demands and Work Environment:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Requires extensive daily driving, getting in and out of an automobile, carrying materials and samples (10 to 20 pounds), going up and down stairs and walking throughout medical buildings and to and from physician offices.
Travel Requirements:
Minimum 30-50% travel required.
Overnight travel required? Yes
Requirements
Minimum Education and Experience Required:
BA/BS Degree required.
Minimum of 10 years pharmaceutical experience as well as a minimum of 3-5 years of direct, in-depth experience working with payers, or equivalent experience.
Sales management or equivalent management experience.
Experience negotiating contracts with national and regional level PBMs and payers in commercial, Part D, and Medicaid, or equivalent experience.