Sr. Director, National Accounts

Summary
Reporting to the VP, US Market Access & Reimbursement, this individual will lead a team of National Account Directors and be responsible for guiding Strategy and Execution for National Payer, PBM and SP Accounts.

Job Description
As a member of the MA&R Leadership Team, the leader will identify customer needs and market opportunities that are incorporated into the overall strategy. S/he will work with cross-functional partners (e.g., Contracts & Pricing, Payer Channel Marketing, Trade & Distribution, MS and SMA Franchise teams, Patient Services, and Medical) to deploy solutions that drive local business opportunities. The leader will have direct line responsibilities for approx. 6-10 National Account Directors, and are accountable for securing profitable access for all products across their entire book of business (commercial, Medicare, Medicaid etc.) They need to have a deep understanding of their business model and growth strategies, establish broad, key executive relationships and look for innovative ways to drive business.

Principal Accountabilities:
1)Create and develop a sustainable long-term strategy to differentiate as a partner of choice with National Accounts. Collaborate with cross-functional partners to provide insight on trends and business opportunities, influencing strategic choices and investments to execute strategic initiatives. Build and deploy field capabilities in Strategic Account Management. Demonstrate the value of our products services to position the company as a leader in neuroscience.

2)Work with C&P, T&D and National Account Directors to guide negotiation strategy and execution for National Accounts. Support the development of business cases and approval through the Contract Governance process. Direct the analysis and measurement of key business drivers and objectives including relationship effectiveness, value proposition and other operational and financial indicators for their customer(s)

3)Inform ICP process and advocate on behalf of the National Accounts team. Oversee creation and execution of strategy and tactics specific to National Accounts, and ensures the voice of the customer is heard. Champion customer(s). Engage colleagues, as necessary, to support access and client relationships and resolve issues internally

4)Lead a multi-disciplinary team of approximately 6-10 employees geographically dispersed across the nation. Responsible for hiring, performance management, coaching and development.

5)Provide both formal (senior leadership) and informal updates to the broader organization on the progress against National Account strategic plans and proposals.

Qualifications
* Minimum 10+ years of pharmaceutical/biotech experience
o National Account management experience strongly preferred
* 5 years of experience leading teams
* Experience in leading payer initiatives and having P&L responsibility in one or more of these areas: payer marketing, payer contracting, pricing, market access operations, and/or managed markets/market access account/sales management
* Must be able to analyze complex financial statements and industry accepted metrics
* Proven market access & reimbursement experience leading teams negotiating specialty & infusion drug sales, data and access with payers. Strong specialty pharmacy providers (SPP) and specialty distributors experience preferred
* Strong presentation skills. Ability to clearly and succinctly convey his/her ideas to key internal organizational stakeholders as well as specific decision makers in selected accounts.
* Advanced understanding of organizational culture. Knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization
* Ability to lead within the matrix. Knows how to get things done both through formal channels and the informal network
* Strategic thinker. Understands the origin and reasoning behind key policies, practices, and procedures
* Exceptional business and clinical acumen. Knows the competition; is aware of how strategies and tactics work in the marketplace.
Education
* Bachelor's Degree required, Masters Level or above degree preferred. Advanced
training in relevant market access discipline a plus