Job Information
Shionogi Inc. Executive Director, Payer Account Management in Florham Park, New Jersey
Overview The Executive Director, Head of Account Management is responsible for developing and implementing an integrated strategy for obtaining and maximizing market access and reimbursement to support the launch of Ensitrelvir, a novel 3CL protease inhibitor for the post exposure prophylaxis (PEP) related to SARS-CoV-2 infection for the US and Zatolmilast, an Investigational Treatment for Fragile X Syndrome. The Executive Director will have the opportunity to build (from the ground up) and manage Shionogi's National and Regional Account Management teams, overseeing the strategic relationships with key account stakeholders focused on the generating payer access and driving pull through of appropriate contract terms to support company business objectives. Responsibilities
Develops and oversees the implementation of strategies and tactics to support appropriate reimbursement and pathways across assigned Market Access customers
Responsible for recruiting, hiring, coaching and developing a team of experienced national and regional account managers
Develop medium to long-term access strategies to maximize the value of the offering for payers and patients
Directs the preparation, negotiation, management, and acceptance of government and/or commercial contracts
Oversee account plans and provide strategic partnership on top accounts/initiatives to support downstream client adoption and pull through and modify account strategy based on new trends and customer demands
Provide strategic input on resourcing levels for Account Management teams across geographies and develop recommendations for optimization
Analyzes the market in terms of coverage and reimbursement, existing and emerging payer policies, formulary listings, competitive landscape, trends, pricing, contracting strategies, potential barriers to provider and patient access
Creates clear messages for dissemination to internal stakeholders on important payer trends, reimbursement changes, and billing requirements that will affect product utilization
Informs and influences key leaders, regarding improved outcomes and public policy matters
Works closely with sales leadership and provides training on relevant reimbursement issues
Ensures a high level of collaboration and integration with the Marketing Teams, Sales, Finance, Patient services, and Senior Leadership
Cultivate and maintain relationships with key decision-making roles and account leadership
Identify customer needs and develop strategic account plans based on account business and company priorities to optimize sales opportunities
Establish, oversee implementation, and monitor adherence to administrative policies and procedures, i.e., expense reports
Minimum Job Requirements
Qualifications
Bachelor's Degree required; Advanced Degree preferred
A minimum of 12 years of biotech/pharma of Market Access experience with prior leadership roles in account management and/or sales management
Strong Market Access Payer and PBM (Commercial, Medicare and Managed Medicaid) understanding
Previous experience in both specialty outpatient and primary care
Experience building, recruiting, managing and developing account management team(s)
Experience identifying trends and insights and assimilating to development of a broader strategy
Experience in contract development and negotiation with exceptional consultative and networking capabilities
Experienced in customer negotiation, financial analysis, legal influences, and execution/ implementation of contracting activities
Competencies
Demonstrated ability to influence the broader organization; motivates others with a positive attitude, leading through adversity and change
Proven ability to simultaneously manage numerous priorities, products, projects, etc
Strong financial acumen, analytical skills, and critical thinking ability
Strong executive presence, communication and presentation skills with proven ability to operate and influence cross-functionally and with senior management
Demonstrates excellent organization and time management skills
Other Requirements
Position may require greater than 50% travel, may include overnight/weekend travel
This position has significant managerial and decision-making authority, leading a multidisciplinary team
Motivates and leads the team to exceptional performance and achievement of goals and objectives
Responsible for recruiting, hiring, coaching and developing a team of experienced field account directors
Comply with all laws, regulations and policies that govern the conduct of distribution activities
Driving in a safe manner to required meetings and appointments
Valid driver's license with a clean driving record and ability to pass a complete background check
Must have valid licenses and credentialing required to conduct business in assigned territory
Must complete all required safety and certification training and must maintain an acceptable driving record regarding accidents and incidents
Essential Physical and Mental Requirements
Ability to articulate clearly and conduct verbal presentations with large and small audiences.
Ability to travel via automobile and/or airplane.
Ability to view video display terminal images
Ability to operate a computer keyboard and telephone.
Ability to sit for extended periods of time - up to four (4) hours at a time.
Ability to lift, tug, pull up to fifteen (15) pounds.
DisclaimerThe job description is not designed to cover or contain a comprehensive listing of requirements, duties or responsibilities that are required of the employee. Other requirements, duties and responsibilities may change or be assigned at any time with or without notice. You acknowledge and agree that information described...
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities