Job Description
Our Account Management roles are critical in helping to drive the success of our mission and to ensure profitable access to our products.
The National Account Director (NAD) is the main point of contact for our company in the Payer/PBM segment. They play a crucial role in establishing our company as an industry leader, supporting healthcare partners and providers, improving patient health outcomes, and becoming a trusted resource. Specifically, this Director will be responsible for managing our business relationship with two large national payers and other owned or affiliated entities. This position reports to the AVP of US Top Accounts.
Primary Activities & Responsibilities will include and are not limited to the following:
Leadership:
Builds and maintains trust with colleagues, stakeholders, and customers through effective communication, integration, and collaboration.
Ability to lead through challenging and ambiguous situations while ensuring that deadlines and objectives are met, by effectively prioritizing tasks based on urgency, impact, and resource availability.
Ability to influence others and lead without authority during complex situations, fostering collaborative problem-solving and reaching consensus. Experience in navigating diverse teams or stakeholders to achieve common goals.
Clinical Proficiency:
Understands applicable product portfolio to provide approved disease and product information to key decision makers and stakeholders within account(s).
Leads Our Company's efforts to maximize appropriate utilization of its portfolio while bringing resources to customers that contribute to better outcomes for patients.
Understanding of external quality initiatives with the ability to clearly align and tailor response to customer's needs using approved Company resources and messages.
Understand all aspects of treatment decision factors, including but not limited to knowledge of pathways, protocols, sites of care, guidelines or quality initiatives.
Business Acumen:
Utilizes internal data and data analytics to understand account performance and identify opportunities for appropriate engagement.
Knowledge of account ecosystem and current emerging market and business trends impacting assigned accounts. Develop and pull-through a coordinated and longitudinal account plan.
A deep understanding of the unique dynamics of the business to business (B2B) market, including the various factors that influence buying decisions, such as competitive landscape, industry trends, and economic conditions. Ability to utilize approved messages and resources with appropriate healthcare business partners (HBPs) across the account.
Coordinate across a network of local account teams to ensure contract pull-through and address local requests for contract terms or conditions.
Operational/Account Management:
Establishes strategic approach to the account in alignment with approved guidance from the marketing teams. Aligns brand strategy and tactics with customer needs and business objectives to improve patient health outcomes.
Builds trust and relationships with key decision makers and stakeholders and influences to understand their objectives, goals, and challenges. Identifies approved resources that align with the customer's needs. Develops a thorough understanding of all entry access points and knowledge of stakeholders who influence access for the entire enterprise. Understand the same for those operationalizing access.
Uses approved tools to capture, share and appropriately communicate internally about the customer.
Qualifications:
Minimum Requirements:
Bachelor's Degree ora minimum of high school diploma with at least 6 years of relevant work experience which could include: professional sales, experience in marketing, military, or healthcare/scientific field (pharmaceutical, biotech, or medical devices).
Minimum of 5 years of relevant experience in healthcare, life sciences industry, sales, account management or managed care.
Valid Driver's License.
Ability to build and develop meaningful customer relationships with senior healthcare executives and key opinion leaders.
Demonstrated financial acumen with ability to communicate value proposition and negotiate, if applicable.
Strong understanding of healthcare ecosystem.
Excellent interpersonal and communication skills, internally and externally, with ability to interact with individuals from a variety of cultures and disciplines.
Strong leadership skills and ability to collaborate in cross-functional, matrix organizations.
Ability to travel up to ~50%, including global travel (Europe, Canada, etc.).
Preferred :
Advanced degree.
US market relationships and customer knowledge.
Current account management experience in PBM, health plan (commercial and government payers) segments of the US healthcare system.
Broader customer experience in specialty pharmacy, retail pharmacy, distribution, and other organized healthcare system entities.
Passport for global travel.
Required Skills:
Account Management, Account Management, Biopharmaceuticals, Brand Strategy, Business Data Analytics, Business Relationship Management (BRM), Buy-and-Bill Process, Communication, Consultative Selling, Contract Management, Cross-Cultural Teams, Customer Needs Assessments, Customer Relationship Management (CRM), Financial Acumen, Healthcare Business, Healthcare Trends, Immunotherapy, Interpersonal Relationships, Market Analysis, National Accounts Management, Negotiation, Quality Initiatives, Retail Pharmacy, Revenue Management, Sales Management {+ 4 more}
Preferred Skills:
Current Employees apply HERE (https://wd5.myworkday.com/msd/d/task/1422$6687.htmld)
Current Contingent Workers apply HERE (https://wd5.myworkday.com/msd/d/task/1422$4020.htmld)
US and Puerto Rico Residents Only:
Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here (https://survey.sogosurvey.com/r/aCdfqL) if you need an accommodation during the application or hiring process.
As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics. As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities. For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:
EEOC Know Your Rights (https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRights_10_20.pdf)
EEOC GINA Supplement?
We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another's thinking and approach problems collectively.
Learn more about your rights, including under California, Colorado and other US State Acts (https://www.msdprivacy.com/us/en/CCPA-notice/)
U.S. Hybrid Work Model
Effective September 5, 2023, employees in office-based positions in the U.S. will be working a Hybrid work consisting of three total days on-site per week, Monday - Thursday, although the specific days may vary by site or organization, with Friday designated as a remote-working day, unless business critical tasks require an on-site presence.This Hybrid work model does not apply to, and daily in-person attendance is required for, fi
