Integrated Account Lead, Payer Account Executive - Southern California / Hawaii

Job Description

The candidate selected for this hybrid position will have responsibilities as both an Integrated Account Lead (IAL) and Payer Account Executive within the assigned geography and for assigned accounts. The primary customers for this position reside in Southern California and Hawaii; therefore, the 50% of travel required may be less, or more, depending on where a candidate resides.

Primary Activities & Responsibilities include and may not limited to the following:

The Hybrid Integrated Account Lead / Payer Account Executive will manage the business relationship between our Company and assigned customer accounts with the following goals:

• Establishing profitable product access within our Company product strategy

• Optimizing Net Sales and Contract Performance across a portfolio of our Company products 

• Ensuring proper oversight and compliance with all our Company policies and exercising appropriate financial stewardship

IAL Primary Activities:

• The IAL is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our Company's business relationship with its customers. Each IAL is responsible for the following designated customers as assigned by the HCS Regional Director:

  • Integrated Delivery Network (IDN, including hospital outpatient and home-infusion if IDN owned)

  •  Federal accounts (including Veterans’ Affairs and Military Treatment Facilities)

  • Corrections

• The IAL engages senior Institutional Leadership and is responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer, and in-depth knowledge of the same for our Company. The IAL engages senior Institutional Leadership in the following roles using approved messages and resources:

  • Pharmacy Service Line, and will serve as lead for the assigned customers across all our Company account teams with overlapping contacts with the customer

  • Information Technology Departments and will serve as lead for assigned customers across all our Company's account teams with overlapping contacts with the customer

  • Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans’’ Affairs system

  • C-Suite in top assigned accounts

• Develops strategic and tactical account plans for assigned accounts.  The responsibilities could include the following:

Economic:

• Persuasively presenting Group Purchasing Organization (GPO) brand pricing programs to pharmacy leadership

• Negotiate direct contracts, where appropriate

• Communicating approved financial, health care economic and budget impact models

Operational:

• Communicating product access with overlay Field Based Employees (FBE) for assigned IDN accounts

• Confirming customer contracts are properly loaded to provide the appropriate contract pricing to the eligible sites of care

• Communicating approved information to customer Information Technology departments

• Leads account planning for assigned IDN Accounts with other IAM colleagues and FBE’s

• Manages on going communications to extended Team

• Account coordination and access facilitation to overlapping contacts with FBE’s

• Promote assigned our Company products along entire continuum of care (transition of care) using approved messages and resources

•  Conducts appropriate business review of account performance to optimize net sales for our Company

Clinical:

• Communicate to customers the clinical value proposition for assigned products using approved messages and resources

• Appropriately use approved our Company resources to meet customer educational needs

Payer Account Executive Primary Activities

The Payer Account Executive leads the development and implementation of long-term Customer Account Plans.  The AE collaborates with the customer team to identify and pursue areas of mutual opportunity (Payers and HCP's) based on better health outcomes for patients.  Negotiates contract terms and conditions with the customer, as applicable.

• Customer Account Planning and Management

• Accountable for payer customer/portfolio P&L (revenue and expenses); works with other stakeholders (Customer Manager, Directors, Planners) to provide