Commercial Account Director - Pharmacy Benefit PBM / GPO (Field Based)

The Commercial Account Director (CAD) is responsible for developing strategically targeted Group Purchasing Organizations (GPO) downstream account specific business lines, and aggressively implementing organizational (pricing, revenue pull through, access) and territory plans with a bias for maximizing important resources including time, money and return on investment.    Efforts of this individual should focus on ensuring health care providers and patients have unimpeded access to our portfolio of products and services by educating payors and influencing their prescribing decisions, their perceptions the value Insulet provides them and their patients, and our competitive position relative to alternatives.  The CAD is expected to earn the support of his/her customers as a trusted business advisor.  Success is reflected by the key payor stakeholders accepting and implementing versions of the CADs recommendations to the payor. The CAD will have a deep understanding of important territory-related issues, have broad knowledge of the evolving healthcare landscape, develops detailed strategic plans which aligns with the long and short-term goals of the organization.

Responsibilities:

• Ability to develop contacts and relationships throughout assigned GPO downstream payers. From operational, to strategic and executive levels.  Understand the key players in these organizations and be able to skillfully influence these players to drive specific business objectives.

• Develops strategic plans and partners with Sales, Sales Leadership to identify key payer pull/push through opportunities and utilizes prescription volume to establish goals to grow plan market share of those payers regarding coverage, adoption, reducing cycle times, and account/market specific opportunities/challenges.

• Skillfully deals with the concepts and complexities associated within the Market Access environment.

• Invests the time necessary to maintain an in-depth understanding of the Market Access business as it relates to their geography and local market.  Additionally, the CAD skillfully deals with the concepts and complexities associated with the diabetes disease and community.

• Strives for excellence in all aspects of his/her performance and is committed to continuous self-evaluation and development.

• Strives to contribute to the organization, peers’, and customers’ needs beyond sales/revenue production.

• Provides information critical to accomplishing the Insulet mission to all colleagues the CAD works with – specifically members of the Field Managed Care team, Contracting, and Sales and Sales Leadership teams.

• Provides feedback to individuals so they can make effective decisions at all levels of the organization (National, Regional, and area teams)

• Establish relationships with or reliable access to, key payer stakeholders and related influence groups that impact access to our assay for healthcare providers and patients. 

• Performs other duties as required.

Education and Experience:

Minimum Requirements:

• Bachelor’s degree and a minimum of 10+ years’ experience in pharmaceutical and/ or medical device sales (preferably with diabetes products) and 3rd party reimbursement procedures and/or equivalent combination of education and experience

• Five years related business experience working Market Access, formularies, third-party adjudication and managed markets (PBMs, Health Plans, Hospital, Private Insurance)

• Ideally 5 plus years in customer-facing Market Access field-based account roles

• Five plus years experience developing relationships with key contacts in market access and third-party payors

Preferred Skills and Competencies:

• Proven track record of engaging targeted payor clients at all levels of the organization, leading to successful attainment of desired formulary position

• In-depth understanding of health insurance systems such as pharmacy UM, contracting and claims adjudication

• Ability to lead cross-functional teams and influence senior stakeholders

• Ability to work as part of a team

• Ability to prioritize and drive for results with an emphasis on quality

• Effective verbal and written communication skills; ability to communicate at multiple levels of an organization