Director, National Accounts Midwest/East coast

 

The Director, National Accounts (DNA) for Managed Markets will be a remote (preferably East Coast-based) position and responsible for building relationships and implementing managed care strategies with key National payers including Express Scripts/Ascent and CVS/Caremark/Zinc.  The DNA will be directly responsible for the development and implementation of both coverage and reimbursement strategy that will maximize patient access and optimize product coverage.  This role is critical and time sensitive in the pre- and post- launch strategy with large key payer targets, including large national commercial insurers, PBMs (Pharmacy Benefit Managers), and government payer entities.  The DNA is expected to cover all market access channels as needed within a large national territory and/or client and is expected to leverage existing relationships with individuals with national and regional payers, Medicare, Commercial and Medicaid market segments.
The National Account Director will assess business implications of short- and long-term actions with each payer customer and move payer decisions in a direction that provides patient access to care with Hikma brand and generic products. Internally, the DNA position has the responsibility of informing all appropriate commercial personnel of any access changes or updates in account status within targeted accounts, which may impact sales and marketing activities or other efforts across the organization. 
 

Key Accountabilities

•    Develop and implement strategies and tactics to support formulary placement, reimbursement (coverage, coding, payment, and patient access), pathways across payer customers
•    Deliver value proposition and educate national payer stakeholders on product and economic benefit and reimbursement.
•    Align to Hikma’s overall goals of securing patient access with national payer/PBM organizations for current and upcoming brand and generic product launches.
•    Initiate, lead and manage the relationships with national and regional payers, in the Medicare, Commercial and Medicaid market segments.
•    Build and utilize these relationships to generate formulary access and increased demand for the Hikma’s overall portfolio by targeting appropriate influencers and decision-makers within these national payer/PBM customer environment.
•    As the national payer/PBM customer expert, integrate and communicate with all other commercial functions (marketing, field sales, legal) to ensure all market access needs are met across the organization.
•    Develop and lead the implementation of account-specific business plans while collaborating closely with legal and market access lead on contract negotiations.
•    For national payer/PBM accounts, lead the pull-through of Hikma Specialty products with Field Sales.
•    Negotiate and pull-through, as necessary, with PBM “child accounts”
•    Represent the Hikma Market Access organization, with professionalism and integrity, at national payer organizations meetings and internally with various departmental and leadership teams
 

Communications and Working Relationshps

Payer and PBM Customers

 

Qualifications

•    BA or BS degree required (MBA or advanced degree is a plus)
•    A minimum of 10+ years of pharmaceutical/biotech Market Access experience with national payers/PBMs
•    A minimum of 15+ years of pharmaceutical/biotech industry experience.
•    Prefer East Coast based position
•    Have established relationships with pharmacy and medical decision makers and influencers at key National Payers/PBMs.
•    Strong launch experience with pre- and post- PDUFA market preparation and planning.
•    Experience with brand and complex generic re-imbursement preferred.
•    Can demonstrate and understanding of US Market Access and the levers by which Commercial, Medicare (Med D) payers (MA-PD and PDP), State Medicaids and PBMs manage various disease states.
•    Need strong contracting and negotiation skills
•    Proven ability to win preferred formulary status for brand products.
•    Understanding and ability to apply HEOR data and analytics and reporting.
•    Ability to communicate effectively with leadership and lead presentations up through board level.
•    Ability to use Excel, PowerPoint and Word and general Microsoft suite software.
•    This is a remote position that will have post-COVID travel expectations of 50%+
 

Experience:

    Minimum of 10 years in pharmaceutical industry and at least 3 years in a decision support leadership role.
    A minimum of 5 years’ in Generic and/or Brand Pharma product marketing.
 

Skills:

•    Commercial Acumen. Exceptional commercial acumen and instincts; superior strategic marketing skills. A strong command of classic and innovative marketing discipli