National Account Director

Supernus Pharmaceuticals is an award-winning biopharmaceutical company with more than 30 years of experience in developing and commercializing products that treat central nervous system (CNS) diseases. At Supernus, we develop innovative products that help treat neurological and psychiatric conditions. We currently have 8 products in the market that are making a real impact on patient outcomes.

Job Summary:  

This position is responsible for effectively managing all of the targeted payer accounts in their region of coverage. They will focus on building deep relationships within their accounts and will function within the company as the Supernus expert on their accounts. They will be accountable for all of the yearly objectives set for their account targets. The accounts they will have responsibility for will reside our targeted payer segments (Commercial {National and Regional}/Medicaid/Medicare).  Accounts could be but not limited to:  OptumRx, UnitedHealthcare, AARP, Blue Shield of CA, Western Regional Commercial Accounts & Medicaid States.  Their primary focus will be to protect and increase our product’s formulary access with assigned accounts. They will work closely with the other key areas in the company (Contracting/Sales/Regional Acct Managers) and lead the effort to develop mutually beneficial relationships with their targeted accounts.

Essential Duties & Responsibilities:

• Leverage and/or build strong partnerships with targeted accounts beyond your primary contact but rather throughout the account, negotiators, clinical personnel, operations, etc.
• Ability to build effective business plans that align with access goals.
• Effectively communicate value propositions for Supernus as well as our present and future products.
• Possess the analytical and strategic skills necessary to develop well thought out and profitable account contracts. 
• Effectively lead contract negotiation and execution, including pre-contract financial ROI analysis, contract language negotiation, pull through development and execution, post contract measurement and analysis and formulary communication strategy.
• Up-to-date, in-depth understanding of commercial/government payer landscape, including Medicare Part D, Medicaid, PBM and Health Plan dynamics.
• Ability to successfully integrate their targeted customer’s needs with those of Supernus.
• The ability to truly partner with other key Corporate Account/Sales/Marketing area leaders.
• Other duties as assigned.

Non-Essential Duties & Responsibilities:

• Demonstrates accountability for the objectives that are in their area of responsibility.
• Understands the U.S. payer landscape and is able to communicate this information to colleagues with differing levels of managed market knowledge.
• Exhibits objectivity and openness to others' ideas and tries new things.

Supervisory Responsibilities:

• Provides leadership in an effective manner consistent with Company Values towards defined Corporate Objectives.

Knowledge & Other Qualifications:

• B.A./B.S. required MBA preferred.
• 10 years in Pharmaceutical Account Management experience required.
• Success in developing multiple relationships within a plan.
• Strong business relationships with targeted managed market customers.
• CNS or National Account experience preferred.
• Proficiency in Excel and PowerPoint.
• Ability to read, analyze and interpret financial reports and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to effectively present information to top management, public groups and/or boards of directors.
• Ability to develop and effectively deliver a customer or internal presentation. Can simplify the message and convincingly deliver it to targeted customers.
• Ability to analyze financial scenarios (market shares, unit volume, unit profitability, ROI). Ability to understand financial modeling and generate simple models.  Experience in account measurement reporting and forecasting.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
• Ability to generate creative solutions in the ever-changing environment of managed care.

Other Characteristics:

• Ability to work independently and as part of a team and maintain high ethical standards of integrity and quality.
• Ability of having an innovative and dynamic approach to work.