Senior Corporate Account Director, Government Accounts

Sumitomo Pharma Co., Ltd. is a global pharmaceutical company based in Japan with key operations in the U.S. (Sumitomo Pharma America, Inc.), Canada (Sumitomo Pharma Canada, Inc.) and Europe (Sumitomo Pharma Switzerland GmbH) focused on addressing patient needs in oncology, urology, women's health, rare diseases, psychiatry & neurology, and cell & gene therapies. With several marketed products in the U.S., Canada, and Europe, a diverse pipeline of early- to late-stage assets, and in-house advanced technology capabilities, we aim to accelerate discovery, research, and development to bring novel therapies to patients sooner. For more information on SMPA, visit our website https://www.us.sumitomo-pharma.com or follow us on LinkedIn.

Job Overview

We are currently seeking a dynamic, highly motivated, and experienced individual for the position of Senior Corporate Account Director, Government Accounts to join our Payor Account Director Team. The Corporate Account Director, Government Accounts, will be responsible for working with the national VA PBM, regional and local VA / Veterans Integrated Service Networks (VISNs), Department of Defense (TRICARE), Indian Health Service (IHS) and State Medicaid PBA decision-makers to obtain and/or maintain access of SMPA products. As a highly visible leader within the organization, the Government Account Director will work collaboratively with Sales, Market Access, Contracts & Pricing, Government Affairs, Marketing, and other functions throughout the organization to uncover opportunities to expand SMPA products in the government markets. This is a high-visibility position requiring the ability to provide information and recommendations to senior management concerning business opportunities and public policy issues that may affect both short-term and long-term business decisions. This is a fast-paced, complex environment requiring the ability to prioritize multiple demands, exercise appropriate judgment, execute within the framework of both internal and external high compliance standards, and maintain attention to detail.

Job Duties and Responsibilities

• Responsible for identifying and managing key state and federal accounts within national scope.
• Utilizing effective account management and product presentation skills to establish long-term relationships with essential stakeholders. 
• Prepare and execute federal market strategies in TRICARE, VA, and IHS that are designed to minimize barriers to access and support sales for SMPA marketed products.
• Prepare and execute state level contracting and market strategies in Medicaid within assigned Medicaid PBA’s that are designed to minimize barriers to access and support sales for SMPA marketed products.
• Analyze, assess, and recommend appropriate contracting strategies in each market.
• Conduct consistent analysis of accounts’ sales trends to inform plans and tactics.
• Identify, monitor and analyze healthcare and public policy trends that may impact government entities and provide recommendations based on those analyses.
• Develop pull though plans and execute through field collaboration
• Work closely with sales leadership to ensure field teams are fully equipped with the information and strategic direction necessary to implement government market initiatives at the regional and local levels, including at VA medical centers, military treatment facilities (MTFs,) community-based federal and Medicaid providers, and IHS facilities.
• Represent SMPA at industry affiliated meetings.
• Call on key government accounts as necessary in support of field sales activities.
• Develop and execute strategies for targeted government customers that are designed to secure coverage for newly marketed products, minimize barriers to access, and support sales for SMPA marketed products. Executing such strategies would include:
  • Developing and executing regional government business plans to secure access for new products, product extensions, and new approved uses and other product-related changes
  • Partnering with sales team leadership to ensure sales teams are edu