Overview

The Executive Director, Head of Account Management is responsible for developing and implementing an integrated strategy for obtaining and maximizing market access and reimbursement to support the launch of Ensitrelvir, a novel 3CL protease inhibitor for the post exposure prophylaxis (PEP) related to SARS-CoV-2 infection for the US and Zatolmilast, an Investigational Treatment for Fragile X Syndrome.

The Executive Director will have the opportunity to build (from the ground up) and manage Shionogi’s National and Regional Account Management teams, overseeing the strategic relationships with key account stakeholders focused on the generating payer access and driving pull through of appropriate contract terms to support company business objectives.

Responsibilities

• Develops and oversees the implementation of strategies and tactics to support appropriate reimbursement and pathways across assigned Market Access customers
• Responsible for recruiting, hiring, coaching and developing a team of experienced national and regional account managers
• Develop medium to long-term access strategies to maximize the value of the offering for payers and patients
• Directs the preparation, negotiation, management, and acceptance of government and/or commercial contracts
• Oversee account plans and provide strategic partnership on top accounts/initiatives to support downstream client adoption and pull through and modify account strategy based on new trends and customer demands
• Provide strategic input on resourcing levels for Account Management teams across geographies and develop recommendations for optimization
• Analyzes the market in terms of coverage and reimbursement, existing and emerging payer policies, formulary listings, competitive landscape, trends, pricing, contracting strategies, potential barriers to provider and patient access
• Creates clear messages for dissemination to internal stakeholders on important payer trends, reimbursement changes, and billing requirements that will affect product utilization
• Informs and influences key leaders, regarding improved outcomes and public policy matters
• Works closely with sales leadership and provides training on relevant reimbursement issues
• Ensures a high level of collaboration and integration with the Marketing Teams, Sales, Finance, Patient services, and Senior Leadership
• Cultivate and maintain relationships with key decision-making roles and account leadership
• Identify customer needs and develop strategic account plans based on account business and company priorities to optimize sales opportunities
• Establish, oversee implementation, and monitor adherence to administrative policies and procedures, i.e., expense reports

Minimum Job Requirements

Qualifications

• Bachelor’s Degree required; Advanced Degree preferred
• A minimum of 12+ years of biotech/pharma of Market Access experience with prior leadership roles in account management and/or sales management
• Strong Market Access Payer and PBM (Commercial, Medicare and Managed Medicaid) understanding
• Previous experience in both specialty outpatient and primary care
• Experience building, recruiting, managing and developing account management team(s)
• Experience identifying trends and insights and assimilating to development of a broader strategy
• Experience in contract development and negotiation with exceptional consultative and networking capabilities
• Experienced in customer negotiation, financial analysis, legal influences, and execution/ implementation of contracting activities

Competencies

• Demonstrated ability to influence the broader organization; motivates others with a positive attitude, leading through adversity and change
• Proven ability to simultaneously manage numerous priorities, products, projects, etc
• Strong financial acumen, analytical skills, and critical thinking ability
• Strong executive presence, communication and presentation skills with proven ability to operate and influence cross-functionally and with senior management
• Demonstrates excellent organization and time management skills

Other Requirements

• Position may require greater than 50% travel, may include overnight/weekend travel
• This position has significant managerial and decision-making authority, leading a multidisciplinary team
• Motivates and leads the team to exceptional performance and achievement of goals and objectives
• Responsible for recruiting, hiring, coaching and developing a team of experienced field account directors
• Comply with all laws, regulations and policies that govern the conduct of distribution activities