Associate Regional Account Director - Government & Institutional Accounts

SUMMARY/JOB PURPOSE:

This position will report to the Senior Director, Government and Institutional Accounts. It will be responsible for managing all segments of the market access business within their assigned market segmentation. This person will work directly with market access, marketing, and sales colleagues as the single point of contact for assigned accounts. The goal of the position is to minimize access barriers and promote/implement various programs and services to supplement the field sales force and management efforts.

Responsibilities include regional coverage for government accounts, including the VA / DoD, key institutional accounts, IDN / ACO, academic centers, and other strategic accounts that will impact the national sales strategy. This position will provide critical competitive intelligence within the assigned marketplace and assist in the development of Exelixis' overall market access strategic plan.  

This position will be integral to Exelixis’ increased engagement with the VHA/DoD segment.  This role will involve collaboration across the organization to develop and implement VHA and DoD advocacy strategies while enhancing the Exelixis portfolio position in the federal segment. This position is responsible for developing and maintaining KOL relationships and building support for Exelixis' ability to stay nimble in this crowded market space. This role will influence collaboration with internal customers, commercial leadership, RSDs, and OAMs. It will maintain a laser-focused strategy to keep Exelixis engaged in growing the federal market: Exelixis’ innovation and a robust pipeline of promising new medicines to help patients.

Exelixis’ pipeline, portfolio, and business are protected and enhanced so that we can bring innovative drugs to veterans and active-duty military personnel.

Responsibilities

• Responsible for developing and maintaining key business relationships with Acute GPOs, VA/DoD, IDN/ACO, and assigned strategic accounts.

• Pull through key VA initiatives with the field.  Focus on targeted VISNs.

• Train the field on Federal vernacular, reinforce, and communicate with the community care network.

• Attend Federal meetings.

• Collaborate with market access, marketing, medical, and sales to secure access to formularies and pathway development.

• Responsible for education, communication, and coordination with all segments of the business within their assigned accounts

• Establish strong customer management skills and relationships for assigned accounts.

• Identify, develop, and execute business opportunities by focusing on appropriate positioning and messaging of Exelixis products.

• Identify, resolve, and communicate dispensing and product access issues.

• Build an educational platform to educate internal colleagues about customer dynamics.

• Track and analyze product performance and communicate to internal stakeholders.

Work Experience:

Education:

• Bachelor’s degree in Scientific or Business field and 11 years of related experience; or

• Master’s degree in Scientific or Business field and 9 years of related experience; or

• Equivalent combination of education and experience

• MBA preferred but not required

Experience:

• Strong experience in sales, managed care, reimbursement, health policy, or healthcare marketing experience.

• Minimum three years of experience in any of the market access segments of the business: reimbursement, health plans, distribution, physician networks, federal marketplace, and others

• Regional / National Account Management experience preferred

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If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The base pay range for this position is $172,000 - $245,000 annually. The base pay range may take into account the candidate’s geographic region, which will adjust the pay depending on the specific work location. The base pay offered will take into account the candidate’s geographic region, job-related knowledge, skills, experience and internal equity, among other factors.

In addition to the base salary, as part of our Total Rewards program, Exelixis offers comprehensive employee benefits package, including a 401k plan with generous company contributions, group medical, dental and vision coverage, life and disability insurance, and flexible spending accounts. Employees are also eligible for a disc