Director, National Account Management (United Healthcare/Optum)

Overview

The Director, National Account Management is responsible for developing and implementing an assigned, integrated account strategy for obtaining and maximizing market access and reimbursement to support the launch of Ensitrelvir, a novel 3CL protease inhibitor for the treatment of post exposure prophylaxis (PEP) for SARS-CoV-2 infection in the US and Zatolmilast, an investigational, rare disease treatment for Fragile X Syndrome.  This position will also have accountability for critical downstream account access and regional pull through to ensure strategic access goals are met and maximized. Additional accounts to be assigned based on business need. 

The dynamic nature of Shionogi’s portfolio will require this candidate to demonstrate cross functional people leadership success along with deep experience across all key functions of market access to include strategic partnerships with national payers, contracting and GtN management, along with patient services and specialty distribution.

Responsibilities

• Serve as lead for Shionogi relationship and B2B engagement with assigned accounts 
• Identify competitive threats and develop response strategies to ensure optimal access for products 
• Lead cross functional access planning for target accounts, which includes engagement of key personnel involved in formular/protocol decision making and ensuring all Shionogi resources are used effectively to convey the value of our medicines to the accounts for their patients 
• Responsible for integrating the account plans and activities across other business units and brand teams to include clear objectives, timelines, and accountability
• Compliantly engage Medical Affairs resources to support optimal product access across assigned accounts 
• Develops and oversees the implementation of strategies and tactics to support appropriate reimbursement and pathways across assigned Market Access customers
• Develop medium to long-term access strategies to maximize the value of the offering for payers and patients
• Develop account plans for assigned accounts to ensure optimal access for Shionogi products in a competitive and dynamic marketplace 
• Leads the preparation, negotiation, management, and acceptance of government and/or commercial contracts with assigned payers
• Leads the development and execution of assigned account plans
• Provide strategic input on resourcing levels for Regional Account Management teams across geographies
• Demonstrates expert level understanding of assigned account and Shionogi patient access levers
• Coach/Train on account management access drivers resulting in plan execution
• Establish KPIs to monitor progress and area of opportunity
• Works closely with Regional Account Manager(s) and sales leadership to drive field force communications on relevant reimbursement issues and pull through maximization
• Ensures a high level of collaboration and integration with the Marketing, Sales, Finance, Patient services, and Senior Leadership
• Cultivate and maintain relationships with key decision-making roles and target customer 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 10+ years of biotech/pharma of Market Access experience with prior leadership roles in account management and/or sales management
• Experience integrating Health Economics and Medical Affairs resources into access planning
• Demonstrated ability to collaborate with a diverse matrix of internal stakeholders (e.g., Market Access Account team, field sales, brand marketing, Medical, legal, compliance, Trade, Patient Services, Data & Analytics) to achieve access goals
• Ability to identify future policies, practices and trends that will affect payer management and access decision making in the marketplace
• Experience leading pull through efforts with sales leadership and field sales teams

Competencies

• Technical Proficiency:
  • Strong Market Access Payer and PBM (Commercial, Medicare and Managed Medicaid) understanding
  • Well-developed negotiation skills
  • A high level of awareness and understanding of the implications and opportunities of contract strategy
  • An in-depth knowledge of key account selling for targeted channels/segments.
  • Previous experience in both specialty outpatient and primary care at the national account le