Strategic Account Manager- West Coast

Location: Waltham, MA, US

Job Description:

Amag Phar.PNG

The AMAG Strategic Account Manager will establish, maintain, and grow business relationships within designated large Hematology Oncology practices, Hospitals, Integrated Delivery Networks (IDNs), Medicare administrative contractors, and other emerging key accounts in the assigned geography. This individual will work in a highly collaborative matrix environment that includes field sales, contracts and pricing, marketing, legal, regulatory and strategic accounts. This position reports to the Director, Strategic Accounts, Market Access & Corporate Accounts.

Performance

Duties & Responsibilities:

  • Pro-actively pull-through national GPO contracts at the regional level in targeted accounts (oncology clinic, hospital, IDN, emerging customers) by strategically prioritizing current account sales and future growth opportunities,

  • Partner with new and existing large hospitals and health systems, while collaborating closely with national accounts to evaluate downstream opportunities under the larger hospital GPOs (Vizient, Premier, Health Trust Purchasing Group, etc).

  • Conduct regular account level business plans and reviews across both oncology and hospital contracted accounts. Act as the SME for the business-to-business discussions including pricing and rebate terms that align with brand strategy.

  • Identify at risk accounts and work cross-functionally on solutions and best positioning for value in partnering with AMAG.

  • Manage the business relationships with assigned Medicare administrative contractors to increase awareness, expand access and grow the business for AMAG.

Relationships

  • Manage your time effectively to maximize every opportunity to build and strengthen business relationships and provide solutions to your key accounts.

  • Participate in strategic planning and evaluation sessions with AMAG senior leadership, sales, marketing, contracting, legal and strategic accounts.

  • Manage internal and external customer relationships to ensure that key account needs are identified and addressed.

  • Embrace the role of “health system quarterback” in the journey to developing long-term strategic account partnerships for AMAG. Know what additional resources and stakeholders are needed and how to execute that process within your account.

Analysis

  • Perform complex business analyses of a key account’s current business opportunity. Collaborate with contracting, national accounts, and analytics to present a comprehensive solution for your accounts.

  • Evaluate account-specific product utilization and identify solutions and opportunities positively affecting AMAG business.

  • Understand and identify the short and long-term strategic vision and objectives within each of your assigned key accounts.

  • Conduct quarterly/annual business planning for assigned region by GPO to ensure national contract pull-through. Demonstrate high level of understanding of the GPO mix of region and how correlates to the National GPO goals.

  • Monthly analysis of progress towards quarterly pull through plans/goals; making adjustments as necessary.

Industry Knowledge

  • Actively maintain understanding of the drivers and trends within the healthcare industry that affect your accounts and shape their overall business and buying decisions.

  • Maintain a high level of payer and related Managed Markets benefit structures, reimbursement mechanisms, legal and regulatory influences, health management programs, and product distribution knowledge necessary to accomplish goals.

  • Capture competitive intelligence and maintain awareness of competitive activities and opportunities. Research and communicate any marketing and sales intelligence relating to competition and contracting changes affecting AMAG’s marketplace.

Administrative

  • Maintain accurate records of all account activity and provide management with regular reporting on proposal/contract activity, jeopardy/lost accounts, major wins, etc.

Other Duties/functions

  • Special projects as assigned by the Director, Strategic Accounts.

Basic Qualifications

  • BA/BS required

  • Direct experience with drugs and biologics paid under Medicare Part B

  • Institutional (IDN, hospital) and oncology clinic experience

  • Comprehensive knowledge on topics pertaining to health policy, pharmaceutical reimbursement (oral and IV), managed care, distribution, health outcomes, patient access/financial support programs

  • A strategic outlook and critical thinking are essential along with strong clinical, financial, analytical and negotiation skills

  • Superior communication, teamwork, and ability to work in a high matrix environment

  • Executive presence and ability to clearly communicate complex concepts

  • Average weekly travel will range from 50-60%; occasional weekend travel is required to attend and support trade shows

Preferred Qualifications

  • Corporate account management (Hospital System Account Management highly preferred)

  • Ability to establish and maintain executive relationships (CEO, CFO, System Pharmacy Director) in health system; Existing relationships highly preferred

  • Solid understanding of the current environment and trends in community oncology practices, including alternative payment models

  • Ability to analyze and interpret hospital economics/financial performance, successfully navigate through health systems

  • Medicare MAC experience

  • Working knowledge of 340b

  • Nephrology, Oncology and Hematology therapeutic experience

 

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