National Account Director- West Coast
Location: Waltham, MA, US
Responsible for the continual expansion of AMAG’s sales opportunities and product access within commercial, Medicare, and Medicaid PBM and related Managed Markets customers including key affiliated health plans and Medicaid states, employer groups and unions; responsible and accountable for attaining sales goals and objectives consistent with the company’s annual operating budgets and strategies.
Additionally, this position has primary responsibility ensuring the efficient and compliant management of AMAG’s relationship of large National Specialty Pharmacies who are also owned by one of the National Payers (ie OptumRX PBM and their associated Specialty Pharmacy, Briova). This position plays a role as a key business partner interacting with the commercial business units, finance, legal and compliance stakeholders as it pertains to distribution strategies. Additionally, the position advises on strategic and operational issues and requirements related to distribution, and on any matters relating to service fees and payments, as well as resolution of disputes regarding service fees. Reviewing approving or denying product returns in compliance with AMAG’s return policies and maintaining a high level of knowledge and expertise in regulations, guidance documents and policies related to distribution is also expected.
Manage and expand formulary coverage sales of National Managed Care Organizations and Insurers and Integrated Pharmacy Benefit Managers (PBM) accounts
Maintain and enhance access and reimbursement for AMAG products and expand key contacts in the marketplace.
Meet or exceed specific sales & marketing objectives as set forth at the beginning of each sales period.
Implement pricing and/or performance contracts if appropriate.
Monitor and maintain a high level of awareness of public and private formularies, insurance and pricing regulations, employer groups, and unions, as well as 3rd party reimbursement programs to enhance AMAG’s market position.
Develop and maintain a high level of rapport and integrity within applicable sectors, resulting in mutually beneficial long term business opportunities.
Work closely with Managed Markets and Corporate Accounts platform regarding wholesaler compliance with reporting service fees
Work closely with Government Pricing department to understand implications of distribution service fees
Validate and approve or deny return requests with existing return policies and compliance with existing contracted terms and conditions
Process, validate and confirm fee for service invoices with finance
Work closely with Tech Ops team to ensure ICS compliance with all of their requirements
Facilitate quarter business reviews with ICS
Ensure compliance with all serialization requirements
Participate in S&OP meetings
Maintain a high level of PBM and related Managed Markets benefit structures, reimbursement mechanisms, legal and regulatory influences, health management programs and product distribution knowledge necessary to accomplish goals.
Maintain consistent ability to balance responsibilities to their customers and AMAG with prioritization placed on profitable business activities that help AMAG achieve our financial objectives.
Maintain consistent ability to access and influence key decision makers and stakeholders in order to ensure AMAG products are favorably positioned and reimbursed.
Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value added program effectiveness.
Maintain an outstanding level of benefit management knowledge, techniques, treatment guidelines, pharmacologic approaches, and pharmacoeconomic impact in Managed Markets and related employer groups.
Maintain an outstanding level of competitive companies, product lines, place in therapy, contracting activities, and value added program knowledge.
Maintain an outstanding level of performance metric analytics, manipulation and reporting mechanisms.
Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques.
Maintain an outstanding level of negotiation skills, and techniques that result in favorable product positioning and fiscally responsible contract or program implementation.
Maintain a comprehensive and detailed business planning acumen.
Maintain an outstanding ability to prepare and present executive level presentations.
Planning And Analysis
Maintain an outstanding level of business planning, organization, and administrative skills necessary to accomplish company and individual sales and business objectives.
Manage territory and all assigned accounts within set OPEX and program budgetary and revenue guidelines.
Develop and justify budgeting requests for specific customer programs.
Maintain a comprehensive knowledge base of; business planning techniques at the territory and account level, qualitative / quantitative performance metrics, and contracting analytics to assess financial impact of various scenarios or methodologies.
Maintain comprehensive ability to conduct post contract or program ROI analysis as well as regular Business Reviews with customers and AMAG management.
Maintain a comprehensive aptitude for detailed Business Justification preparation for all new business and/or contracting opportunities.
Maintain ability to develop, plan specific activities, implement, monitor, and adjust all-inclusive pull through plans with cross functional partners.
Demonstrate strong oral, written, and group communication skills.
Maintain frequent contact with VP, Managed Markets, department peers, field sales leadership and internal sales and marketing colleagues.
In a timely and accurate manner, submit all budgetary information, expenses reports, and required administrative reports to the VP, Managed Markets.
Maintain effective communication with targeted accounts, sales management and field sales force in order to foster mutual understanding of Managed Markets dynamics and team selling.
Seek out and maintain an effective level of communication with account stakeholders and decision makers.
Ability to participate or present at industry meetings
Demonstrate ability to lead cross functional teams internally and with key customers.
Four year college degree (preferably Business or Science background).
Four to six years pharmaceutical experience in sales, sales management or marketing.
Healthcare industry commercial contracting experience, including contracting administration and forecasting
Advanced excel user and must be proficient in MS PowerPoint
Preferred Experience / Background
Two to four years Biotech and or Pharmaceutical Sales Management experience.
Two to four years Biotech and or Pharmaceutical Product Management or Segment Marketing experience.
Four to six years of current Managed Care, Managed Markets, or National Accounts experience.
Current relationships with key stakeholders and decision makers.
Biotech / Specialty Pharmacy experience.
Experience with extensive business planning and market analysis.
Experience in implementing value added programs and advisory programs.
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