Corporate Account Director, North West

Mallinckrodt Pharmaceuticals Seattle , WA 98113

Posted 2 weeks ago

Job Title

Corporate Account Director, North West

Requisition

JR000009582 Corporate Account Director, North West (Open)

Location

ARD Field Office - USA405

Additional Locations

Portland, OR, San Francisco, CA, Seattle, WA

Job Description

The Corporate Account Director's primary responsibility is direct account management to achieve sales growth through optimal formulary access and reimbursement for assigned products. Managed Markets customers include Pharmacy Benefit Managers, Commercial Managed Care Organizations, Medicare Part-D Sponsors, Managed Medicaid & State Medicaid organizations and other organizations that may be important to the success of our products (e.g. State/Federal Exchanges, ACOs). Comprehensive account management is expected through interaction within all segments of the account (e.g. pharmacy, medical, & other departments). A critical success factor of this role will be demonstrating specific competencies through influence utilizing clinical knowledge, health economic and outcomes research, marketing resources and leveraging and negotiating the value proposition which may include rebates. When negotiating, this individual will demonstrate strong financial stewardship for the company. Additionally, this individual will be involved in high level, cross functional decisions working with Sales, Marketing, Contracting and other internal departments. The Corporate Account Director will be expected to be a content expert in the managed markets space and lead the reimbursement and pull-through initiatives to maximize the growth of our product portfolio.

ESSENTIAL FUNCTIONS:

  • Develop and maintain relationships with accounts to ensure optimal access and reimbursement for our product portfolio.

  • Demonstrate analytical competencies through proficient use of tools provided by the company and utilizing market insights to develop pull through initiatives and contract initiative recommendations. Competence in utilizing financial models is a core expectation for this position.

  • Implement and lead customer level strategic plans that are aligned with the brand strategy.

  • Negotiate contracts with targeted customers demonstrating corporate financial stewardship.

  • Demonstrate an in-depth understanding of the managed market landscape, customers, reimbursement and trends. Effectively communicate this knowledge to Sales, Marketing, Medical Affairs and other core cross functional teams.

  • Demonstrate interpersonal skills in establishing solid working relationships with Sales, Marketing, Contracting, Medical Affairs and other key departments to ensure adoption and execution of overall strategic plan and exceeding sales targets.

  • Develop, implement and lead pull-through field plans to maximize product growth.

DEPARTMENT SPECIFIC/NON-ESSENTIAL FUNCTIONS:

Other duties as assigned with or without accommodation.

MINIMUM REQUIREMENTS:

  • Education required/ preferred: Qualified candidates must have a Bachelor's degree from an accredited college or university; MBA preferred

  • Experience: Minimum of 3 years account management experience or a combined minimum 5 years account management and/or sales management experience. Payer Market Knowledge experience in autoimmune rare disease is strongly preferred. Previous people management experience a plus.

  • Required Skills:
    Strong business acumen skills including proven analytical, negotiation and clinical

  • Skills/Competencies: Established competencies to include: Action Oriented, Business Acumen, Clinical Knowledge, Drive for Results, Influence, Interpersonal Skills, Managerial Courage; Negotiation, Problem Solving, Strategic Agility; Understanding Others

ORGANIZATIONAL RELATIONSHIPS/SCOPE:

  • This position reports to the Sr. Director of Managed Markets

  • Position has frequent contact with the following positions: Account Directors, Regional Sales Directors, District Sales Managers, Sales Specialists, Medical Science Liaisons, Director of Market Access, Government Pricing and Contracts

WORKING CONDITIONS:

  • The position requires frequent travel to meet with managed markets customers, attending field based or corporate meetings and field rides to support account initiatives.

  • Territory: Northern California, Washington, Utah, Wyoming, Montana, North Dakota, South Dakota, Idaho, Oregon

  • Key Accounts include: Select Health, Rocky Mountain Health, Premera, Regence, Blues Plans in the respective States, IPAs

DISCLAIMER:

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

The Corporate Account Director's primary responsibility is direct account management to achieve sales growth through optimal formulary access and reimbursement for assigned products. Managed Markets customers include Pharmacy Benefit Managers, Commercial Managed Care Organizations, Medicare Part-D Sponsors, Managed Medicaid & State Medicaid organizations and other organizations that may be important to the success of our products (e.g. State/Federal Exchanges, ACOs). Comprehensive account management is expected through interaction within all segments of the account (e.g. pharmacy, medical, & other departments). A critical success factor of this role will be demonstrating specific competencies through influence utilizing clinical knowledge, health economic and outcomes research, marketing resources and leveraging and negotiating the value proposition which may include rebates. When negotiating, this individual will demonstrate strong financial stewardship for the company. Additionally, this individual will be involved in high level, cross functional decisions working with Sales, Marketing, Contracting and other internal departments. The Corporate Account Director will be expected to be a content expert in the managed markets space and lead the reimbursement and pull-through initiatives to maximize the growth of our product portfolio.

ESSENTIAL FUNCTIONS:

  • Develop and maintain relationships with accounts to ensure optimal access and reimbursement for our product portfolio.

  • Demonstrate analytical competencies through proficient use of tools provided by the company and utilizing market insights to develop pull through initiatives and contract initiative recommendations. Competence in utilizing financial models is a core expectation for this position.

  • Implement and lead customer level strategic plans that are aligned with the brand strategy.

  • Negotiate contracts with targeted customers demonstrating corporate financial stewardship.

  • Demonstrate an in-depth understanding of the managed market landscape, customers, reimbursement and trends. Effectively communicate this knowledge to Sales, Marketing, Medical Affairs and other core cross functional teams.

  • Demonstrate interpersonal skills in establishing solid working relationships with Sales, Marketing, Contracting, Medical Affairs and other key departments to ensure adoption and execution of overall strategic plan and exceeding sales targets.

  • Develop, implement and lead pull-through field plans to maximize product growth.

DEPARTMENT SPECIFIC/NON-ESSENTIAL FUNCTIONS:

Other duties as assigned with or without accommodation.

MINIMUM REQUIREMENTS:

  • Education required/ preferred: Qualified candidates must have a Bachelor's degree from an accredited college or university; MBA preferred

  • Experience: Minimum of 3 years account management experience or a combined minimum 5 years account management and/or sales management experience. Payer Market Knowledge experience in autoimmune rare disease is strongly preferred. Previous people management experience a plus.

  • Required Skills:
    Strong business acumen skills including proven analytical, negotiation and clinical

  • Skills/Competencies: Established competencies to include: Action Oriented, Business Acumen, Clinical Knowledge, Drive for Results, Influence, Interpersonal Skills, Managerial Courage; Negotiation, Problem Solving, Strategic Agility; Understanding Others

ORGANIZATIONAL RELATIONSHIPS/SCOPE:

  • This position reports to the Sr. Director of Managed Markets

  • Position has frequent contact with the following positions: Account Directors, Regional Sales Directors, District Sales Managers, Sales Specialists, Medical Science Liaisons, Director of Market Access, Government Pricing and Contracts

WORKING CONDITIONS:

  • The position requires frequent travel to meet with managed markets customers, attending field based or corporate meetings and field rides to support account initiatives.

  • Territory: Northern California, Washington, Utah, Wyoming, Montana, North Dakota, South Dakota, Idaho, Oregon

  • Key Accounts include: Select Health, Rocky Mountain Health, Premera, Regence, Blues Plans in the respective States, IPAs

DISCLAIMER:

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

Territory: Northern California, Washington, Utah, Wyoming, Montana, North Dakota, South Dakota, Idaho, Oregon

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Corporate Account Director, North West

Mallinckrodt Pharmaceuticals