The Regional Account Director (RAD) is accountable for securing profitable access for all Biogen products and serves as the single face of Biogen for aligned regional payer account(s). The RAD is responsible for developing and evolving the strategic operating plan for their key regional payer accounts and managing the customer(s)' business. The RAD is also responsible for managing the market access for the local geography in which they are assigned. They are responsible for managing their customers' entire book of business (Commercial, Medicare, Medicaid, including Specialty Pharmacy Distribution, etc.) They need to have a deep understanding of the regional marketplace trends, as well as the customer's business model and growth strategies to help establish relationships with key executives and look for innovative ways to drive Biogen's business.
The RAD needs to lead regional internal teams, inclusive of regional business leaders, to create local and regional strategies to optimize product revenue, ensure profitable access (pharmacy and medical benefit), maximize outcomes, execute service agreements, develop customer initiatives, execute profitable specialty pharmacy distribution, etc. The candidate is responsible for initiating interactions with cross functional partners, providing key customer insights including quarterly business reviews and reporting on regional marketplace issues or opportunities, product and innovation progress on an ongoing basis.
Essential Functions of the Job:
1.As the main point of contact for Biogen, must secure profitable access in both pharmacy and medical benefit for all Biogen products with all segments of the customer business (enterprise approach); monitor and report on product profitability and performance.
2.Demonstrate the value of our products, services and Biogen to position Biogen as a leader in the industry.
3.Influence the customer's access strategies for the BU portfolio; negotiate product contracts and distribution agreements (as necessary).
4.Manage and monitor contract compliance working closely with contracts and pricing team to ensure appropriate execution of all business agreements and maintaining profitability for Biogen (rebate, distribution, data, and service).
5.Direct customer initiatives and special projects.
6.Lead the interactions of local business partners with cross collaboration with field leadership.
7.Identify and influence customer and market trends to ensure Biogen strategic business objectives are met.
8.Direct the broad internal stakeholder team to implement customer and product strategies for the local and regional marketplace, and ensure Biogen goals are achieved.
9.Responsible for communicating key customer insights and market trends to HQ personnel helping to shape current and future strategies.
Responsible for the development and implementation of major customer initiatives.
Identify market access and reimbursement trends, and proactively communicates information in a timely fashion to field personnel and leadership.
Responsible for developing strategic customer business plans aligned to Biogen Business Framework and MA&R objectives with key insights regarding regional market trends affecting the customer and Biogen.
Creative and strategic thinking; superior cross functional leadership; strong depth of knowledge and skills in negotiations across all lines of business; excellent communications skills; an analytical approach to business problem solving; strong project management skills; supervisory experience. Demonstrated success in payer account management as the enterprise lead. Ability to lead and manage regional multi-geography initiatives and projects. Act decisively and seize accountability. Ability to interact with cross functional leaders and work across functional groups to build consensus and action. Strong negotiation skills directly necessary to execute requirement of direct contracting responsibilities. Extensive strategic account management skills.
Minimum of seven plus years biotech/pharma experience required
Five plus years in managed markets required; strong understanding of the healthcare market
Experience in development and execution of customer relationship marketing which includes negotiation and management of business agreements required
Recent experience managing regional payer customers
Deep understanding of the regional managed care marketplace
Expertise with Specialty Pharmacy customers preferred
Expertise in specialty and biologics preferred
Expertise in pharmacy and medical benefits coverage policies preferred
Experience or exposure in MS, Neurology or Rare Disease field sales experience a plus
All your information will be kept confidential according to EEO guidelines.