National Corporate Account Director/Manager

Ort: United States - Field based

Funktion: Pricing and Market Access

Firma: Vifor Pharma

Ihr Profil


National Corporate Account Director (NCAD)


Responsibilities:

Reporting to the Executive Director, Managed Markets, the National Corporate Account Director will be responsible for minimizing and/or removing barriers to access to company products for patients with large national insurers and Pharmacy Benefit Managers (PBMs), leading all contracting efforts with the largest and most influential National customers in the US. 

Most critically, the NCAD is responsible for securing and protecting the best and most profitable access for products and ensuring their market performance with top National Payers/PBMS. 

The NCAD will also be responsible for developing mutually beneficial relationships at all levels that align strategically to the business needs of the customer and Vifor Pharma US. 

In addition, they will be responsible for developing, maintaining, and executing account business plans that deliver on the described requirements and are utilized to provide strategic insights that influence internal stakeholders’ thought processes. 

The NCAD is also responsible for working with and influencing local Vifor Pharma US colleagues to ensure appropriate level of cross-functional support for their assigned National account. They will develop and execute pull-through objectives by strategically utilizing local resources. 

Additional responsibilities include strong leadership and development of national/local strategies through account and market insight, building cohesive account teams comprised of Regional Account Managers, and providing Vifor leadership with market and customer intelligence.

The NCAD will be directly responsible for time-sensitive market development and implementation of the coverage and reimbursement strategy that will maximize patient access and optimize profitability of Vifor US products. The NCAD will be responsible for minimizing and/or removing barriers associated with patient access to company products with target regional payer accounts. This candidate will manage payer and customer key stakeholder relationships and will work to maintain patient access. 

This role is critical to the post launch strategy for company products with targeted National payer groups including commercial insurers, supporting RAMs with the Regional local affiliates of National payers, and may include some local government entities. This individual will therefore represent the company in the managed market environment from a national perspective.


Tasks:

Execute managed market initiatives to a high level of achievement. 

Demonstrate managed markets knowledge and leadership with both internal stakeholders (RAMs, internal cross functional teams – including Marketing, Pricing and Contract Management, Legal, Senior Leadership, Medical Scientific Directors, OPs, and Sales Leadership teams) and external stakeholders (payer customers, KOLs, etc.). Show thorough understanding of how policy and formulary decisions are made by each key targeted payer and how best to influence and positively impact these decisions.

Seek out opportunities for synergy and partnership to achieve both Vifor Pharma US and customer’s goals. Transparent and Pro-Active customer planning. 

Recognized expertise in key local, national, and international healthcare issues/trends and best practices to establish credibility beyond the product and therapeutic areas. 

Monitor the external landscape looking at our industry, payer trends and legislation. Anticipate changes and adapt as needed. 

Review and analyze contracted product performance at National and Regional level, and communicate account performance broadly with key internal stakeholders. 

Effectively communicate and maintain CRM system so that we build and maintain a data repository of all key payer account profiles and keep the life cycle of account management updated in our electronic database. 

Identify & utilize the resources needed to monitor managed market trends & market dynamics.

Work collaboratively with sales, marketing, trade, and medical affairs to develop and execute payer marketing strategy based on market research and market dynamics.

Provides guidance and coaching to peers while working on business opportunities or strategies. 

Communicate effectively with Executive Leadership and the commercial team on managed market trends and strategy.

Provide input to payer marketing on overall market strategy including feedback on the “national market strategy.” 

Adhere to and effectively communicate contract strategy, contract compliance, development, claims analysis, execution, and ongoing tracking and management of contracts for our targeted top national commercial payers and insurers (including ROI assessments and scenario planning – with minimal oversight). 

Seek out opportunities for synergy and partnership to achieve both Vifor Pharma US and customer goals through active and transparent customer planning. 

Qualifications:

The knowledge and skills necessary to perform the duties of this position are typically acquired through the following combination of education, experience, and knowledge, or the equivalent:


Minimum Requirements:

Bachelor’s degree or comparable experience.

Candidate should have 10 years of proven success in the biotech/ pharmaceutical industry or related Health Care Field.

Minimum of 7 years’ experience in contract strategy, managed care sales/ marketing, or related field.

Previous experience as NCAM/NCAD or direct related Health Care Background, i.e., Health Plan, PBM, etc.

Past experience and success with large National payers, including PBMS (or related Health Care customers), related to positive formulary wins, contract negotiations, and other success measures. Having an existing understanding of National Payers and/or relationships within these accounts is critical.

Proven credibility in gaining accelerated access to key decision makers and influencers with time efficiency.

Extensive managed care and account management experience.

Highly successful and demonstrated experience implementing pull-through programs and/or similar related health care tactics.

Consistency in completing complex projects and achieving goals on time while delivering high quality results.

Strong communication skills with the established ability to effectively work with diverse audiences and influence cross-functionally. Demonstration of Executive level presence.

Demonstration of high-level engagement with established relationships with Key C and D-Suite and administrative roles within an account (CEO, CFO, CMO, Dir. of Pharmacy, Dir. of Quality, Industry Relations, etc.). to build strategic partnerships.

Ability to fly or drive to target customers up to 70% of the time.


Preferred Requirements:

Demonstrated, consistent success as a Sales Leader.

Field Sales senior management/leadership experience preferred (e.g., Regional/National Sales Director), and/or similar Health Care Leadership experience.

M.B.A.

Experience working with Medicare Part D.

Experience in cardiovascular, renal, and/or metabolic areas.

Prior track record of either obtaining optimal, profitable access, and/or removing access barriers within large National payers.


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National Corporate Account Manager (NCAM)


Responsibilities:

Reporting to the Executive Director, Managed Markets, the National Corporate Account Manager will be responsible for minimizing and/or removing barriers to access to company products for patients with large national insurers and Pharmacy Benefit Managers (PBMs), leading all contracting efforts with the largest and most influential National customers in the US. Most critically, the NCAM is responsible for securing and protecting the best and most profitable access for products and ensuring their market performance with top National Payers/PBMS. The NCAM will also be responsible for developing mutually beneficial relationships that align strategically to the business needs of the customer and Vifor Pharma US. In addition, they will be responsible for developing, maintaining, and executing account business plans that deliver on the described requirements and are utilized to provide strategic insights that influence internal stakeholders thought process. 

The NCAM is also responsible for working with local Vifor Pharma US colleagues to ensure the appropriate level of cross-functional support for their assigned National account. They will develop and execute pull- through objectives by strategically utilizing local resources. Additional responsibilities include strong leadership and development of national/local strategies through account and market insight, building cohesive account teams comprised of Regional Account Managers and providing Vifor leadership with market and customer intelligence.

The NCAM will be directly responsible for the time sensitive market development and implementation of the coverage and reimbursement strategy that will maximize patient access and optimize profitability of Vifor US products. The NCAM will be responsible for minimizing and/or removing barriers associated with patient access to company products with target regional payer accounts. This candidate will manage payer and customer key stakeholder relationships and will work to maintain patient access. This role is critical to the post launch strategy for company products with targeted National payer groups including commercial insurers, supporting RAMs with the Regional local affiliates of National payers, and may include some local government entities. Represent the company in the managed market environment from a national perspective.


Tasks:

Execute managed market initiatives to a high level of achievement.

Demonstrate managed markets knowledge and leadership with both internal stakeholders (RAMs, internal cross functional teams – including Marketing, Pricing and Contract Management, Legal, Senior Leadership, Medical Scientific Directors, OPs, and Sales Leadership teams) and external stakeholders (payer customers, KOLs, etc.). Show thorough understanding of how policy and formulary decisions are made by each key targeted payer and how best to influence and positively impact these decisions.

Seek out opportunities for synergy and partnership to achieve both Vifor Pharma US and customer’s goals. Transparent and pro-active customer planning.

Understand and engage in key local, national, and international health care issues/trends and best practices to establish credibility beyond the product and therapeutic areas.

Review and analyze contracted product performance at National and Regional level and communicate account performance broadly with key internal stakeholders.

Effectively communicate and maintain CRM system so that we build and maintain a data repository of all key payer account profiles and keep the life cycle of account management updated in our electronic database.

Identify & utilize the resources needed to monitor managed market trends & market dynamics.

Work collaboratively with sales, marketing, trade, and medical affairs to develop and execute payer marketing strategy based on market research and market dynamics.

Communicate effectively with Senior Leadership and the commercial team on managed market trends and strategy.

Provide input to payer marketing on overall market strategy including feedback on the “national market strategy.” 

Adhere to and effectively communicate contract strategy, contract compliance, development, claims analysis, execution, and ongoing tracking and management of contracts for our targeted top national commercial payers and insurers, including ROI assessments and scenario planning.

Seek out opportunities for synergy and partnership to achieve both Vifor Pharma US and customer goals through active and transparent customer planning. 


Qualifications:

The knowledge and skills necessary to perform the duties of this position are typically acquired through the following combination of education, experience, and knowledge, or the equivalent:


Minimum Requirements:

Bachelor’s degree or comparable experience.

Candidate should have 8 years of proven success in biotech / pharmaceutical industry or related Health Care Field.

Minimum of 5 years’ experience contract strategy, managed care sales / marketing or related field.

Previous experience as RAM or direct related Health Care Background ie Health Plan, PBM, etc.

Past experience and successful track record with large National payers, including PBMS or related Health Care customers. Existing understanding of National Payers and or relationships within these accounts is critical.

Proven credibility in gaining accelerated access to key decision makers and influencers with time efficiency.

Extensive managed care and account management experience.

Highly successful and demonstrated experience implementing pull-through programs and/or similar related health care tactics.

Consistency in completing projects and achieving goals on time while delivering high quality results.

Strong communication skills with the established ability to effectively work with diverse audiences and influence cross-functionally.

Experience in developing effective relationships with Key C- and D-Suite and administrative roles within an account (CEO, CFO, CMO, Dir. Of Pharmacy, Dir. Of Quality, Industry Relations, etc.).

Ability to fly or drive to target customers up to 70% of the time.


Preferred Requirements:

Demonstrated, consistent success as a Sales Leader.

Field sales Sr. management/leadership experience preferred, and/or similar Health Care Leadership experience.

M.B.A.

Experience working with Medicare Part D.

Experience in cardiovascular, renal, and/or metabolic areas.

Prior track record of either obtaining optimal, profitable access, and/or removing access barriers within large National payers.

Prioritizes, adapts to, and executes on business plans or goals.

Demonstrates interpersonal skills to interact and collaborate with others appropriately and effectively.

Displays presentation skills (verbal and/or written) that inform, inspire, and persuade.

Plans and organizes resources to bring about the successful completion of projects.

Builds collaborative relationships with internal and external customers.

Possesses critical thinking and problem-solving skills.

Consistently demonstrates compliant behavior consistent with respect to regulatory, legal, corporate, and cultural values of Vifor Pharma.

Successfully adapts to a fast-paced, changing environment.

Navigates and works within a complex, regulated, and matrixed environment.

Effectively and appropriately leverages tools and resources to grow the business.


Über uns

Bei Vifor Pharma setzen wir all unser Fachwissen, unser Engagement und unseren Unternehmergeist dafür ein, innovative Lösungen in den Bereichen Eisenmangel, Nephrologie und kardiorenale Therapien zu entwickeln und Patienten auf der ganzen Welt damit ein besseres und gesünderes Leben zu ermöglichen. Dies motiviert uns, Tag für Tag unserer Arbeit nachzugehen.
Wollen auch Sie sich für eine bessere Welt einsetzen und mit Ihrer Arbeit zu etwas Bedeutendem beitragen? Wir bieten Ihnen als global agierendes Pharmaunternehmen die Chance, in einem weltweiten agierenden Team mitzuwirken, in dem die Möglichkeiten zur fachlichen und persönlichen Entwicklung ganz Ihrer Leidenschaft und Einsatzbereitschaft entsprechen. Mehr erfahren Sie auf viforpharma.com/career.

Was Sie von uns erwarten können

Wir kümmern uns nicht nur um das Wohl der Patienten, sondern auch um die berufliche und persönliche Weiterentwicklung und das Wohlbefinden unserer Mitarbeitenden. Unsere Wertschätzung und Anerkennung Ihrer Arbeit drücken sich in attraktiven Leistungen aus, die Ihren Lebensstandard verbessern und Ihnen Entwicklungsmöglichkeiten, berufliche Perspektiven und die Möglichkeit einer ganz persönlichen Karriereplanung in unserem Unternehmen bieten.

Einige Beispiele:

  • eine offene, sichere und integrative Unternehmenskultur, die Kreativität fördert und individuelles Potenzial erschliesst; sei es in Laboren, Produktionsstätten, im Aussendienst oder in den Büros
  • die Chance zu lernen und Ihre Fähigkeiten weiter auszubauen – mit Schwerpunkten auf geschäftliche und persönliche Leistungsfähigkeit, Führungs- und Managementkompetenzen und vieles mehr
  • ein flexibles Arbeitsumfeld, Homeoffice-Möglichkeiten und interessante Urlaubsregelungen
  • attraktive, regional angepasste Mitarbeiterbeteiligungsprogramme, die unsere Mitarbeitenden in jeder Lebenslage zusätzlich absichern, wie Pensionspläne, Beteiligungsmodelle und Sparpläne

Treten Sie der Vifor Pharma Talent Community bei

Die oben genannte Funktion entspricht nicht Ihren Erfahrungen oder Karrierezielen, Sie möchten aber dennoch mit uns im Kontakt bleiben und mehr über Vifor Pharma und künftige Karrieremöglichkeiten in unserem Unternehmen erfahren? Dann treten Sie der Vifor Pharma Talent Community.

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