National Account Manager

US-East Coast
6 months ago
Job ID
East Coast
# Positions


Responsible for strategies, tactics, and research surrounding contract and account management for both Diagnostic and Therapeutic markets along with initiatives in emerging markets/business development.


ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
• Establishes relationships with key payers, health systems, institutional accounts, government accounts and professional/industry societies
• Meets corporate product goals on both promoted and non-promoted products
• Responsible for contract negotiations guided by corporate goals and strategic significance of assigned account(s)/payer(s)
• Performs surveys, focus groups and data analysis to identify opportunities and challenges surrounding Diagnostic and Therapeutic reimbursement/product coverage
• Creates and executes managed markets training to the commercial team, clinical and business development
• Provides overviews of reimbursement environment for potential new markets and product opportunities
• Identifies payers/organizations to perform clinical utility/outcomes and health economic evidence development
• Assists in primary market research surrounding payers and hospital account reimbursement activity
• Establishes key contacts with payers throughout the region and nation to secure therapeutic and laboratory services pricing contracts that provide product access which meet established corporate profitability targets
• Executes the corporate pharmaceutical strategy for obtaining formulary positioning and access for all products with national, regional and local health plans; Group Purchasing Organizations (GPO), Pharmacy Benefit Managers (PBM) and Government accounts
• Profile key payer segments and assigned accounts to assess applicable formulary coverage policies, utilization controls, formulary review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access for all products
• Executes the management of the corporate diagnostic strategy for obtaining positive medical policy, profitable contracts and reimbursement for all products from payers, laboratories and hospital systems
• Lead the development of account level plans of action for assigned payers and other managed markets accounts, designed to ensure optimal access for all products
• Implement strategies and tactics to support appropriate formulary placement and/or reimbursement (coverage, coding, payment and patient access) across assigned payers
• Utilizes or assists in the creation of appropriate Market Access marketing materials for company's products
• Creates clear messages for dissemination to internal staff, including Field Sales personnel on important payer trends, reimbursement changes and billing requirements that will affect product utilization
• Confers with and trains associated internal staff, including Field Sales personnel with regards to securing and implementing the pull through of product access or payer contract
• Review all legal and profitability aspects of the contract before submitting for approval/execution
• Implement the department’s core competencies to enhance leadership, product knowledge, negotiating/selling skills, interpersonal communication, business acumen analysis, project management and strategic thinking/project planning on a professional level within all levels of the organization
• Develops and implements a system to assist the education of the Field Sales team with regards to pharmaceutical formulary position and diagnostic coverage for all company products
• Support the launch planning process for pipeline products, by developing product access strategies and tactics for specific managed markets customer segments and payer channels
• Other duties as assigned.

This job has no supervisory responsibilities


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. This along with the requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Position requires a Bachelor’s degree (B.A.) from four-year College or university; Minimum 8 years field-based pharmaceutical/biotech Sales and/or Marketing experience with at least 3 years of direct Managed Care experience. Preferably 4 years National, Regional Account Management or District Sales Manager experience. Requires strong negotiating skills, large account management and project management experience, specific disease state/market knowledge, ability to perform basic market research, demonstrated large/small group presentation skills, executive suite selling experience (CFO, CMO, Director Level), and business planning experience (strategic and tactical).

Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding, billing; and patient access to drugs, biological and medical devices.

Prior managerial and leadership experience is strongly preferred. Preferred Managed Markets experience including participation in laboratory contracting, formulary change and relevant pull-through programs. An understanding of commercial carrier plan designs, government and state reimbursement, and diagnostic payment channel (General Reference, Regional and Hospital laboratories) is also preferred.

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to effectively present information to top management, public groups.

Ability to calculate figures and amounts such as discount, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

High skills: Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables surrounding the analysis of managed market strategies and contracting.

Valid Driver's License with DMV evidence of good driving record. Must follow all applicable guidelines as set forth in the Company Fleet Management Program including annual DMV reviews.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or feel. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 50 pounds.
Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

Significant ground, air and overnight travel is required.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

While performing the duties of this job, the employee may be required to visit physician offices and clinical laboratory settings therefore, employee may be exposed to moving mechanical parts, fumes or airborne particles, potentially infectious bodily fluids, toxic or caustic chemicals, and extreme cold.


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