Executive Director, Market Access Account Management
Scorpion Therapeutics, Rancho Santa Fe, California, United States
Role Summary
Leads the customer account strategy and management of Neurocrine's account management organization across payer, provider, and pharmacy channels. Serves as the sole field market access leader responsible for securing and maintaining optimal product coverage and usage in institutional settings, and targeted pharmacy trade customers. Provides leadership to account teams and collaborates with senior leadership to develop pricing and contracting roadmaps for company products. Responsibilities
Establishes Neurocrine Biosciences as a leader in treatment and support of patients through development and maintenance of strong account and key customer relationships Develops comprehensive customer account strategies, segmentation, prioritization, and tactical account plans across payer, provider channel and pharmacy trade Leads and manages account teams, establishing performance goals and metrics, overseeing execution, and supporting individual development plans Develops strategic plans for identifying, segmenting, profiling, building, and expanding relationships with key accounts across payer, provider, and targeted pharmacy sectors Drives the organization's sales, promotional and negotiation activities for managed markets/managed care organizations, including government agencies, institutions, and group purchasing organizations Coaches teams to execute business engagement plans, build relationships, and maximize product pull-through in both payer and provider settings Proactively uncovers and delivers marketplace feedback related to customer trends, competitive activity, industry issues, and business opportunities Partners with marketing and field sales leadership to create optimal pull-through programs that maximize appropriate utilization and market opportunity Creates compelling customer analysis presentations from market intelligence by partnering with various internal departments Accountable for setting and meeting business goals including long-term sales targets and other key business objectives Conducts regular business review sessions to understand the state of relationships and keep teams focused on meeting goals Selects, develops, and evaluates personnel to ensure efficient operation of the function Qualifications
BS/BA degree in life sciences, finance/accounting or closely related field and 17+ years of medical life science industry experience OR Master's/MBA degree and 15+ years of similar experience OR PhD and 12+ years of similar experience Acts as a "trusted advisor" across the company and may be recognized as an external expert Provides strategy, vision, and direction regarding issues that may have company-wide impact Requires in-depth knowledge of functional areas, business strategies, and company goals Deep track record of successful wins across core customer channels including national payers, PBMs, health systems, and provider networks Success in building, managing, and leading complex account management teams Mastery of overall account strategy, alignment, and approach across diverse customer types Strong existing relationships and access to key decision makers in both payer and provider organizations Very strong negotiating, relationship building, and communication skills Mastery of pricing and contract strategy in commercial payer, PBM, Medicare Part D, Commercial and Medicaid segments Exceptional relationship management skills with proven ability to influence top clinical and business decision makers Thorough understanding of multiple interdependencies within accounts to maximize performance Skilled in pull-through strategies and execution with demonstrated connectivity to field sales Strong commercialization and launch experience with retail and specialty pharmaceuticals, preferably within CNS Thorough knowledge of legal and regulatory frameworks for promotion, industry guidelines and compliance issues Business maturity and with exceptional analytical skills and problem-solving mindset Education
BS/BA degree in life sciences, finance/accounting or closely related field Master's/MBA degree or PhD (preferred) with relevant experience
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Leads the customer account strategy and management of Neurocrine's account management organization across payer, provider, and pharmacy channels. Serves as the sole field market access leader responsible for securing and maintaining optimal product coverage and usage in institutional settings, and targeted pharmacy trade customers. Provides leadership to account teams and collaborates with senior leadership to develop pricing and contracting roadmaps for company products. Responsibilities
Establishes Neurocrine Biosciences as a leader in treatment and support of patients through development and maintenance of strong account and key customer relationships Develops comprehensive customer account strategies, segmentation, prioritization, and tactical account plans across payer, provider channel and pharmacy trade Leads and manages account teams, establishing performance goals and metrics, overseeing execution, and supporting individual development plans Develops strategic plans for identifying, segmenting, profiling, building, and expanding relationships with key accounts across payer, provider, and targeted pharmacy sectors Drives the organization's sales, promotional and negotiation activities for managed markets/managed care organizations, including government agencies, institutions, and group purchasing organizations Coaches teams to execute business engagement plans, build relationships, and maximize product pull-through in both payer and provider settings Proactively uncovers and delivers marketplace feedback related to customer trends, competitive activity, industry issues, and business opportunities Partners with marketing and field sales leadership to create optimal pull-through programs that maximize appropriate utilization and market opportunity Creates compelling customer analysis presentations from market intelligence by partnering with various internal departments Accountable for setting and meeting business goals including long-term sales targets and other key business objectives Conducts regular business review sessions to understand the state of relationships and keep teams focused on meeting goals Selects, develops, and evaluates personnel to ensure efficient operation of the function Qualifications
BS/BA degree in life sciences, finance/accounting or closely related field and 17+ years of medical life science industry experience OR Master's/MBA degree and 15+ years of similar experience OR PhD and 12+ years of similar experience Acts as a "trusted advisor" across the company and may be recognized as an external expert Provides strategy, vision, and direction regarding issues that may have company-wide impact Requires in-depth knowledge of functional areas, business strategies, and company goals Deep track record of successful wins across core customer channels including national payers, PBMs, health systems, and provider networks Success in building, managing, and leading complex account management teams Mastery of overall account strategy, alignment, and approach across diverse customer types Strong existing relationships and access to key decision makers in both payer and provider organizations Very strong negotiating, relationship building, and communication skills Mastery of pricing and contract strategy in commercial payer, PBM, Medicare Part D, Commercial and Medicaid segments Exceptional relationship management skills with proven ability to influence top clinical and business decision makers Thorough understanding of multiple interdependencies within accounts to maximize performance Skilled in pull-through strategies and execution with demonstrated connectivity to field sales Strong commercialization and launch experience with retail and specialty pharmaceuticals, preferably within CNS Thorough knowledge of legal and regulatory frameworks for promotion, industry guidelines and compliance issues Business maturity and with exceptional analytical skills and problem-solving mindset Education
BS/BA degree in life sciences, finance/accounting or closely related field Master's/MBA degree or PhD (preferred) with relevant experience
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