Director, National Accounts: Managed Markets (West)
Scorpion Therapeutics, New Bremen, Ohio, United States
Role Summary
The National Account Director for Managed Markets (West) negotiates coverage (reimbursement) for designated products within assigned account areas through contracting where necessary, and non-contracting opportunities where possible. The incumbent assesses and diagnoses the current business environment in each key account to gain positive formulary access for the company portfolio with minimal restrictions. Account responsibilities include, but are not limited to: Pharmacy Benefit Managers, National/Regional Health Plans, Medicare, State Medicaid, and Medicaid PBMs (i.e., Change Healthcare, Magellan, etc.). Location: West. This role is 100% remote.
Responsibilities
Leverages relationships with assigned national and regional payer customers to facilitate account management by assessing contracting options, access opportunities, coordinating activities, and customer interactions to ensure customer needs are met
Design and implement account-specific strategies and business plans that drive access, reimbursement, formulary placement, utilization growth, and patient access for the product portfolio
Collaborate with internal cross-functional teams: Market Access, HEOR/RWE, Medical Affairs, Sales, Marketing, Pricing & Contracting, Legal/Compliance to ensure alignment and successful execution of payer strategies
Conduct payer market intelligence: understand payer landscapes, policy/practice changes, coverage and reimbursement trends, competitive access dynamics, utilization controls and formulary review timelines
Develops a customer-specific strategy and set of tactics that meet Invivyd’s payer-partnership goals and foster collaborative relationships, including development of customer-specific rebate proposals
Manages national and regional payor accounts to maximize sales through access with each customer
Manages resources to execute responsibilities with account and field sales pull/push through
Cultivates and leverages an expansive network of relationships, beyond the trade relations group, with key customers within target accounts and industry organizations and other external partners
Prepare access strategy business cases and recommendations for review by various groups and individuals, including leadership, as appropriate
Utilize approved resources with appropriate customer stakeholders to educate on growth driving therapeutic areas and other relevant market access strategies
Conduct yourself with highest ethical standards and adhere to Invivyd Pharmaceuticals Code of Conduct
Comply with all relevant laws and regulations and Invivyd policies, and procedures, and ensure others around them do the same
Participates in key conventions, as needed (i.e., Academy of Managed Care Pharmacy (AMCP), National Association of Managed Care Physicians (NAMCP), Pharmaceutical Care Management Association (PCMA), Asembia, etc.)
Qualifications
Required: 8+ years of experience in account management for Federal accounts (VA/DoD), including deep knowledge of national and regional payor accounts and existing relationships
Required: 8+ years of experience with national and regional payor accounts and achieving access/reimbursement outcomes
Required: Experience working in a matrixed organization and leading without reporting authority
Required: Documented access to both medical and pharmacy directors in managed market programs
Required: Expertise in national and regional payor accounts, with knowledge of both access and demand levers with a working knowledge of a payor pricing, distribution and pathway to acquisition dynamics
Required: Creative and innovative problem-solving skills
Required: Proven ability to successfully work in a cross functional and collaborative environment, simultaneously handle multiple tasks and to effectively manage and lead without formal direction
Required: Demonstrated executive level customer service and communication skills alongside understanding of clinical and economic trends driving decision making in Federal healthcare market
Required: Demonstrated understanding of the Federal legal, regulatory, and compliance environment
Required: Strong understanding of and ability to analyze account level economics and budgetary impact
Required: Strong computer skills including Excel, Word, PowerPoint and Teams
Preferred: Launch experience
Skills
Cross-functional collaboration and communication
Negotiation and market access strategy development
Payer relationships and contracting
Data-driven decision making
Strong computer skills including Excel, Word, PowerPoint and Teams
Creative problem-solving
Education
Bachelor’s degree required
Master’s degree or other advanced degree a plus
Additional Requirements
Travel: Approximately up to 60% travel to support key meetings and cross-functional planning
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Responsibilities
Leverages relationships with assigned national and regional payer customers to facilitate account management by assessing contracting options, access opportunities, coordinating activities, and customer interactions to ensure customer needs are met
Design and implement account-specific strategies and business plans that drive access, reimbursement, formulary placement, utilization growth, and patient access for the product portfolio
Collaborate with internal cross-functional teams: Market Access, HEOR/RWE, Medical Affairs, Sales, Marketing, Pricing & Contracting, Legal/Compliance to ensure alignment and successful execution of payer strategies
Conduct payer market intelligence: understand payer landscapes, policy/practice changes, coverage and reimbursement trends, competitive access dynamics, utilization controls and formulary review timelines
Develops a customer-specific strategy and set of tactics that meet Invivyd’s payer-partnership goals and foster collaborative relationships, including development of customer-specific rebate proposals
Manages national and regional payor accounts to maximize sales through access with each customer
Manages resources to execute responsibilities with account and field sales pull/push through
Cultivates and leverages an expansive network of relationships, beyond the trade relations group, with key customers within target accounts and industry organizations and other external partners
Prepare access strategy business cases and recommendations for review by various groups and individuals, including leadership, as appropriate
Utilize approved resources with appropriate customer stakeholders to educate on growth driving therapeutic areas and other relevant market access strategies
Conduct yourself with highest ethical standards and adhere to Invivyd Pharmaceuticals Code of Conduct
Comply with all relevant laws and regulations and Invivyd policies, and procedures, and ensure others around them do the same
Participates in key conventions, as needed (i.e., Academy of Managed Care Pharmacy (AMCP), National Association of Managed Care Physicians (NAMCP), Pharmaceutical Care Management Association (PCMA), Asembia, etc.)
Qualifications
Required: 8+ years of experience in account management for Federal accounts (VA/DoD), including deep knowledge of national and regional payor accounts and existing relationships
Required: 8+ years of experience with national and regional payor accounts and achieving access/reimbursement outcomes
Required: Experience working in a matrixed organization and leading without reporting authority
Required: Documented access to both medical and pharmacy directors in managed market programs
Required: Expertise in national and regional payor accounts, with knowledge of both access and demand levers with a working knowledge of a payor pricing, distribution and pathway to acquisition dynamics
Required: Creative and innovative problem-solving skills
Required: Proven ability to successfully work in a cross functional and collaborative environment, simultaneously handle multiple tasks and to effectively manage and lead without formal direction
Required: Demonstrated executive level customer service and communication skills alongside understanding of clinical and economic trends driving decision making in Federal healthcare market
Required: Demonstrated understanding of the Federal legal, regulatory, and compliance environment
Required: Strong understanding of and ability to analyze account level economics and budgetary impact
Required: Strong computer skills including Excel, Word, PowerPoint and Teams
Preferred: Launch experience
Skills
Cross-functional collaboration and communication
Negotiation and market access strategy development
Payer relationships and contracting
Data-driven decision making
Strong computer skills including Excel, Word, PowerPoint and Teams
Creative problem-solving
Education
Bachelor’s degree required
Master’s degree or other advanced degree a plus
Additional Requirements
Travel: Approximately up to 60% travel to support key meetings and cross-functional planning
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