Senior National Account Director

Senior National Account Director

This position is responsible for representing OAPI with the largest and most complex National Payers and/or PBM's. These accounts represent over 74% of portfolio gross sales. Specific responsibilities include interacting with all levels of the largest Payers within the Trade & Clinical departments. The Senior NAD will lead the creation, negotiation, and execution of OAPI National Account Contracts to ensure profitable portfolio access across the portfolio to enable successful pull-through execution with the internal matrix teams. This is accomplished through collaboration with internal Otsuka Market Access NAD, RAMs, Market Access Marketing, Sales, and Pricing & Contracting. The Senior NAD will have direct reporting responsibility for the aligned National Account Director. This role reports to the Vice President Managed Markets.
Key Responsibilities:
National Account Contract Strategy & Negotiations: Plan, initiate, and lead Payer/PBM account negotiations that enable portfolio access and exceptional GTN management. Work directly with OAPI Pricing and Contracting to analyze and assess contract strategy and profitability. Develop and implement strategies that increase market access for existing and new products to obtain positive formulary attainment. Conduct monthly reports on contract performance identifying underperforming areas. Develop strategic direction in pull through efforts to be executed by National Account Director and RAMs with information necessary to positively increase contract performance. Management oversite of aligned National Account Director. Lead and bring customer insights into strategic discussions for the OAPI's internal teams.
Professional Selling. Maintain and utilize product knowledge and highly effective selling skills to influence targeted National Payers and or PBMs. Articulate compelling unbranded and branded messaging within PI labeling Establish OAPI as thought leader in Behavioral Health within assigned accounts Serve as the knowledge broker to assigned accounts on OAPI therapeutic areas, US Healthcare Landscape and Access segments of the business Foster deep customer relationships & collaboration within the account and OAPI assets to include Sr. Leadership, Medical, HEOR and C&P Help build compelling Brand Value Propositions that will resonate with our largest and most complex customers Provide detailed Brand clinical information (approved reprints) to Trade & Clinical Departments in Payer/PBM Conduct Quarterly Business Performance reviews with key members of Payer/PBM to ensure contract focus to contract performance & GTN Present approved Health Economic Data and Models to Trade & Clinical Departments in Payer/PBM Expand customer engagement by providing insights/expertise in relevant Therapeutic Areas Leverage and champion core market access resources and sales planning tools Conduct all activities in compliance with applicable local, state and federal laws and regulations and company policies Teamwork and Collaboration: Serve as consultant to the Market Access Team and internal matrix teams regarding account and marketplace strategy development Provide clear direction on National Account Business Plan Develop National Account/Regional Account Managers through mentoring of 1-2 peers, leading cross functional projects and influencing senior stakeholders within the organization Provide exceptional leadership during MML/HEOR/Marketing team interactions with Customers Collaborate with Market Access Regional Account Managers/Senior Business Director/Ecosystem Lead/Manufacturer partners to optimize business performance and/or manage complex business issues and/or risks Engage with Otsuka Government Affairs and Advocacy to help shape policy input and direction. Execute against opportunities and threats in areas of responsibility Subject Matter Expert on Payer/PBM landscape to advise Medical, Brand, and Business Development on impact to current, future products or indications Account Penetration: Develop and maintain strong business relationships with decision makers, influencers of targeted national account for the purposes of informing and influencing their positions on issues of mutual interest Account Leadership: Management oversite of aligned National Account Director. Communicate effectively with Senior Leadership, Regional Access Managers, Market Access Marketing, Senior Business Directors on formulary changes/positions. Identify, monitor, and analyze healthcare and public policy trends of significance to Payer/PBM & OAPI to inform internal stakeholders Strategic Business Plan Develop: Maintain a comprehensive understanding of the account, its business practices, and market conditions in the development of the National Account Business Plan. Communicate plan to ELT/CLT members, Market Access colleagues, and the National Account Director. Account strategy will be incorporated into the Market Access Strategy Planning Cycle and Brand Strategy Planning
Qualifications: Bachelor's degree from an accredited institution required, advanced degrees from an accredited institution preferred (e.g. MBA, MPH, etc.) At least of eight (8) years successful pharmaceutical sales experience including a minimum of three (3) years as a successful Account Executive or B2B experience, encompassing: Demonstrated exceptional track record in successful business to business negotiations Proven track record of consistently meeting or exceeding quantitative and qualitative targets Ability to work effectively within cross-functional teams and in an environment of rapid change Knowledge of account Management experience preferred Reimbursement/managed care experience preferred Strong entrepreneurial mind-set Demonstrate organizational and leadership skills Demonstrate ability to lead with and without authority Ability to demonstrate excellent communication skills Proficient in MS Office products including PowerPoint, Word, Outlook, and Excel Flexible location – must have convenient access to an airport providing efficient and economical travel