Regional Corporate Account Director - IDN

The National Corporate Account Director’s primary responsibility is to drive product growth and business partnerships through optimal formulary access and reimbursement for olorofim and future products. The main areas of focus are Health Plans, including those in Commercial, Medicare, Medicaid, and Federal segments. This role may involve multiple assignments including national/regional payers, PBMs, and others. Within these customers, the candidate is expected to be the face of the organization, engaging all segments of each account from pharmacy to C-Suite.

In engaging customers, the candidate will demonstrate expert account-based selling. Core competencies will include the abilities to: influence using clinical data, provide customer-centric insights via health economic data and value propositions, negotiate contracts, and build meaningful relationships at all customer levels. Throughout these engagements, the candidate will demonstrate patient and customer focus, support of organizational goals, and adept ability to meet corporate financial milestones.

Additionally, as the main access representative within a given account base, the candidate is expected to provide leadership and partnership with critical counterparts such as Sales, Contracting, and Marketing. This role is critical to bringing strategic insights into the organization. As well, the candidate will lead in creation and pull-through of local access plans. The role will also work closely with Specialty Pharmacy (SP) partners to identify, monitor, and address payer coverage and reimbursement hurdles, providing strategic solutions to facilitate access and successful navigation of payer reimbursement requirements. The National Corporate Account Director will also provide payer insights to inform the development and enhancement of patient support tools, services, and programs.

Key Responsibilities and Accountabilities

• Demonstrate interpersonal skills in establishing solid working relationships with Sales, Marketing, Contracting, Medical Affairs, Legal, Compliance and other key departments to ensure adoption and execution of overall strategic plan and exceeding performance targets
• Demonstrate an in-depth understanding of the managed market landscape, customers, reimbursement and trends
• Work with payers throughout the USA
• Ability to understand reimbursement and access dynamics of highly complex specialty/rare disease products and develop strategic plans to find opportunities to maximize performance and growth
• Develop and lead the payer account strategic plan at a local and national level
• Must be a skilled negotiator, able to develop and deliver contracts/agreements with an IDN and payer
• Operate outside the typical sales cycles and focus on revenue growth
• Continuously build strong relationships with established customers
• Own, drive and close the entire customer adoption cycle end-to-end
• Work closely with Specialty Pharmacy partners to understand coverage, reimbursement, prior authorization, and other payer-related hurdles, and proactively identify and implement solutions to facilitate payer coverage and access
• Identify and communicate payer policy criteria, coverage requirements, and utilization management parameters, providing guidance on navigating payer requirements and approval processes
• Collaborate with Specialty Pharmacy partners to monitor and address coverage-related needs in a timely manner, escalating trends and systemic barriers as appropriate
• Provide payer insights and market access expertise to inform the development and enhancement of payer support tools, services, and programs designed to address access and reimbursement barriers
• Partner cross-functionally with Sales, Marketing, Medical Affairs, and other key stakeholders to translate payer requirements and access insights into actionable strategies and resources

• BS required. Advanced degree is preferred
• Minimum of 10 years’ experience in the pharmaceutical industry/life science
• Minimum of 5 years of direct IDN, health-system, or key account-management experience
• Demonstrated existing relationships with key access customers (IDN’s, Payers, PBM’s, etc)
• Experience and knowledge of rare diseases in the market access arena
• Strong experience in contracts and supply agreements, customer relations and, strategic and tactical sales
• Solid background in Specialty Pharmacy products with recent experience
• PBM/Plan/GPO experience is preferred
• Strong technical background in Life Sciences - ability to speak fluently about biological sciences and techniques, inclusive of health economic data
• Comfortable operating within uncertain, fast-paced and competitive environments
• Comfortable working in a small company environment
• Strong communication and presentation skills
• Able to travel for conferences, company meetings, account meetings, etc. (approximately 35%)

Additional Responsibilities and Accountabilities

• Ability to understand reimbursement and access dynamics of highly complex specialty/rare disease products and develop strategic plans to find opportunities to maximize performance and growth
• Demonstrate an in-depth understanding of the managed market landscape, customers, reimbursement and trends. Effectively communicate this knowledge to Sales, Marketing, Medical Affairs and other core cross functional teams
• Demonstrate interpersonal skills in establishing solid working relationships with Sales, Marketing, Contracting, Medical Affairs and other key departments to ensure adoption and execution of overall strategic plan and exceeding of performance targets
• Work with payers in the geography
• Develop and lead the payer account strategic plan at a local level
• Operate outside the typical sales cycles and focus on revenue growth
• Ensure F2G exceeds its financial targets through focus on individual account GTN impact
• Continuously build strong relationships with established customers
• Own, drive and close the entire customer adoption cycle end-to-end
• Partner closely with Specialty Pharmacy and Field Reimbursement teams to identify, monitor, and resolve payer coverage and reimbursement barriers impacting access
• Identify payer policy criteria and coverage requirements and communicate actionable guidance on navigating payer approval processes
• Work closely with Specialty Pharmacy partners to monitor coverage-related needs, identify emerging access barriers, and ensure timely communication and resolution of payer-related issues
• Provide payer and market access insights to support the development of support tools, services, and programs that address identified coverage and reimbursement barriers