Job Description

Purpose: 

• Provide profitable access for ViiV portfolio across HIV product segments in Commercial, Medicare, Medicaid, and Federal (VA, DoD, TriCare) payer segments as assigned.
• Assist (lead where appropriate) in developing and implementing strategy to meet or exceed goals for assigned national customers.
• Influence key decision-makers to achieve formulary listings and optimal product positioning.
• Establish regular contact with assigned customers to ensure proactive identification of key issues and enhanced business-selling opportunities.
• Work closely with matrix teams to ensure collaborative strategic and tactical planning, implementation, and payer engagement.

Key Responsibilities

Customer Relationships:

Establish and maintain strategic customer relationships with key individuals within the assigned accounts. Assist the team in developing an extensive understanding of the customers’ organizational goals in order to assess their needs and develop plans, programs, and contracts (when necessary) to meet both the needs of the customer and those of ViiV. Extend and maintain customer network within assigned accounts beyond pharmacy or industry relations to areas crucial for the future strategic vision of healthcare delivery.  Engage staff within the vertical integration chain (e.g. PBM, HealthPlan, Retail Clinic, Medical Mgmt Company, etc.).

Quantitative Performance (meet specific access, sales and market share and RAR objectives for assigned national responsibilities):

• Assist as directed to ensure broad, profitable formulary positioning for ViiV priority products within assigned national payer accounts.
• Assist in efforts to meet RAR objectives vs. budget and governance guidelines.
• Assist as directed to implement value-added programs intended to enhance the customer relationship, solidify formulary position of ViiV products and drive appropriate product sales.  Deliver value beyond the product and any discount.
• Analyze account data to assess performance and recommend actions to achieve business objectives including profitable access and effective pull-through of ViiV products.
• Assist with management / allocation of resources (support functions, programs, financial and technical) to maximize opportunities for ViiV and to benefit assigned national accounts.
• Assist as directed to integrate ViiV offerings and capabilities to continually enhance the value proposition for key customer.
• Assist with payer strategy development and implement account-specific strategies using business acumen, consultative selling techniques and business partnerships to develop mutually rewarding relationships with assigned strategic accounts.
• Effectively launch new products (measured by reimbursement status, formulary status, and level of restriction placed on the product, reducing or eliminating policies which inhibit product uptake/acceptance).

Qualitative Performance: Manage/execute the key aspects of the job:

• Assist with contract recommendations for select books of business (e.g.. Commercial,  Medicaid, Medicare) of assigned Payer accounts inclusive of analyzing RAR impact.
• Collaborate / Support engagements with Contract Management Operations in preparation for Business Case Reviews with Rapid Response Team and both U.S. & Global Governance.
• Collaborate with Contract Development on contract terms & conditions creation and implementation.
• Manage inquiries for rebate eligibility and compliance
• Perform analysis of the business environment in assigned customers and geographies to execute strategic and tactical plans, track trends and recommend alternative direction where necessary.
• Perform account analyses and recommend actions to ensure business objectives are achieved.
• Coordinate strategic pull-through with overlapping sales regions to maximize product access and pull-through.
• Assist with business plan development and execution for assigned accounts.  Plans will establish financial and strategic objectives by product for assigned accounts, including key tactical elements, budgets and critical success factors.
• Effectively manage new product launch access forecast, action plans, push-pull, and assist National Account Executives with BDIPs, negotiations, as needed.
• Collaborate with internal stakeholders (such as Medical Affairs/Pricing and Contracting, Operations, Brand Payer Marketing, Field Reimbursement, Sales, SPP, etc.) as needed to meet strategic objectives.
• Create and maintain Strategic Account Plans.
• Assist with planning and creation of joint business reviews with ViiV leadership and select National Payer Customers at least once per year.
• Create detailed contract reviews.
• Maintain in depth knowledge of the managed care industry, healthcare trends, and HIV & Specialty trends.

Personal Development, Administration, and Compliance:

• Participate in training programs to improve product knowledge and build strong competencies for an evolving marketplace.
• Keep pace with the changing internal and external environment to ensure capabilities meet or exceed expectations.
• Manage administrative requirements of the job.
• Understand and apply Compliance Policies and Procedures (CPP).
• Other projects and tasks as assigned

Why you?

Basic Qualifications:

We are looking for professionals with these required skills to achieve our goals:

• Bachelor’s Degree
• Minimum 6+ years of pharmaceutical experience across commercial and or government-funded businesses
• 3+ years of account management, sales management or product management experience or equivalent
• Valid Driver’s License
• Ability to travel extensively
• Must live within 60 miles of a major airport

Preferred Qualifications:

If you have the following characteristics, it would be a plus:

• MBA and/or advanced clinical/science/ health policy degree or equivalent
• 3+ years of successful payer account management experience
• Extensive knowledge of the Managed Care industry, government payers (inclusive of the VA, DoD, TriCare, FEP) and healthcare trends
• Thorough understanding of Specialty Pharmacy and Specialty Distributors
• Understanding of Payer & PBM reimbursement and control mechanisms
• Buy and Bill Reimbursement expertise
• Excellent communication (written & verbal), interpersonal influencing skills and prioritization skills
• Strong presentation skills
• Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
• Demonstrated analytical abilities
• People management experience
• Payer Marketing and/or Contract Development & Management experience
• Payer contracting experience / expertise
• Demonstrated negotiations and/or major account sales skills
• Understanding of the laws and regulations impacting payers and providers
• Ability to apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations

Job Categories: Equal Opportunities. Job Types: Full-Time. Job Tags: Remote and work from home. Salaries: 80,000 - 100,000.

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