Director, National Account Management (United Healthcare/Optum)

The Director, National Account Management is responsible for developing and implementing an assigned, integrated account strategy for obtaining and maximizing market access and reimbursement to support the launch of Ensitrelvir, a novel 3CL protease inhibitor for the treatment of post exposure prophylaxis (PEP) for SARS-CoV-2 infection in the US and Zatolmilast, an investigational, rare disease treatment for Fragile X Syndrome.  This position will also have accountability for critical downstream account access and regional pull through to ensure strategic access goals are met and maximized. Additional accounts to be assigned based on business need. 

The dynamic nature of Shionogi’s portfolio will require this candidate to demonstrate cross functional people leadership success along with deep experience across all key functions of market access to include strategic partnerships with national payers, contracting and GtN management, along with patient services and specialty distribution.

• Serve as lead for Shionogi relationship and B2B engagement with assigned accounts 
• Identify competitive threats and develop response strategies to ensure optimal access for products 
• Lead cross functional access planning for target accounts, which includes engagement of key personnel involved in formular/protocol decision making and ensuring all Shionogi resources are used effectively to convey the value of our medicines to the accounts for their patients 
• Responsible for integrating the account plans and activities across other business units and brand teams to include clear objectives, timelines, and accountability
• Compliantly engage Medical Affairs resources to support optimal product access across assigned accounts 
• Develops and oversees the implementation of strategies and tactics to support appropriate reimbursement and pathways across assigned Market Access customers
• Develop medium to long-term access strategies to maximize the value of the offering for payers and patients
• Develop account plans for assigned accounts to ensure optimal access for Shionogi products in a competitive and dynamic marketplace 
• Leads the preparation, negotiation, management, and acceptance of government and/or commercial contracts with assigned payers
• Leads the development and execution of assigned account plans
• Provide strategic input on resourcing levels for Regional Account Management teams across geographies
• Demonstrates expert level understanding of assigned account and Shionogi patient access levers
• Coach/Train on account management access drivers resulting in plan execution
• Establish KPIs to monitor progress and area of opportunity
• Works closely with Regional Account Manager(s) and sales leadership to drive field force communications on relevant reimbursement issues and pull through maximization
• Ensures a high level of collaboration and integration with the Marketing, Sales, Finance, Patient services, and Senior Leadership
• Cultivate and maintain relationships with key decision-making roles and target customer account leadership
• Identify customer needs and develop strategic account plans based on account business and company priorities to optimize sales opportunities
• Establish, oversee implementation, and monitor adherence to administrative policies and procedures, i.e., expense reports

Minimum Job Requirements

Qualifications

• Bachelor’s Degree required; Advanced Degree preferred
• A minimum of 10+ years of biotech/pharma of Market Access experience with prior leadership roles in account management and/or sales management
• Experience integrating Health Economics and Medical Affairs resources into access planning
• Demonstrated ability to collaborate with a diverse matrix of internal stakeholders (e.g., Market Access Account team, field sales, brand marketing, Medical, legal, compliance, Trade, Patient Services, Data & Analytics) to achieve access goals
• Ability to identify future policies, practices and trends that will affect payer management and access decision making in the marketplace
• Experience leading pull through efforts with sales leadership and field sales teams

Competencies

• Technical Proficiency:
  • Strong Market Access Payer and PBM (Commercial, Medicare and Managed Medicaid) understanding
  • Well-developed negotiation skills
  • A high level of awareness and understanding of the implications and opportunities of contract strategy
  • An in-depth knowledge of key account selling for targeted channels/segments.
  • Previous experience in both specialty outpatient and primary care at the national account level
  • Experience building, recruiting, managing and developing account management team(s)
  • Experience in contract development and negotiation with exceptional consultative and networking capabilities
  • Experienced in customer negotiation, financial analysis, legal influences, and execution/ implementation of contracting activities
• Planning and Analysis:
  • Develop and update business plans for Director owned accounts and lead the development and execution of Key Account business plans.
  • Experience identifying trends and insights and assimilating to development of a broader strategy
  • Strong financial acumen, analytical skills, and critical thinking ability
  • Proven ability to simultaneously manage numerous priorities, products, projects, etc
  • Demonstrates excellent organization and time management skills
  • Maintain accurate account profiles and customer interactions via CRM.
• Communication & Influence:
  • Demonstrated ability to influence the broader organization; motivates others with a positive attitude, leading through adversity and change
  • The ability to influence key decision makers in targeted account segments.
  • Strong executive presence, communication and presentation skills with proven ability to operate and influence cross-functionally and with senior management

Other Requirements

• Driving in a safe manner to required meetings and appointments.
• Valid driver’s license with a clean driving record and ability to pass a complete background check.
• Must complete all required safety and certification training and must maintain an acceptable driving record regarding accidents and incidents
• Must have valid licenses and credentialing required to conduct business in assigned territory.
• Ability to travel up to 50%, may include overnight/weekend travel.

Additional Information

The base salary range for this full-time position is $200,000-$250,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, vehicle allowance, bonus, long-term incentive, or any additional compensation that may be associated with this role.

Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. It is the policy of Shionogi Inc. to undertake affirmative action for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.

If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.