Developing and maintaining strong working business partnerships with C-Suite and influential leaders in senior management at the customer with a goal of understanding unique business needs, model and strategic challenges
Assimilating market insight, customer and AZ priorities to develop a strategy that will serve as a catalyst to drive short term results while preparing for long term success.
Developing strategic account plans, driving consistent execution of account plans/strategy across the organization for target accounts, fully engaging customer facing roles including field sales leadership.
Creating synergistic opportunities based on an understanding of dynamics of the healthcare environment including interdependencies and influence
Building strong, networked relationships throughout account customer organizations, and developing/strengthening key relationships with account senior leadership and decision makers
Prioritizing account projects/initiatives that address changing customer and market requirements
Increasing payer awareness among key stakeholders (Pharmacy and Medical) in priority accounts across portfolio (large and small molecule)
Informing and advising Brand and Sales Leadership of geographic opportunities and risks
Driving absolute sales growth with focus on highest impact launches and growth cases
Maximizing profitability of LOE brands
Being a catalyst for payer changes to utilization management in Oncology/Specialty
Understanding and obtaining buy-in for all deal/no-deal contract strategies with all aligned partners.
Innovate by bringing ideas/solutions back to the business
Proactive in identifying issues and challenges with accounts. Engages with appropriate resources for development of contract offers and program / service agreements.
Build and articulate a business case using facts and data to provide actionable solutions to deliver value in short and long term.
Acts as focal point for the operational advancement of the contracts/agreements through internal processes. Presents and negotiates key deal terms with customers or provides insight to PBM downstream accounts regarding new pricing and national PBM formulary decisions.
Monitors full account contracting process including accuracy of all contract terms such as: key operational terms; rebate rates and administrative fees, market basket details, Formulary position information and request non-direct contract accounts to secure financial modelling from their PBMs.
Inform brand and organization strategy based on assimilated knowledge of the market.
Deep understanding of specialty care marketplace and landscape, reimbursement model, and Rx to dispense
Working with customers to ensure medical policies are scientifically current and ensure coverage policies are in alignment with brand strategies at launch
Considerable pharmaceutical experience
Thorough understanding of market dynamics across multiple therapeutic areas and across various business segments
Knowledge of the managed market dynamics and competitive landscape
Demonstrated ability to work collaboratively with and influence peers and educate management regarding account needs
Exhibited ability to manage multiple, concurrent work streams in diverse functions and therapeutic areas
Demonstrated communication and platform skills
Demonstrated leadership, project management and team development ability
Strong customer facing skills
Strong understanding of the broader healthcare environment and impact to customer.
Demonstrated negotiating capability
Experience with organized customers preferably at the C-Suite level and delivering value proposition of portfolio of products
Ability to learn and effectively communicate with customer’s detailed clinical information regarding AZ and competitive medicines across the entire AZ portfolio.
Account management experience with a demonstrated proficiency for contracting and marketing
Deep understanding of the specialty care marketplace and specialty reimbursement landscape model
Experience with intermediary (health plan, PBM, GPO, VA/MTF) type customers and delivering effective formulary access
Understanding of financial concepts and contracting issues including legal and best price implications
Prior experience in sales management or general management
Prior experience in managed care at a pharmaceutical company or managed care organization