$200K — $250K *
Department 230 Market AccessEmployment Type FTEMinimum Experience Experienced
The Senior Director, National Accounts leads a team of account managers responsible for ensuring appropriate product access and reimbursement. This role develops payer account strategy and executes the market access business plan for Zogenix including the launch of the company's lead asset – FINTEPLA for the treatment of Dravet Syndrome.
The Senior Director, National Accounts is a disciplined risk-taker comfortable in an entrepreneurial environment with the resource constraints of a young commercial organization. The ideal candidate is creative, flexible and adaptable to new and changing situations. The Senior Director must be goal-oriented, know how to set aggressive, but achievable targets, mentor and develop the National Accounts team, motivate cross-functional teams as well as business partners, and get things done.
Essential Duties and responsibilities
Lead the development of payer and channel customer business plans and negotiation strategies resulting in access for appropriate patients.
Develop and implement account-level launch plans focusing on creating value for unmet medical needs (moving away from the transactional payer/manufacturer relationships and focusing on establishing sustained value-based partnerships).
Perform all recruiting, hiring, development, and coaching activities necessary to build and maintain a “best-in-class” team of National Account Directors.
Maintain customer partnerships with senior managed care medical and pharmacy executives based on an expert understanding of the customer’s organizational structure and strategic priorities.
Partner with Medical Affairs colleagues to establish health economic evidence needs and priorities to optimize the commercial payer value proposition.
Build detailed business plans for targeted national accounts in executing pull-through strategies from corporate partners and collaboration with the field sales team, while ensuring optimal pull through effectiveness for all patient support and access programs.
Develop and lead education, training and communication to sales and marketing teams on relevant market access information, (e.g., product coverage/access policies, formulary status and assistance with use of market access-related dashboards and tools for sales force).
Work with internal partners to establish engagement priorities for commercial and government payers, in addition to the development and execution of national, regional, and local pull-through strategies.
Regularly communicate customer and market dynamics that impact the business to senior leadership for business planning purposes.
Establish partnerships with commercial sales and marketing partners to fully realize synergies across Zogenix to maximize patient access.
Ensure compliance with corporate policies and procedures as well as US healthcare laws and regulations.
Other duties as assigned.
Core Competencies, Knowledge and Skill Requirements
Courage and conviction to manage through personnel and business strategy-related issues with the ability to influence senior leaders, peers, subordinates, and others to work toward the best solutions within acceptable and agreed-to risk parameters.
Results-oriented leader who conveys a sense of urgency and drives for closure.
Excellent leadership skills in managing a team of professionals.
Possesses a blend of strategic and operational experience with the ability to see the big picture, and to dive into details.
Exceptional planning, priority setting, negotiation, project management, and relationship building skills
Strong customer orientation; a passion for science-based brands that can dramatically improve patients’ lives.
Expertise in the payer and PBM/trade environment for orphan and specialty products.
PC literacy required; MSOffice skills (Outlook, Word, Excel, PowerPoint)
Communication & Interpersonal Skills
Flexible, adaptable, diplomatic and able to effectively deal with ambiguity.
Strong presentation skills with the ability to effectively present ideas, get buy-in, and drive consensus within the commercial organization and across cross-functional project teams.
Successful experience in a fast-paced entrepreneurial environment.
Ability to influence in a matrix environment.
Fit with Zogenix culture and values.
Friendly, perseverant, flexible, inclusive, and confident – good sense of humor is a plus!
Undergraduate Degree in life sciences or business discipline;
Post Graduate degree in relevant discipline is desirable.
12+ years of increasing experience in Biotech or Pharmaceutical industry within sales, marketing, or managed markets roles in account management, formulary access, reimbursement, distribution, program development, contract negotiations and coverage policy development.
7+ years national and regional direct account management with responsibility across multiple payer types.
Experience in building and leading account teams from inception and leading a field National Accounts team.
CNS or rare disease experience, desirable.
Proven long-term relationships with third party payers (commercial / government), PBMs, distribution and trade.
Well-versed in manufacturer / payer contracting terms and strategies across various segments; demonstrated history of success.
TRAVEL, PHYSICAL DEMANDS AND WORK ENVIRONMENT
Regularly required to operate standard office equipment (personal computer, photocopy machine, etc.)
Ability to work on a computer for extended periods of time.
Regularly required to use hands to operate computer and other office equipment.
Close vision required for computer usage.
Travel: 25-50% per month (US-based)
Valid driver’s license and clean driving record
Valid through: 9/3/2020