Key Accounts Director (Sales)

Description:

The Amneal Key Account Director for Payers/PBM is a cross-functional leadership role that manages the business to business relationships for the Amneal portfolio of Specialty and Biosciences products with the major national Pharmacy Benefit Managers and Health Plans in the US market, with all of these organizations being in the Fortune Top 50. This role is responsible for securing profitable product and/or formulary access for the specialty and bioscience portfolio with the largest and most complex multi-matrixed integrated payer systems across all core business channels including commercial, Medicare and Medicaid. In addition, this role is responsible for managing the business relationship for the Amneal portfolio with each of the National Accounts regional and national Payer and PBM/GPO organizations that are domiciled both in the continental US, and abroad. This person will have proven ability to cultivate and build strategic and executional relationships across the key areas of decision makers within these customers and demonstrate highly skilled strategic account planning, rebate contract negotiations, financial modeling and pull-through for the Amneal portfolio that exceeds $100M in gross annual sales across the portfolio. The Director, National Accounts is an experienced leader that must work closely with multiple (specialty & bioscience) sales teams and key internal stakeholders, including Brand, Finance and Medical Science teams and reports to the Senior Director, Market Access. This position is responsible for creating improved and profitable formulary access across both medical and pharmacy benefits, as well as unique business segments such as specialty and retail pharmacy and state Medicaid organizations. The Director, National Accounts maintains strong business acumen and expertise in rebate contract negotiations with customers, as well as clinical value positioning, strategic account planning which results in payer formulary wins, product adoption/positioning by payers, and patient affordability. In addition, they will create best in class pull-through strategies for all actively promoted specialty & bioscience brands. For this role, candidates will need to play a leadership role in sharing best practices and experience with the Account team. This individual is accountable for business performance consistent with Amneal compliance standards as well as applicable requirements with assigned Managed Care Organizations.

Essential Functions:

• Account Strategy & Product Access: Develop and execute best in class account strategies for profitable product positioning, across targeted Medical and Pharmacy benefit formularies, across all lines of business (Commercial, Medicare, & Managed Medicaid), as well as monitoring and supporting access across designated state Medicaid agencies. Leverage a multi-matrix relationship building and selling approach to drive long-standing relationships within assigned accounts with key stakeholder segments such as Pharmacy Directors, Chief Medical Officers, & Clinical Pharmacists to influence decision making that creates formulary access and approval. Expand Amneal Specialty & Bioscience portfolio access and utilization across all assigned accounts by leveraging deep experience and knowledge within the brand category (i.e. Migraine, Parkinson's & biosimilars), the marketplace, competitors and industry knowledge to effectively manage business opportunities and challenges. Working cross functionally to identify opportunities for broader strategic collaboration within assigned accounts for key functional areas of Amneal that expands business relationships for MSL/Brand Team/Executive leadership. Prioritizes time and resources to ensure optimal coverage across a broad set of accounts and key business channels. This role will serve as the lead for CVS including Caremark and ZINC and will have responsibility for Puerto Rico with a focus on Abarca, Triple-S and government accounts.
• In-depth knowledge and expertise of contract negotiations: Deep experience in running complex data analytics and financial analyses for existing and proposed customer contract. Understand and conduct financial modeling in partnership with the Pricing, Forecasting & Contracting Dept. In depth proficiency of account level ROI analysis & GTN forecast models for contract proposals and existing contract reviews on all Amneal actively promoted and nonpromoted specialty & bioscience brands. Clinical coordination of customer P&T and value proposition meetings to support market development efforts in advance of contract negotiations. Work internal contract process from start to signature through, Contracting, Finance, and Legal coordinating each step along the way using contract management system (ClickUp). Gain Specialty & Bioscience Brand portfolio formulary adoption and appropriate placement and positioning in assigned accounts through clinical and financial presentations that drive timely and profitable access for our products. Prepare for and conduct quarterly business reviews with customer (includes all contract financial performance). Work within multiple data platforms: DRG, Pathway Analysis, Customer portals (CVS, ESI, Optum), and Quantuvis.
• Pull Through & Field Sales Market Access Leadership: Successfully create, implement, and measure PRC approved formal tactics for field sales pull through based on formulary access within assigned accounts for enhanced sales. Help develop tools, training and reporting relative to field sales pull through initiatives (includes New Sales Training or IST, on-going training or MC101 and tools training), all of which increase utilization of specialty and bioscience products. Identify and execute against opportunities to educate, train and develop Amneal field sales team on payer landscape (Monthly/quarterly RBM team calls, POA, Fast Starts, NSM, etc). Address on-going access and affordability issues in the field through co-travels, RBM meetings, quarterly RBM team calls, etc. The Director may be asked to represent Market Access team on special projects relative to product launches, marketing, brand, operations and/or IT issues. Engage HQ sales leadership, brand team, training, marketing and sales operations to ensure optimal decisions and solutions include Market Access considerations. Viewed as a leader of access opportunities for Amneal Sales Professionals within targeted HCP accounts.
• Additional Director Responsibilities: Develop and maintain industry contacts with our business analytics, such as call reporting measurements. Remain abreast of competitors activities Attendance at industry conferences such as: PCMA, AMCP (including local Chapters), NAMCP, EMPAA/AMPAA/WAMPAA, Asembia, health plan associations, ESI Summit, Prime Insights, etc. Understanding on specific laws and proposed legislation relative to our current Market Access landscape (i.e. IRA and its impact on Amneal products for Medicare Part D). Manage to a market access budget throughout the year, as assigned by the Sr Director, Market Access. The National Account Director must adherence to Amneal's code of conduct and all required business and regulatory compliance standards for on all business-related functions and customer interactions.

 

Education:

• Bachelors Degree (BA/BS) Relevant Major - Business or Marketing - Required
• Master Degree (MBA) - Preferred

Experience:

• 10 years or more in Pharmaceutical/Biotech to include sales / sales management and/or managed care account experience
• 6 years or more in Track record of success in Pharmaceutical or Biotech sales management or managed markets
• in Direct experience calling on large Payer and PCM accounts
• in Specialty Pharmacy knowledge
• in Regional, National or Large (IDS', Group Practice's) Account Management experience.
• in Reimbursement experience and understanding
• in Excellent relationships with key regional and national payers.
• in Neurology experience
• in Geographical experience (Southeast and Puerto Rico)
• in Experience calling on CVS including Caremark and Zinc

Skills:

• Proficient with Microsoft Office products including PowerPoint, Word and Excel - Advanced
• Niche / orphan drug / specialty experience - Advanced
• Ability to understand complex data and use that data to develop a strategy - Advanced
• Demonstrated decision making, critical thinking and effective problem-solving skills - Advanced
• Demonstrated ability to lead account team initiatives and pull through programs - Advanced
• Ability to navigate complex Managed Care Organizations with proven ability to establish and cultivate key customer relationships with opinion leaders and decision makers, especially with C-Suite. - Advanced
• Negotiation skills / experience - Advanced

 

Amneal is an Equal Opportunity Employer that does not discriminate on the basis of sex, age, race, color, creed, religion, national origin, sexual orientation, gender identity, genetic information, disability, veteran status, liability for service in the U.S. Armed Forces or any other characteristic protected by applicable federal, state, or local laws.