Director, National Accounts; Market Access

Overview

Through depth and breadth of customer and industry knowledge, the Director, National Accounts will be responsible for aiding in the development of Strategic Markets Division (SMD) sales and marketing initiatives, contract strategies, and pull-thru programs for large strategic accounts. By participating in the development of these programs it is also the expectation that the National Account Director will take responsibility for communication, facilitation and implementation with these key customers.

These efforts will be directed specifically with the intent to position Bausch + Lomb Pharmaceutical products favorably on MCO formularies. Special emphasis and attention will be required to maximize profitability. Markets identified as potentially within the scope of this position include HMOs, PPOs, EPOs, PBMs, GPOs, Government (VA/DOD), Mail Order, Medicaid/Medicare and Chain Drugs Stores. The position requires broad knowledge of the insurance market, U.S. Healthcare delivery, prescription reimbursement and financial mechanisms.

• Utilize a high level of influence within Strategic Markets with key decision makers; create a basis to enhance current and future business opportunities. Apply learnings across disciplines to improve Bausch + Lomb Pharmaceuticals market positions.
• Manage customer relationships with National PBM and GPO customers along with select regional direct contracted accounts.
• Collaborate with Patient Services, Contracting, Pricing, Payer Marketing and trade organizations on comprehensive strategies and tactics aligned to business objectives.
• Identify opportunities and apply sound business practices to effect appropriate changes to issues affecting Managed Markets including contracting, formulary access, product distribution, Medicaid/Medicare, Chain Drug Store stocking & services, and Government Selling (VA/DOD).
• Develop detailed and compelling proposals for plan level contracting strategies within assigned geographies, including financial analyses (sales+/-, Medicaid impact, market share), market research, and competitive response and intelligence overviews. Facilitate approval of these proposals and sell the proposal to the customer.
• Collaborate with Sale Team Leadership and Marketing on ensuring access and reimbursement engrained into strategic viewpoint
• Build strong-networked relationships with customers, Trade Organizations, Professional Organizations, and other influential groups specific to the market segment.
• Maintain a strong knowledge and ethical standard with regard to healthcare laws and regulations.
• Lead communication initiative between Sales Management at the geographic level. Ensure Territory Managers and their supervisors maintain appropriate level of customer awareness and account messages.
• Proactively assist VP in the development of departmental business initiatives, including business plans, pull-thru initiatives, account selling strategies, clinical and/or outcome trials, marketing research opportunities, national contract strategy, and managing departmental resources. And other tasks that may be assigned by management at certain times.

• Minimum of 10 years experience in pharmaceutical and/or health care sales
• Minimum 3 years experience as National Account Director
• Experience with various account types (HMO, PBM, GPO, Mail Service, VA/DOD, Drug Stores)
• Pharmacy Benefit Contracting and Part D experience
• Experienced in customer negotiation, financial analysis, legal influences, and execution/ implementation of contracting activities
• Excellent communication and presentation skills, with strong organizational habits
• Strong facilitative leadership skills
• Experienced developing pull-through programs
• Demonstrated ability to work collaboratively
• BA/BS degree Business and/or Sciences
• MBA or advanced Degree highly preferred

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

For U.S. locations that require disclosure of compensation, the starting pay for this role is between $ and $. The estimated salary range reflects an anticipated range for this position. The actual base salary offered may depend on a variety of factors.

U.S. based employees may be eligible for short-term and/or long-term incentives. They may also be eligible to participate in medical, dental, vision insurance, disability and life insurance, a 401(k) plan and company match, a tuition reimbursement program (select degrees), company holidays, and well-being benefits, among others. U.S. based employees are also eligible to receive sick time, floating holidays and paid vacation.

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