Senior Director, National Accounts

Senior Director, National Accounts – LEO Pharma

Location:

Madison, NJ 07940, United States

Contract type:
Permanent

Job

Report to:
Executive Director, Account Management

The Senior Director, National Accounts primarily leads the team in securing and maintaining profitable coverage (reimbursement) and access for LEO Pharma Inc. products within assigned National payers/Pharmacy Benefit Managers. The role builds and leads successful pull‑through campaigns in collaboration with Regional Sales Teams & Regional Payer Account Executives to maximize the impact of coverage and access by indirectly driving volume. Coverage and access goals are achieved through contracting where necessary and non‑contracting opportunities where possible, including successful pull‑through of National contracts at the regional client level.

The Senior Director, National Accounts also ensures that the affected PAE team assess and diagnose the current business environment in each key account to gain and maintain targeted formulary access with profitable terms, and maximize pull‑through of access with field sales colleagues. The position bears indirect reporting responsibility for an assigned PAE identified as a high performer and potential successor to this key national role.

This is a remote, field‑based opportunity.

• Lead PAE to leverage strong account management experience and strategic account planning to effectively penetrate affected custom client accounts, develop an understanding of their needs, and negotiate and maintain profitable access for LEO Pharma products.
• Utilize strong business acumen, comprehensive account and industry knowledge, and financial modeling to ensure that the PAE team develops compelling proposals and negotiation strategies, as needed.
• Manage all aspects of assigned accounts focused on key relationships in Trade, Clinical, Economic, Analytics, & C‑Suite personnel.
• Lead and present all Commercial, Managed Medicaid, & Medicare Part D negotiations at assigned accounts to the US Pricing Committee/ELT members for approval.
• Work closely with Medical Outcomes Liaison team to demonstrate the clinical and economic value of LEO Pharma products to assigned payers.
• Work closely with National Field Reimbursement Teams to communicate appropriate coverage for LEO brands to field sales colleagues and appropriate Healthcare Practitioners.
• Work with other members of the Market Access and Specialty Trade Leadership Team to develop overall contracting, access push‑and‑pull‑through strategies for account teams.
• Ensure the PAE team builds effective pull‑through strategies and execution with Field sales that provides impactful pull‑through support for Sales teams that drive plan performance, ensure contracts meet profitability targets and ultimately meet overall company sales objectives. Coordinate ongoing meetings to support sales pull‑through, messaging, and tools to drive utilization at plans with appropriate Key Performance Indicators in place.
• Work with Analytics to develop and manage performance metrics and reporting for account team.
• Ensure that PAE team develops and implements effective business reviews of key accounts/marketplace on at least a quarterly basis with Regional Business Sales Directors (RBDs) & Regional Business Managers (RBMs).
• Provide managed care training and issue resolution as needed.

• Bachelor’s degree (Master’s degree preferred).
• 10+ years’ experience in pharmaceutical industry; biotech preferred.
• 5+ years in Market Access roles or comparable combination of Market Access/extended commercial team (Sales/Sales Mgt).
• Previous experience leading teams, National Account experience with Ascent, Evernorth & Prime Therapeutics preferred.
• Proven track record of leading teams and exceeding performance goals by developing and implementing effective pull‑through plans, including analytics and metrics to track success.
• Record of success working with a wide variety of Regional and Sub‑national payers, preferably within target accounts.
• Demonstrated ability to develop strong relationships with key decision makers in target accounts. Contracting and negotiation with National…