National Account Director, Market Access - AIR US, Southeast

National Account Director, Market Access - AIR US, Southeast

Department: BU AIR

Job Type: Direct Employee

Business Area:
Mktg, Market Access, Bus. Excellence & Med. Affair

Contract Type:
Permanent

Location:

Georgia, US

Based in Parma, Italy, Chiesi is an international research-focused biopharmaceutical group with 90 years’ experience, operating in 31 countries. More than 8,000 employees across the group are united by a singular purpose: promoting a healthier world for our people, patients, and the planet. This is what drives us as we research, develop, and market innovative drugs across our main therapeutic areas.

At Chiesi we are thinking generations ahead, driving sustainable innovation with purpose. This fosters a culture of reliability, transparency, and ethical behaviour at every level. As a Benefit Corporation and a certified B Corp, we have embedded sustainability in our bylaws and continuously measure our impact.

Diversity, inclusion, and equal opportunity are at the heart of who we are. We believe our differences make us stronger. We are a vibrant ecosystem of passionate, talented individuals united by strong values, each bringing unique perspectives that help us to continuously challenge the status quo for the better.

The National Account Director (NAD) contributes to the company's success by being one of the lead contacts with regional and individual state Managed Access customers. This individual will play a critical role in executing corporate payer strategy by developing strategic relationships, along with securing formulary and/or medical policy access for Chiesi AIR products within the assigned National Market Access accounts. This individual is also responsible for developing and adapting strategies for efficiently achieving stated objectives.

• Consultative Selling:
  • Conduct structured presentations and business meetings with assigned Market Access accounts
  • Leverage a deep understanding of each customer's business processes and environment; actively engage with them to obtain optimal formulary access.
  • Manage meetings and communications to achieve account goals and objectives.
• Account Business Planning and Development:
  • Utilize active account planning to execute business plans for assigned accounts.
  • Develop National Account Business using knowledge of our customers and market influences affecting their businesses. Work with other internal stakeholders/team members to secure optimal formulary access of AIR products with these customers.
  • Identify and allocate appropriate resources; track results and adjust as needed.
  • Create and modify short-term and long-term plans for customers, offering mutually beneficial solutions.
  • Track and analyze product and account performance; communicate findings internally.
• Tactical Execution:
  • Secure optimal formulary status, aligned with the Market Access business unit goals.
  • Support National Account Director pull through initiatives for regional plans of national payers.
  • Identify, develop, and execute business opportunities by focusing on the appropriate positioning of Chiesi products with Market Access customers.
  • Work collaboratively with Sales and Marketing to effectively maximize current payer scenarios. Negotiate and execute formulary contracts where applicable, within the approved rebate liability limits and aligned with the Market Access business unit goals.
• Implement targeted pull-through strategies within assigned accounts, encompassing comprehensive product education, formulary access optimization, and modeling in collaboration with PBMs.
• Partner effectively with the National Account Team, Marketing, and Management to accomplish regional objectives and support overarching organizational goals.
• Cultivate and maintain strategic relationships with key regional accounts, including health plans, IDNs and assigned State Medicaid plans.
• Demonstrate in-depth knowledge of the dynamics between health plans and PBMs to facilitate informed decision-making.
• Continuously monitor and assess market trends, the competitive landscape, and policy developments to guide strategic planning.
• Deliver actionable insights and recommendations to leadership regarding regional market access opportunities and potential challenges.
• Collaborate proactively with sales teams to ensure they are equipped with current market access intelligence and educational resources.
• Customer Relationship Management:
  • Develop specific plans to leverage account contacts via a 3x3 integration approach.
  • Communicate effectively with both internal stakeholders and external payers/ customers.

• BS/BA in life sciences or comparable
• 5 - 10 years relevant experience in the pharmaceutical/biotech industry required
• Experience working with regional payers
• Current, in-depth knowledge of current trends in regulation and reimbursement
• Demonstrated initiative, creativity and strategic relationship building
• Demonstrated ability to develop, communicate, and…