The National Account Director (NAD) is a field-based position dedicated to fostering relationships with, educating and influencing managed market payer organizations to increase appropriate physician/patient access to current and future Actelion products. This involves influencing both payer medical and pharmacy benefit plans for commercial and government payer segments, including Medicare (Parts B, C and D) and Medicaid. This position requires close coordination with many internal departments and functions - Strategic Market Directors, Sales, Therapy Access, Marketing, Contract Operations, Specialty Pharmacy/Distribution, PAH Pathways Hub, & Managed Markets Medical and HECOR Liaisons.
Primary responsibilities include the following. Other duties may be assigned.
+ Secure appropriate and profitable payer access by optimizing formulary position, positively influencing pharmacy & medical coverage policies and PA development securing payment for Actelion products and their associated devices with targeted payers.
+ Establish high-level business relationships with key decision makers by:
+ Providing appropriate levels of data to gain interest and traction;
+ Delivering analysis of scientific data, clinical practice goals, guidelines and anticipated economic outcomes as basis for ongoing payer-related efforts and interaction;
+ Engaging clinical expertise of Managed Markets Medical Liaisons or medical providers in delivering comprehensive product and disease state presentations to key decision makers.
+ Develop and execute annual strategic action plan for all assigned accounts
+ Coordinate strategy, action planning, and reporting to address national provider coverage and/or reimbursement needs by:
+ Providing high-value intervention with key payer contacts, physicians and institutional customers to overcome economic barriers and contribute to positive sales results;
+ Identifying and developing KOL advocates, and drive \"pull-through\" reimbursement initiatives at provider level for assigned national account lives through Sales teams.
+ Build relationships with national policy leaders, societies, HCP doctors and nurses, practice managers and patient organizations to monitor coverage and reimbursement issues.
+ Maintain and share key information regarding contacts, prior authorization requirements, trends, competitive intelligence, policy drivers, etc...across the organization.
+ Effectively partner with field Sales, MM Medical Liaison/HECOR Specialty Pharmacy and Therapy Access teams to provide support and information to payer and HCP customers in order to ensure optimal, appropriate and efficient access to Actelion therapies.
+ Build strong relationships with Strategic Marketing Directors (SMDs) to provide strategic guidance for key accounts
This job requires a combination of analytical, organizational and interpersonal skills. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education: BA/BS degree
+ Minimum of 12 years pharmaceutical, biotech, or medical device and progressive experience of which at least five years are in Managed Care National Account Management; equivalent combinations of advanced degree(s) with related work experience may be considered.
+ Current contracting, pharmacy, medical and clinical relationships on the National/Corporate Account level of largest PBMs (i.e. Optum, CVS/Caremark, ESI, Prime) & National plans (UHC, Anthem, Aetna, Cigna, Kaiser)
+ Possess a valid driver's license in the state of residence and maintain satisfactory driving record
+ 40% to 60% overnight travel.
+ Existing director and executive level relationships with key personnel at CVS/Caremark, Aetna and Humana strongly preferred
+ Located in geographical area advantageous to efficient travel to key accounts in assigned geography
+ Advanced degree(s) relevant to role
+ 12 years progressive Sales, Sales Management, Marketing, with Managed Markets national account experience
+ Experience with SteepRock CRM, Veeva and Davizta contract management software
+ Experience utilizing health economic models in delivering key access messaging
+ Healthcare, Pharmacy and Medical policy experience through employment at CMS, a state health department, private insurance plan, PBM or at a healthcare consulting company as a reimbursement subject matter expert
+ Excellent state and federal government healthcare policy as well as pharmacy channel knowledge
+ Understanding of national and state legislative, Medicare, Medicaid, VA/DOD/IHS and private payer initiatives affecting reimbursement of pharmaceutical and biotechnology products.
+ Excellent technical knowledge and expertise in payer pharmacy and medical policy, including all elements of reimbursement (coding, coverage and payment).
+ Ability to impact and influence across target organizations developing deep relationships beyond Pharmacy Contracting/Industry Relations personnel
+ Analytical/problem-solving skills with ability to understand business and financial implications of complex pre- and post-deal analytics, bids, contracts and formulary access restrictions
+ Ability to develop and execute innovative strategies to overcome disadvantaged product situations
+ Ability to influence without authority internally and cross-functionally
+ Ability to work independently as a self-motivator, gaining access to key decision makers that generates positive progress or traction across accounts
+ Excellent presentation, platform and executive presence skills
+ Excellent verbal and written communication skills
+ Excellent project management and follow-up skills
+ Excellent negotiation and team-selling skills
+ Excellent organizational and project management skills.
+ Proficiency in Concur, Excel, Word, and PowerPoint
Johnson & Johnson is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.