At CSL Vifor, we provide solutions for iron deficiency, nephrology, and cardio-renal therapies to help patients improve their health globally.
As a global pharmaceutical company, we offer opportunities for professional and personal development within our worldwide team. You will report to the Head of Market Access and Trade; the National Corporate Account Associate Director will aim to minimize and remove barriers to access company products for patients with large national insurers, Pharmacy Benefit Managers (PBMs), Regional Payers, and State Medicaid. This role includes overseeing GPO agreements for large GPO customers.
Key Responsibilities:
Payer Relations: Establish and maintain strong relationships with key payers at all levels in the account, including pharmacy and medical key decision-makers for current and future products. Seek opportunities for synergy and partnership to achieve both Vifor Pharma US and customer goals. Transparent and proactive customer planning.
Contract Negotiation: Lead the development and negotiation of payer contracts for assigned accounts to ensure profitability for the organization.
Market Access Strategy: Partner with the Head of Market Access to develop and implement national and regional market access strategies aligned to brand planning for products in the portfolio. Execute managed market initiatives to a high level of achievement.
Account Planning: Develop, maintain, and execute account business plans that deliver on described requirements and are utilized to provide strategic insights influencing internal stakeholders' thought processes to achieve access goals.
Stakeholder Engagement: Increase the key contacts within the payer accounts to engage in clinical and cost of care discussions to drive formulary acceptance for the portfolio of products
Market Intelligence: Stay informed about market trends, policy trends, and payer dynamics that will impact account negotiations and future planning for current and future products. Demonstrate managed markets knowledge and leadership with both internal stakeholders (RAMs, internal cross-functional teams, including Marketing, Pricing and Contract Management, Legal, Senior Leadership, MSDs (Medical Scientific Directors), OPs, and Sales Leadership teams) and external stakeholders (payer customers, KOLs). Show thorough understanding of how policy and formulary decisions are made by each key targeted payer and how best to influence and positively impact these decisions.
Reporting: Monitor and report on activity against account plans and review and monitor all pull-through plans with field-based teams.
Collaboration: Collaborate with sales teams and other internal functions to achieve business goals. Work with and influence local CSL Vifor US.
Minimum Requirements:
- Bachelor’s degree required, MBA preferred
- 10+ years’ experience in biotech/pharmaceutical industry
- 7+ years’ experience with contract strategy, managed care, sales/marketing within biotech/pharma industries
- In-depth understanding of pharmacy and medical benefits designs, commercial, Medicaid, and Medicare (FFS and Managed).
- Excellent communication and interpersonal skills, ability to build strong relationships
- Strategic thinking: Ability to develop and implement strategic account plans
- Problem Solving: Ability to identify and resolve complex issues
- Experience working with National payers, including PBMs or related Health Care customers related to positive formulary wins, contract negotiations, and other success measures. Existing understanding of National Payers and relationships within these accounts is critical.
Preferred Requirements:
- Demonstrated success as a Sales Leader and ability to coach without authority
- 5+ years field sales, field sales management experience preferred (Regional/National Sales Director) or similar Health Care Leadership experience
- Experience working with Medicare Part D, commercial, and Medicaid payers
- Comprehensive understanding of private/commercial insurance reimbursement, government payer Medicare Part D, VA, etc.
- Experience in cardiovascular, renal, or metabolic areas, including dialysis and hospital experience
The expected base salary range for this position at hiring is $160K - $200K. Please note this salary range reflects the minimum and maximum base pay that CSL expects to pay for this position at the listed location as of the time of this posting. Individual base salary for you is determined by qualifications, skill level, experience, competencies, and other relevant factors. In addition to base salary, total compensation for this role will also include sales incentive compensation and may include equity.
Our Benefits
We offer a full range of medical/dental/vision, financial, and other benefits, including 401(k) eligibility and various paid time off benefits, such as vacation, holidays, sick time, and parental leave.
About CSL Vifor
CSL Vifor aims to become the global leader in iron deficiency and nephrology.
The company is a partner of choice for pharmaceuticals and innovative patient-focused solutions across iron, dialysis, nephrology and rare conditions. CSL Vifor strives to help patients around the world with severe, chronic and rare diseases lead better, healthier lives. It specializes in strategic global partnering, in-licensing and developing, manufacturing and marketing pharmaceutical products for precision patient care.
For more information, please visit viforpharma.com
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