Director, Payer National Accounts

Fresenius Kabi USA

19h•$165,000 - $200,000

About The Position

The Director, Payer National Accounts is responsible for developing, evolving and executing the strategic operating plan for their key national accounts and managing the customer(s)’ business. The employee is accountable for securing profitable access for all Biopharma and Specialty products and serves as the single face of Fresenius Kabi for their account(s). They are responsible for managing their customers’ entire book of business (commercial, Medicare, Medicaid etc.) They need to have a deep understanding of their business model and growth strategies, establish broad, key executive relationships and look for innovative ways to drive Fresenius Kabi’s business. The individual needs to direct large, stakeholder internal teams, inclusive of business leaders, to create strategies to optimize product revenue, ensure profitable access, maximize outcomes, execute service agreements, develop customer initiatives, etc. The employee is responsible for increased interactions with Fresenius Kabi internal leaders cross functionally, providing key customer insights, and reporting on customer, product and innovation progress on an ongoing basis.

Requirements

Bachelor’s degree required. Master’s degree preferred.
Minimum 10+ years pharmaceutical/biotech experience in sales, sales management, marketing, or national/payer accounts.
Experience leading payer initiatives.
Exceptional business and clinical acumen.
Strong presentation skills: ability to clearly convey ideas to key internal organizational stakeholders as well as specific decision makers in selected accounts.
Ability to lead within the matrix: knows how to get things accomplished both through formal channels and the informal network.
Strategic thinker: Understands the origin and reasoning behind key policies, practices, and procedures.
Ability to interact with senior leaders and work across functional groups to build consensus and action.
Demonstrated success in account management.
Must have the ability and willingness to travel frequently (auto and air).
Must maintain all requirements for access to customer sites, including active and current compliance with all credentialing requirements (may include COVID-19 and annual influenza vaccinations), in order to perform the essential functions of the role at customer locations.
Ability to work flexible hours and weekends to meet business/customer needs.
Participates in any and all reasonable work activities as assigned by management.

Responsibilities

Direct the customer’s access strategies for the Biopharma portfolio; negotiate product contracts and service agreements and monitor contract compliance.
Mobilize Market Access, Medical Affairs and Executive Leadership participation in key customer meetings.
Direct the broad stakeholder team to achieve customer and product strategies and goals.
Responsible for feeding key customer insights and product trends to HQ personnel, shaping current and future strategies.
Responsible for the development and implementation of major customer initiatives.
Responsible for developing long-term strategic customer op plans and short-term business plans
Direct the analysis and measurement of key business drivers and objectives including relationship effectiveness, value proposition and other operational and financial indicators for their customer(s).
Develop detailed and compelling proposals for plan level contracting strategies within assigned accounts, 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.
Responsible for the development of the account plan and the overall account strategy to include all stakeholders while working collaboratively to match customer’s needs and expectations with internal Fresenius Kabi capabilities (e.g. Medical, Finance, Marketing, R&D, Outcomes Research).
Director will communicate on the following: national commercial payers, PBM’s, Medicaid, Medicare, clinical pathway organizations, payer owned specialty pharmacies, product distribution updates, and state government affairs.