Health Care Systems - Hybrid Integrated Account Executive - Louisiana, Mississippi and Alabama

MSD•Biloxi, MS

10d•Hybrid

About The Position

This hybrid position will have responsibilities for both Integrated Delivery Systems and Regional Health Plans within the assigned geography and for assigned accounts. This is a field-based account management position that is responsible for covering the states of Louisiana, Mississippi and Alabama; therefore, the 25% - 50% of travel required may be less, or more, depending on where a candidate resides in the geography. Primary Activities & Responsibilities include but are not limited to the following: The Health Care Systems - Hybrid Integrated Account Executive will manage the business relationship between our company and assigned customer accounts with the following goals: Establishing profitable product access within our company product strategy. Optimizing Net Sales and Contract Performance across a portfolio of our company products. Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship. Integrated Delivery Systems Activities: The account executive is responsible for appropriately addressing customer educational needs, interacting with multiple stakeholders within the assigned account to enhance our company business relationship with its customers. Each IAL is responsible for the following designated customers as assigned by the HCS Regional Director: Integrated Delivery Network (IDN, including hospital outpatient and home-infusion if IDN owned). Federal accounts (including Veterans’ Affairs and Military Treatment Facilities). Corrections. The account executive engages senior Institutional Leadership and is responsible for building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer, and in-depth knowledge of the same for our company. The account executive engages senior Institutional Leadership in the following roles using approved messages and resources: Pharmacy Service Line and will serve as lead for the assigned customers across all our company account teams with overlapping contacts with the customer. Information Technology Departments and will serve as lead for assigned customers across all our company account teams with overlapping contacts with the customer. Veterans Integrated Service Network (VISN) & VISN Pharmacy Executive within the Veterans’’ Affairs system. C-Suite in top assigned accounts. Key responsibilities could include the following: Economic: Develops strategic and tactical account plans for assigned accounts. Persuasively presenting Group Purchasing Organization (GPO) brand pricing programs to pharmacy leadership. Negotiate direct contracts, where appropriate. Communicating approved financial, health care economic and budget impact models. Operational: Communicating product access with overlay Field Based Employees (FBE) for assigned IDN accounts. Confirming customer contracts are properly loaded to provide the appropriate contract pricing to the eligible sites of care. Communicating approved information to customer Information Technology departments. Leads account planning for assigned IDN Accounts with other IAM colleagues and FBE’s. Manages on going communications to extended Team. Account coordination and access facilitation to overlapping contacts with FBE’s. Promote assigned our company products along entire continuum of care (transition of care) using approved messages and resources. Conducts appropriate business review of account performance to optimize net sales for our company. Clinical: Communicate to customers the clinical value proposition for assigned products using approved messages and resources. Appropriately use approved our company resources to meet customer educational needs. Region Heath Plan Activities: The account executive leads the development and implementation of long-term Customer Account Plans. The account executive collaborates with the customer team to identify and pursue areas of mutual opportunity (Payers and HCP's) based on better health outcomes for patients. Negotiates contract terms and conditions with the customer. Customer Account Planning and Management: Accountable for payer customer/portfolio P&L (revenue and expenses); works with other stakeholders (Customer Manager, Directors, Planners) to provide input on resource allocation decisions across customer targets within the larger geography. Serves as the primary interface and owner for the regional health plan accounts and is responsible for the overall customer experience. Establishes relationships and maintains a pervasive communication network with the customer at many levels, including corporate personnel, medical directors in charge of provider networks, quality directors, pharmacy directors, financial directors, COO, CEO. Conducts business strategy discussions and performance reviews with key customers on a regular basis (plays a significant role in ensuring that the Director of Commercial Operations, Customer Team Leader(s), and understand the (payer) customer's business strategy and support it at the local HCP level). Proactively meet with customers to solicit feedback and adjust plans on a regular basis. Develop Customer Account plans aligned with Managed Care and brand strategies over a 3-5-year time horizon. Solicits input from Director of Commercial Operations, Customer Team Leader(s), and other relevant stakeholders to develop the long-term customer plan. Assesses competitor position as part of account plan development. Identifies, understands and can articulate the key drivers affecting the customers' business including the customer's long-term plan and objectives. Utilizes customer account strategy to define the objectives of the customer relationship. Identifies potential customer issues and needs (clinical, financial, business). Collaborates with the customer to identify and pursue areas of mutual opportunity, focused on better health outcomes for patients. Develop innovative contracting to support better health outcomes. Leverages programs and services designed to improve treatment and better outcomes for patients. Represents the voice of the customer and advocates on behalf of the customer. Coordinates and manages the communication process between customers and identified internal or external expert(s) and ensures customer needs are accurately identified and addressed. Proactively identifies the internal and external experts needed to communicate complex clinical and scientific information to customers. Based on customer needs, provide appropriate clinical support and knowledge related to our company products. Communicates our company activities that would be relevant to the Customer including promotional positioning (support of appropriate utilization) and/or provider quality and outcomes-based activities. Provides feedback to and gains feedback from, the Solutions Consultant to ensure solution meets customer need.

Requirements

Bachelor's degree (BA/BS/BSN)
Minimum (3) years of Managed Care experience in an account executive/leader role (e.g. Payer, Institutional, Integrated Delivery segments) or a minimum (5) years of combined Managed Care-related experience at the Associate Director/Director level (e.g. Customer Team Leader, Managed Care Marketing, Solutions, Planning)
Demonstrated Business Acumen (understanding broad business implications through experience working in Marketing, Sales and/or Managed Care business)
Strategic and Tactical Planning skills
Negotiation skills
Experience working in cross-functional teams.
Consultative Selling skills with clinical and scientific knowledge
Ability to travel, including overnight travel, within the assigned geography to fulfill the responsibilities of this position
Account Management
Account Management
Business Strategies
Clinical Care
Clinical Support
Communication
Contract Lifecycle Management (CLM)
Contract Management
Contract Negotiations
Contract Pricing
Customer Experience Management
Customer Needs Analysis
Data Analytics
Environmental Issues
Financial Acumen
Healthcare Trends
Health Outcomes
Identifying Sales Opportunities
Interpersonal Relationships
Key Account Planning
Managed Care Marketing
Market Research
Medical Economics
P&L Modeling
Profit Planning
Valid Driving License

Responsibilities

Manage the business relationship between our company and assigned customer accounts
Establishing profitable product access within our company product strategy
Optimizing Net Sales and Contract Performance across a portfolio of our company products
Ensuring proper oversight and compliance with all our company policies and exercising appropriate financial stewardship
Appropriately addressing customer educational needs
Interacting with multiple stakeholders within the assigned account to enhance our company business relationship with its customers
Engaging senior Institutional Leadership
Building trust and credibility with their assigned customers through strong interpersonal relationships, in depth knowledge of the customer's organization, objectives, and business and environmental issues impacting the customer, and in-depth knowledge of the same for our company
Developing strategic and tactical account plans for assigned accounts
Persuasively presenting Group Purchasing Organization (GPO) brand pricing programs to pharmacy leadership
Negotiate direct contracts, where appropriate
Communicating approved financial, health care economic and budget impact models
Communicating product access with overlay Field Based Employees (FBE) for assigned IDN accounts
Confirming customer contracts are properly loaded to provide the appropriate contract pricing to the eligible sites of care
Communicating approved information to customer Information Technology departments
Leads account planning for assigned IDN Accounts with other IAM colleagues and FBE’s
Manages on going communications to extended Team
Account coordination and access facilitation to overlapping contacts with FBE’s
Promote assigned our company products along entire continuum of care (transition of care) using approved messages and resources
Conducts appropriate business review of account performance to optimize net sales for our company
Communicate to customers the clinical value proposition for assigned products using approved messages and resources
Appropriately use approved our company resources to meet customer educational needs
Leads the development and implementation of long-term Customer Account Plans
Collaborates with the customer team to identify and pursue areas of mutual opportunity (Payers and HCP's) based on better health outcomes for patients
Negotiates contract terms and conditions with the customer
Accountable for payer customer/portfolio P&L (revenue and expenses); works with other stakeholders (Customer Manager, Directors, Planners) to provide input on resource allocation decisions across customer targets within the larger geography
Serves as the primary interface and owner for the regional health plan accounts and is responsible for the overall customer experience
Establishes relationships and maintains a pervasive communication network with the customer at many levels, including corporate personnel, medical directors in charge of provider networks, quality directors, pharmacy directors, financial directors, COO, CEO
Conducts business strategy discussions and performance reviews with key customers on a regular basis (plays a significant role in ensuring that the Director of Commercial Operations, Customer Team Leader(s), and understand the (payer) customer's business strategy and support it at the local HCP level)
Proactively meet with customers to solicit feedback and adjust plans on a regular basis
Develop Customer Account plans aligned with Managed Care and brand strategies over a 3-5-year time horizon
Solicits input from Director of Commercial Operations, Customer Team Leader(s), and other relevant stakeholders to develop the long-term customer plan
Assesses competitor position as part of account plan development
Identifies, understands and can articulate the key drivers affecting the customers' business including the customer's long-term plan and objectives
Utilizes customer account strategy to define the objectives of the customer relationship
Identifies potential customer issues and needs (clinical, financial, business)
Collaborates with the customer to identify and pursue areas of mutual opportunity, focused on better health outcomes for patients
Develop innovative contracting to support better health outcomes
Leverages programs and services designed to improve treatment and better outcomes for patients
Represents the voice of the customer and advocates on behalf of the customer
Coordinates and manages the communication process between customers and identified internal or external expert(s) and ensures customer needs are accurately identified and addressed
Proactively identifies the internal and external experts needed to communicate complex clinical and scientific information to customers
Based on customer needs, provide appropriate clinical support and knowledge related to our company products
Communicates our company activities that would be relevant to the Customer including promotional positioning (support of appropriate utilization) and/or provider quality and outcomes-based activities
Provides feedback to and gains feedback from, the Solutions Consultant to ensure solution meets customer need
Interface with Contract Management and serve as the primary negotiator with the customer for product price discounts
Develops negotiation strategy in collaboration with Financial-Contracting Manager/Director
Communicates actively with Customer Team Leader and customer team members regarding customer priorities, issues, and initiatives
Coordinates with Customer Team Leader counterparts on a very frequent basis to ensure understanding of the customer's business issues and appropriately leverage opportunities to improve alignment between the HCP and Payer customers (identify issues, opportunities and interdependencies between Payers and Providers)
Understands of the interplay of key MC customers and regional stakeholders (provider networks, state and local government, clients (employer and member)) to establish relationships with influencers that will impact the customer relationship and maximize customer value