ViiV Healthcare (GSK) National Account Executive Director

ViiV Healthcare

2d•Remote

About The Position

ViiV Healthcare is a global specialty HIV company, the only one that is 100% focused on researching and delivering new medicines for people living with, and at risk of, HIV. ViiV is highly mission-driven in our unrelenting commitment to being a trusted partner for all people living with and affected by HIV. Our aim is to think, act, and connect differently through a focus on education on and treatment for HIV. We go to extraordinary lengths to deliver the sorts of breakthroughs, both in treatments, care solutions and communities, that really count. We go beyond the boundaries of medicine by taking a holistic approach to HIV through developing and supporting sustainable community programs and improving access to care. We are fully committed to push through every challenge until HIV/AIDS is eradicated. ViiV has played a significant part in delivering breakthroughs that have turned HIV into a manageable health condition. We offer the largest portfolio of HIV medicines available anywhere, and we continue our work to cater for the widest possible range of needs in response to the HIV epidemic. We are aware of how much is at stake for those affected by HIV and we show up every day 100% committed to the patients. Our work culture is fast-paced, diverse, inclusive, competitive, and caring. But ViiV isn’t just somewhere to work – it’s a place to belong, an invitation to bring your very best, and a team full of impact-driven team members who are hungry to make a difference. While we have been improving lives of HIV patients for 30 years, this is an especially exciting time to be at ViiV, as we evaluate novel approaches to treatment and prevention that could further reduce the impact of HIV on individuals and communities. We are seeking a strategic and results-driven National Account Executive to support profitable market access and optimal positioning for the ViiV HIV and PrEP portfolio across a broad range of payer channels, including Commercial, Medicare, Medicaid, Federal (VA, DoD, TriCare), ADAP, and purchase-based segments. This role is responsible for developing and executing customer-specific access strategies that meet or exceed business objectives, while influencing key decision-makers to secure favorable formulary coverage and product placement. The successful candidate will build and maintain strong relationships with assigned payer customers, proactively identify market and access challenges, and uncover opportunities to advance business goals. In close partnership with cross-functional matrix teams, this individual will help drive collaborative strategic planning, tactical execution, and effective payer engagement to support continued portfolio growth and patient access. Reports to the Field Vice President - US Payer Accounts.

Requirements

Bachelor’s Degree & 5+ years of pharmaceutical experience
2+ years of leadership experience in account, sales, or management (e.g. product, trade, pricing) in a matrix environment
Valid Driver’s License
Ability to travel extensively
Located within convenient travel distance of a major airport

Nice To Haves

MBA and/or advanced clinical/science/ health policy degree or equivalent
3+ years of successful payer account management experience
Extensive knowledge of the Managed Care industry, Payers (e.g. Commercial, Medicaid, Medicare, VA, DoD) and healthcare trends
Thorough understanding of Specialty Pharmacy and Specialty Distributors
Understanding of Payer & PBM reimbursement and control mechanisms
Buy and Bill expertise
Excellent communication (written & verbal), interpersonal influencing skills and prioritization skills
Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
Demonstrated analytical abilities
Strong presentation skills
People management experience
Payer marketing and/or contract development & management experience
Payer contracting experience / expertise
Negotiations and/or major account sales expertise / experience
Understanding of the laws and regulations impacting payer and provider engagements

Responsibilities

Establish and maintain strategic customer relationships with key individuals within the assigned accounts.
Develop / Assist the team in developing an extensive understanding of the customers’ organizational goals in order to assess their needs and develop plans, programs, and contracts (when necessary) that meet the needs of the customer, patients, and ViiV.
Expand and maintain customer network within assigned accounts beyond pharmacy or industry relations and into areas crucial to the future strategic vision of healthcare delivery.
Engage staff within the vertical integration chain (e.g. PBM, HealthPlan, Retail Clinic, Infusion Centers, Medical Mgmt Company, etc.).
Lead/Assist as directed to ensure broad, profitable formulary positioning for ViiV priority products within assigned national payer accounts.
Achieve RAR objectives vs. budget and governance guidelines.
Implement / Assist implementation of value-added programs intended to solidify formulary position of ViiV products and drive appropriate brand sales.
Compliantly assist with management / allocation of resources (support functions, programs, financial, and technical) to maximize patient-focused opportunities for ViiV and assigned accounts.
Analyze account data to assess performance and recommend actions to achieve business objectives including profitable access and effective pull-through of ViiV products.
Integrate ViiV offerings and capabilities to continually enhance the value proposition for key customer.
Lead / Assist with payer strategy development and implement account-specific strategies by incorporating business acumen, consultative selling techniques and business partnerships to create mutually rewarding relationships with assigned accounts.
Efficiently launch new products / formulations as measured by timely access, formulary &/or reimbursement status, and quality of coverage.
Negotiate price concessions and agreements (e.g. rebate, price protection, fees, VBA, and temporary price reduction agreements) as assigned.
Develop / Assist with contract recommendations within guidelines for select books of business (e.g. Commercial, Medicaid, Medicare) of assigned Payer accounts – inclusive of RAR impact.
Collaborate with Contract Strategy, Management, & Operations in preparation for Business Case Reviews with Contract Review Board and both U.S. (SPC) & Global Governance.
Collaborate with Contract Development on contract terms & conditions and ensure strategic intent and implementation.
Manage inquiries for rebate eligibility and compliance
Analyze the business environment for assigned customers and geographies to execute strategic and tactical plans, track trends and recommend alternative approaches where necessary.
Analyze accounts and recommend actions to ensure business objectives are achieved.
Coordinate strategic pull-through with the Pull-Through Center of Excellence and overlapping sales regions to maximize product access and appropriate growth.
Develop / Assist with business plan development and execution for assigned accounts.
Establish financial and strategic objectives by product for assigned accounts, including key tactical elements, budgets and critical success factors.
Collaborate to manage new product launch access forecast, action plans, push-pull, and lead/assist with PIEs and negotiations, as assigned.
Collaborate with matrix partners (such as Medical Affairs/Pricing and Contracting, Operations, Brand Payer Marketing, Field Reimbursement, Sales, SPP, etc.) to achieve strategic objectives.
Create and maintain Strategic Account Plans.
Plan and execute joint business reviews with ViiV leadership and select Payer Customers at least once per year.
Take lead as assigned.
Create / Assist with contract reviews and incorporate findings into strategic development & implementation as assigned.
Maintain in depth knowledge of the managed care industry, healthcare trends, and HIV & Specialty trends.
Train and improve product knowledge while building/maintaining strong competencies for an evolving marketplace.
Keep pace with the changing internal and external environment to ensure capabilities meet or exceed expectations.
Manage administrative requirements.
Understand and apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations