Senior Director, Market Access, Corporate Accounts

Apellis Pharmaceuticals • Minneapolis, MN

5d • $241,000 - $361,000

About The Position

Opportunity awaits those up to the challenge of developing transformative therapies across a broad range of debilitating diseases. Summary: The Sr. Director, Market Access, Corporate accounts will lead a field team of Corporate Account Directors to support robust access for some of the most challenging diseases patients face. This role reports to the Head of Market Access and will have a significant role in unlocking the blockbuster potential for SYFOVRE in geographic atrophy (GA) and EMPAVELI across multiple rare diseases. This role will also provide strategic considerations for Apellis’ robust pipeline. The individual will be responsible for managing the payer-focused commercial field team, implementing customer-facing programs, and execution of account management activities. The person will directly manage a “best in class” corporate account director team and will be responsible for the successful implementation of a strategic and tactical plan to support patient access. The Sr. Director will have responsibility for a team that calls on multiple external customer types: National Accounts, Regional Accounts, Medicare (DME MACs, MA and PDP), Medicaid, PBMs, and Federal Accounts. This role will require significant collaboration with other market access team members as well as cross-functional partnerships with Sales, Marketing, Medical, Commercial Operations, and Patient Services.

Requirements

• Bachelor’s degree in a related business or scientific discipline
• Strong understanding of reimbursement (Buy & Bill) pathways, pharmacy-benefit management, Medicare (Parts A, B, C, D), Medicaid, and commercial payer dynamics
• Understanding of financial concepts and contracting issues, including legal and best price and ASP implications
• Understanding of specialty pharmacy networks and patient out-of-pocket dynamics
• Proactive, results oriented, self-starter motivated by the desire to do the right thing for the patients and their caregivers
• Excellent planning, organization and time management skills including the ability to support and prioritize multiple projects
• Experience managing direct reports
• 10+ years of pharma/biotech access-focused experience, with at least 5+ years with management experience.
• Proven launch experience
• Strong oral and written presentation skills and executive presence.
• Proven ability to work in a fast-paced, highly visible and dynamic environment; able to work effectively with ambiguity and incomplete information.
• Ability to influence and lead across functions; operate in a matrix environment.
• Must be a highly cross functional team player that is willing to participle in activities that may not necessarily be in his/her core responsibilities
• Must adhere to Apellis’ core values, policies, procedures and business ethics
• 50% Travel

Nice To Haves

• Experience in rare diseases preferred

Responsibilities

• Team Leadership Lead, develop, and motivate a high-performing team of Corporate Account Directors to deliver results aligned with department goals.
• Cultivate direct relationships with senior leaders at key accounts to strengthen strategic partnerships.
• Coordinate activities of the corporate account team in cooperation with the patient hub and external partners to minimize barriers to access on a patient specific basis.
• Identify opportunities for pull-through and improved account access in partnership with other field and home-office teams.
• Prioritize customer call priorities / tiering of accounts that directs the field team to address top priorities in an urgent manner.
• Lead cross functional teams in developing and executing access-focused Corporate Account Plans in cooperation with relevant functions (Sales, MSLs, Medical Affairs, Marketing and Pricing).
• Partner with the Access Marketing team to create an impactful and strategically-aligned tactical plan for the payer segment to successfully support access and awareness of Apellis’ products.
• Identify, create, and execute specific programs and services to support best in class market access support.
• Payer Strategy Partner with pricing and strategy leads to develop and implement payer contracting strategies.
• Lead strategic direction and accountability for contract negotiations to support Apellis’ access goals, including discounts, rebates, administrative fees, and innovative contracting constructs, in accordance with Pricing Committee Guidelines and corporate objectives.
• Lead strategic planning exercises to inform the long-term Apellis access strategy including presentations and alignment with executive leadership
• Develop payer strategy for pipeline programs and provide input to lifecycle management activities as needed.
• Lead internal reviews to ensure cross-functional teams are aware of ongoing payer activities and mitigation plans for any challenges or risks.
• Maintain a deep understanding of the payer environment, including PBMs, private payers, and government channels and educate internal partners as required.
• Performance Management Set clear performance objectives/expectations and provide ongoing coaching and development of direct reports including designing incentive compensation plans and concrete business objectives.
• Create KPIs that measure success and align with Apellis’ business objectives.
• Ensure account activity is accurately reflected in the CRM system and analyze key reports to ensure objectives are met an can be communicated internally to senior leadership.
• Continuously review, evaluate and recommend improvements to organization to enable higher performance.
• Manage field team expenses according to budget.
• Ensure all field team activities are conducted compliantly.
• Up to 50% travel, including customer meetings, conferences, and internal cross-functional workshops.

Benefits

• Apellis offers a comprehensive benefits package, including a 401(k) plan with company match, inclusive family building benefits, flexible time off, summer and winter shutdowns, paid family leave, disability and life insurance, and more!
• Visit https://apellis.com/careers/benefits/ to learn more.

What This Job Offers

• Job Type: Full-time
• Career Level: Director