VP, National Accounts

Akebia Therapeutics•Cambridge, MA

7d•$307,913 - $380,363•Hybrid

About The Position

Nearly 37 million Americans are currently affected by Chronic Kidney Disease. 37 million. At Akebia we take that number very seriously and every day we come to work, with the purpose of bettering the lives of each person impacted by kidney disease and the renal community that serves them. Our tenacious, passionate employees’ challenge the status quo and work to develop unique therapeutics that have the potential to set new standards of care for people living with kidney disease. This is life-changing work, and we are all in, are you? This position is currently based in our Cambridge, MA office. Please note that our offices will be relocating to Waltham, MA later this year, and this role will transition accordingly. We follow a flexible, “magnet not mandate” approach to in-office work, encouraging collaboration and onsite engagement while supporting hybrid flexibility based on role and business needs.

Requirements

Bachelor’s Degree in a relevant area of study
15+ years’ experience in an account management role with responsibility for dialysis organization customers of varying sizes (LDO/MDO/SOD/IDO)
Established relationships with dialysis customers
3+ years as member of commercial leadership team
Clinical, technical and scientific knowledge and aptitude in complex disease state
Valid driver’s license

Nice To Haves

12 + combined years’ experience in the bio/pharmaceutical industry
Previous experience and relationships with large dialysis organizations preferred
Previous account management experience preferred
Previous team management experience preferred
Previous sales experience preferred
Experience integrating health economics and Medical Affairs resources into account management process
Experience in working in complex disease states
Advanced knowledge of Renal business issues including reimbursement logistics both within provider and payer areas
Proven track record of effective account management skills and of of building and maintaining positive business relationships with key decision-makers
Proven ability to develop and execute account level strategic and tactical plans

Responsibilities

Responsible for building, mananging and developing a team of experience account managers and directors responsible for the continual expansion of Akebia’s sales opportunities and product access within all dialysis organizations.
Responsible and accountable for attaining sales goals and objectives consistent with the company’s annual operating budgets and strategies.
This position has primary responsibility ensuring the efficient and compliant management of Akebia’s relationship with Dialysis Organizations including, but not limited to, overall customer relationship management, development of customer growth strategies, contract and pricing negotiation, quarterly business reviews, management of interactions between Dialysis Organization management and Akebia personnel.
In addition, this individual is reponsible for creating and sustaining a productive, collaborative and value enhancing business partnership in which Akebia’s products are supported and allowed to grow.
In addition, this role is responsible for communicating business issues and opportunities on an ongoing basis to internal senior management, The Board of Directors (as needed) and business colleagues; integrating sales and/or marketing strategies into interactions with customers (DOs); formulating of strategic plans and initiatives; gathering and interpreting relevant DO policy and/or business changes for dissemination to internal, Akebia, business partners.
This position plays a role as a key business partner interacting with the commercial business units, finance, legal, medical affairs, and compliance stakeholders as it pertains to Akebia’s relationship with these dialysis organizations and key provider accounts.
In addition to creating optimal access to Akebia’s approved product within these organizations, the role will work on launch strategies for Akebia’s product in development.
Akebia leader for dialysis organizations and GPO.
Support both in-line commercialization and launch planning process for Akebia products within dialysis organizations
Lead the development of account specific strategies and plans with clear account objectives and key results measured on a quarterly and an annual basis f
Build positive business relationships within assigned DO account(s) and ensure optimal access for physician prescribing of Akebia products within these accounts
Identify key business issues within assigned accounts in order to assess impact on Akebia product(s)
Lead the development and negotiation of contracts and/or Akebia-approved promotional programs within DO account(s)
Monitor and maintain a high level of awareness of treatment protocols and guidelines as well as access and reimbursement knowledge that may impact product utilization
Ensure contract compliance by reviewing business performance on quarterly basis
Work closely with internal stakeholders and dialysis organizations to ensure compliance with services agreements, such as reporting purchase, data and service fees
Be knowledgeable and effectively communicate organization-specific rules and promotional policies with Akebia field sales force
Effectively support sales and marketing by providing expert consultation on provider specific business issues
Compliantly work with Medical Affairs resources to support critical Akebia business initiatives across assigned accounts
Establish and maintain positive business relationships with key decisionmakers within assigned provider accounts leveraging Commercial and Executive leadership as needed
Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques
Maintain an outstanding level of negotiation skills, and techniques that result in favorable product positioning and fiscally responsible contract or program implementation
Work closely with Commercial leadership, Legal and Compliance on contracting strategies and execution
Maintain a comprehensive and detailed business plan
Maintain an outstanding ability to prepare and present executive level presentations
Manage territory and all assigned accounts within set OPEX and program budgetary and revenue guidelines
Develop and justify budgeting requests for specific customer programs
Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value-added program effectiveness
Maintain an outstanding level of dialysis service knowledge, techniques, treatment guidelines, pharmacologic approaches, and pharmacoeconomic impact to dialysis organizations and key account groups
Maintain an outstanding level of competitive companies, product lines, place in therapy, contracting activities, and value-added program knowledge