Senior Director, National Accounts

Your Role: 

The Senior Director, National Accounts primary responsibility is to lead the team in securing and maintaining profitable coverage (reimbursement) and access for LEO Pharma Inc. products within assigned National payers/Pharmacy Benefit Managers. The Senior Director, National Accounts will also build and lead successful pull through campaigns in collaboration with Regional Sales Teams & Regional Payer Account Executives to maximize the impact of the coverage and access by indirectly driving volume. Coverage and access goals will be achieved through contracting where necessary and non-contracting opportunities where possible, including successful pull-through of National contracts at the regional client level. 

The Senior Director, National Accounts will also ensure that the Payer Account Executives affected by these accounts, assess, and diagnose the current business environment in each key account to gain and maintain targeted formulary access with profitable terms, as well as maximize the pull through of the access with field sales colleagues.  The Senior Director, National Accounts would also be responsible for mentoring & indirect reporting responsibility for an assigned Payer Account Executive identified as a high performer and potential successor of this key National role.   

This is a remote opportunity, requiring up to 60% travel.  

Your Responsibilities:  

• Lead Payer Account Executives to leverage strong account management experience and strategic account planning to effectively penetrate affected custom client accounts, develop an understanding of their needs, and negotiate and maintain profitable access for LEO Pharma Inc. products 

• Utilize strong business acumen, comprehensive account and industry knowledge, and financial modeling to ensure that the PAE team develops compelling proposals and negotiations strategies, as needed. 

• Manages all aspects of assigned accounts focused on key relationships in Trade, Clinical, Economic, Analytics, & C-Suite personnel. 

• Leads & presents all Commercial, Managed Medicaid, & Medicare Part D negotiations at assigned accounts to the US Pricing Committee/ELT members for approval.  

• Work closely with Medical Outcomes Liaison team to demonstrate the clinical and economic value of LEO Pharma Inc. products to assigned payers. 

• Work closely National Field Reimbursement Teams to communicate appropriate coverage for LEO brands to field sales colleagues and appropriate Healthcare Practitioners. 

• Works with other members of the Market Access and Specialty Trade Leadership Team to develop overall contracting, access push- and pull-through strategies for account teams. 

• Ensures the PAE team builds effective pull through strategies and execution with Field sales that provides impactful pull through support for Sales teams that will drive plan performance, ensure contracts meet profitability targets and ultimately meet overall company sales objectives. Coordinates ongoing meetings to support sales pull through, messaging, and tools to drive utilization at plans with appropriate Key Performance Indicators in place. 

• Works with Analytics to develop and manage performance metrics and reporting for account team. 

• Ensure that PAE team develops and implements effective business reviews of key accounts/marketplace on at least a quarterly basis with Regional Business Sales Directors (RBDs) & Regional Business Managers (RBMs). 

• Provide managed care training and issue resolution as needed. 

Your Qualifications: 

• Bachelor’s degree: Master’s degree preferred. 

• 10+ years’ experience in pharmaceutical industry; biotech preferred. 

• 5+ years in Market Access roles or comparable combination of Market Access/extended commercial team (ie Sales/Sales Mgt) experience  

• Previous experience leading teams, National Account experience with Ascent, Evernorth & Prime Therapeutics preferred. 

• Proven track record of leading teams and exceeding performance goals by developing and implementing effective pull through plans, including analytics and metrics to track success. 

• Record of success working with a wide variety of Regional and Sub-national payers, preferably within target accounts. 

• Demonstrated ability to develop strong relationships with key decision makers in target accounts. Contracting and negotiation with National payers and Pharmacy Benefit Managers. 

• Documented account experience in dermatology biologics or similar therapeutic area. 

• Documented success working collaboratively and effectively with sales teams to execute pull through strategies that drive sales and in-turn, positively influence access decisions; and to help them overcome access barriers, including barriers based on UM restrictions and/or patient out-of-pocket costs. 

• Proven record of high ethical values and health care compliance. 

• Understanding of access issues in government segments in Federal Markets, Managed Medicaid, and Medicare Part D. 

• Educate sales colleagues on all Government Policy/Legislation related changes that may impact shared objectives; including proposed/passed policies and legislation, as well as any local/regional/national marketplace changes. 

The base salary range for this position is $200,000- $275,000 USD per year. The base salary range represents the anticipated low and high of the LEO Pharma range for this position. Salary will vary based on various factors such as the candidate's qualifications, skills, competencies, and proficiency for the role. In addition, some positions may include eligibility to earn commissions/bonus based on company and / or individual performance.