Enterprise Account Director - UHG

Role Summary

In this role, you will serve as GSK’s lead contact responsible for Emisar, OptumRx (Commercial and Medicare PBM’s). You will be responsible for executing GSK’s strategic positioning, delivering brand value propositions, negotiating optimal formulary access and effectively managing business relationships. Role will require 25% travel. The ideal candidate will have a strong background in managed markets, payer negotiation, portfolio strategy, and value-based partnerships, along with deep experience navigating complex relationships with major healthcare stakeholders. This role is field-based, with flexibility for hybrid work arrangements.

Responsibilities

• Ensure optimal formulary access for GSK products within Emisar and OptumRx National Commercial and Medicare formularies. In addition:
• Develop and lead strategy to meet or exceed goals of GSK products with a heavy focus on alignment with the Business Units, Finance, Pricing and Contracting, and the Market Access Leadership Team.
• Lead the development of internal business case documents with emphasis on account specific strategy and financial objectives.
• Lead the execution of GSKs Pharmacy and Medical Benefit contracts.
• Develop an extensive understanding of the customers' organizational goals in order to assess their needs and develop plans/programs to meet both the needs of the customer and those of GSK.
• Work closely with your Enterprise teammates by championing the “Enterprise Mindset” and sharing strategic ideas to foster innovative approaches to enhance GSKs position in the market.
• Collaborate regularly with other Enterprise Account Directors as well internal stakeholders responsible for Emisar/OptumRx in other channels (Trade, Specialty Pharmacy, Vaccines)
• Interface with the Pricing and Contracting team, Market Access Strategy, Access and Reimbursement Managers, and Contract Management and Operations to maximize product access and pull-through.
• Work closely with the Contract Analyst Manager and Enterprise Market Analytics Director to develop Business Case Documents for internal GSKs Contract Review Board and Strategic Pricing Council.
• Work closely with the Contract Development Manager on all contract terms & conditions, understanding language intent, and execution of the Pharmacy and Medical Benefit Contracts.
• Maintain a high level of knowledge of the managed care industry and healthcare trends.
• Maintain a high level of knowledge of Respiratory, Oncology, Specialty and Vaccine trends.
• Understand and apply Compliance Policies and Procedures (CPP).

Qualifications

• Required: Bachelor’s Degree
• Required: Minimum 5+ years of pharmaceutical experience
• Required: 3+ years of account management, contracting, sales management, or product management experience
• Required: Valid Driver’s License
• Preferred: GPO/PBM contracting experience.
• Preferred: Payer marketing and/or contract management experience MBA and/or advanced clinical/science degree
• Preferred: Deep knowledge of Specialty, Oncology, and Vaccine payer/distribution.
• Preferred: Understanding of reimbursement and control mechanisms by PBMs
• Preferred: Excellent negotiation and/or major account sales skills
• Preferred: Demonstrated ability to establish and maintain relationships with key customers and internal stakeholders
• Preferred: Deep knowledge of the managed care industry and healthcare trends
• Preferred: Understanding of the laws and regulations covering providers and payers
• Preferred: Ability to apply Compliance Policies and Procedures (CPP) in unstructured and fluid situations.
• Preferred: Strong analytical skills
• Preferred: Excellent communication skills (written & verbal)
• Preferred: Strong presentation skills
• Preferred: Full accountability for meeting strategic objectives

Additional Requirements

• Travel: 25% travel required for customer meetings and conferences