Senior Director, Managed Care Accounts (Payers)

Role Summary

Senior Director, Managed Care Accounts (Payers) leads Neurocrine's national account team focused on payers, PBMs, and health plans. Responsible for securing and maintaining optimal product coverage and access across Commercial, Medicare Part D and Medicaid. Develops and executes customer strategies to build strategic relationships with national managed care accounts and their affiliates, regional accounts, and state Medicaid programs. Serves as a key member of the Market Access Account Management team, collaborates with the Leader to develop pricing and contracting customer strategies for product launches and educating the organization on managed markets issues.

Responsibilities

• Establishes Neurocrine Biosciences as a leader in the treatment and support of patients with Tardive Dyskinesia, CAH and other therapeutic areas through development of strong payer and key customer relationships
• Develops comprehensive customer account strategies, segmentation, prioritization, and tactical account plans for payer organizations based on formulary review processes, coverage policies, and utilization controls
• Leads and manages the payer account team, establishing performance goals and metrics, overseeing execution, and supporting individual development plans
• Builds and sustains long-term customer partnerships with National Managed Care Accounts and their affiliates, Regional Accounts and State Medicaid, based on deep understanding of the customer organization, structure, and business priorities
• Develops, negotiates, and implements contracts to support brand strategies and secure optimal product access
• Partners with marketing and field sales leadership to develop pull-through programs that maximize appropriate utilization and market opportunity
• Coordinates pull-through activities with field sales to support access opportunities and challenges ultimately resulting in significant ROI
• Provides expert insight and in-depth analysis related to account performance, market trends, competitive activity, and business opportunities
• Communicates regularly to senior management on opportunities, challenges, and performance of payer accounts
• Presents payer outlook at internal business reviews and national/regional sales meetings
• Partners with Medical Affairs and HEOR to develop clinical and financial value stories and evaluate pricing and contract strategies across customer segments
• Identifies, monitors, and analyzes healthcare and public policy trends of significance to Neurocrine and develops recommendations based on these trends
• Other duties as assigned

Qualifications

• BS/BA degree in life sciences, finance/accounting or closely related field and 15+ years of medical life science industry experience with strong national/regional account management background OR
• Master's degree and 13+ years of similar experience as noted above OR
• PhD and 10+ years of similar experience as noted above and extensive previous leadership experiences also required
• Acts as a "trusted advisor" across the company and may be recognized as an external expert
• Provides strategy, vision and direction regarding issues that may have company-wide impact
• Deep track record of successful wins across core customer channels: National Payers, Regional Payers, PBMs, State Medicaid, Medicare Part D
• Strong existing relationships and access to key decision makers at National Payer plans and PBMs
• Success in building, managing and leading account teams
• Mastery of overall Account Strategy, alignment and approach
• Mastery of Pricing and Contract Strategy in the key payer segments: commercial, PBM, Medicare Part D, and Medicaid
• Skilled in pull-through strategies and execution with demonstrated ability to connect with field sales leadership and drive product demand
• Strong commercialization and launch experience with retail and specialty pharmaceuticals, preferably within CNS
• Thorough working knowledge of legal, regulatory and compliance environment surrounding pharmaceutical promotion and communications in Managed Markets
• Expert level understanding of pricing, government payers and specialty pharmaceutical markets
• Excellent analytical skills and intuition with an effective problem-solving mindset
• Very strong negotiating, relationship building and communication skills, both written and verbal
• Demonstrated ability to influence and lead others
• Team player/coach with the willingness to operate at both strategic and tactical levels
• Experience working with large scale payers including managed care, PBMs, and government programs
• Strong commercialization and launch experience with retail and specialty pharmaceuticals required, preferably within CNS

Education

Additional Requirements

• None