Senior National Account Director - Market Access (Remote - West)

Role Summary

You are an expert when it comes to Market Access. You love to cultivate and manage key payer relationships with identified Managed Care Organizations (MCOs), Pharmacy Benefit Managers (PBMs), GPOs, and Governmental Payers. You have a successful history of being highly collaborative and exceptionally strategic and are ultimately looking to work for a company that is innovative and inspiring where you can truly make a difference.

Location: Remote within assigned territory (CA, AZ or CO preferred). Travel: up to 80% (including overnight).

Responsibilities

• Relationship Management: Establish and maintain UT’s relationships with assigned National Accounts, KOL Payer stakeholders, and National Payer thought leaders. Identify and develop business relationships with the largest and most complex Payers and MCO stakeholders. Act as the primary resource for all Market Access related opportunities/issues, partnering with field sales and educating them on key managed care concepts
• Strategic Planning and Execution: Identify, develop, and implement payer access strategies and product-aligned MCO business plans. Optimize UT coverage opportunities with a focus on ROI and market competitiveness. Drive new product Payer uptake, formulary access, and coverage, enhancing current UT product access
• Collaboration and Communication: Communicate regularly with the National Director of Payer Engagement, Market Access leadership, and cross-functional teams (Patient Experience, Trade, Marketing, Legal, Compliance, Field Sales). Translate payer opportunities into increased revenues and communicate the payer perspective to Market Access leadership. Prepare and present formal business and product presentations to educate payers on the clinical and economic benefits of UT products
• Contract Negotiation and Compliance: Negotiate and implement contracts within the guidance of UT Market Access leadership, Finance, and Legal parameters. Maintain an in-depth understanding of Pharma compliance requirements, providing guidance and leadership on compliance aspects
• Leadership and Mentorship: Display leadership among Market Access peers and act as a mentor for the NAD team, providing input, direction, and encouragement. Initiate new projects to add value to the market access team, sales organization, marketing, PRC, and medical affairs. Create tools and training materials to educate internal and external customers about the department’s functions
• Support for UT’s Subsidiary, Lung Bio Engineering (LBE): Act as the lead and expert for UT’s subsidiary, LBE, by providing support in negotiating commercial contracts with Transplant Centers and OPOs. Provide reimbursement/coverage expertise and educate payers about LBE’s commercial services for the transplant community
• Cross-Functional Coordination: Build synergy within cross-functional groups, initiate communication for strategy meetings, and create special projects. Support senior management with payer strategies and identify key learning opportunities for the market access team

Qualifications

• Required: Bachelor’s Degree in life sciences or a related field with 12+ years of related industry experience including Managed Care, Sales Leadership, Sales, Marketing, and successful business case development in the pharma/biotech industry
• Required: Master’s Degree with 10+ years of related industry experience including Managed Care, Sales Leadership, Sales, Marketing, and successful business case development in the pharma/biotech industry
• Required: Proven national payer contract development, negotiation, and implementation
• Required: Current relationships with relevant MCOs
• Required: Executive level business presentation experience
• Required: Demonstrated ability to cultivate strong MCO business relationships and skilled in communicating clinical/technical information
• Required: Demonstrated success with new product launches in the MCO environment with successful pull-through implementation
• Required: Strong organizational skills and willingness to go the extra mile to make the team and organization stronger
• Required: Ability to act as a team player and support colleagues with a results-driven attitude
• Required: Proficient with Microsoft Office Suite (Outlook, Excel, PowerPoint and Word)
• Required: Proven leadership and results managing the largest, most complex national accounts
• Required: Ability to travel 80% (including overnight travel)

• Preferred: Master’s Degree in life sciences or a related field
• Preferred: 6+ years of current relationship and knowledge of national payer landscape
• Preferred: 5+ years of experience in rare disease sales management
• Preferred: 2+ years of current experience in pulmonary arterial hypertension
• Preferred: Experience with market access/managed care marketing or relevant brand management

Education

• Bachelor’s Degree in life sciences or a related field
• Master’s Degree in life sciences or a related field