Position Summary
As members of the Regional Payer and Health Systems Team, the Regional Account Leaders are responsible for delivering and implementing access strategies and tactics aimed at creating access with selected Hospital Accounts, Institutions/IDNs (Integrated Delivery Networks).
This person is responsible for working with health system customers to achieve assigned objectives in targeted Health Systems.
The focus of the Health Systems, Regional Account Leader will be centered on creating favorable access, driving patient-centric protocols and transitions, and nurturing AZ partnerships with identified health systems.
The individual must have the ability to work cross-functionally, collaboratively, and possess the ability to lead without formal authority to ensure objectives are reached.
Summary of Primary Responsibilities :
Develops clear Account Plans with focus on delivering results.
Partners closely with internal stakeholders including other customer facing teams and other internal team members e.g.
Commercial, Marketing, and other Market Access teams, to deliver on an aligned goal.
Develop customer centric initiatives that align with the capabilities and products to reach more untreated patients
Builds strong networked relationships in the system accounts, to include medical and pharmacy leadership, quality department, population health, clinical services and discharge planning teams.
Leverages these key relationships by utilizing AZ resources to establish new ways of working within the System to include its downstream affiliates to achieve business objectives.
Call on important customer groups that may include but not be limited to Pharmacy, Utilization Management, Reimbursement, Quality and Formulary Committee members, that will work to develop access and patient care initiatives.
Navigates and interprets the external environment, identifying business opportunities, allocating resources and reviewing implementation while coordinating all pull through efforts within the target account.
Discuss relevant administrative topics (e.g.
formulary inclusion, incorporation into hospital guidelines and protocols, contracting, reimbursement pathways, drug utilization reviews, Real World Evidence, coverage and reimbursement) with hospital Pharmacy & Therapeutics committee, other key stakeholders.
Enable access to key decision makers by developing opportunities within the customer base in the assigned area accounts by partnering with the sales teams.
Works with the highest degree of professionalism and in accordance with the company’s code of Ethics and Business Conduct
Demonstrating a high level of strategic thinking and business acumen to thoroughly understand the customer needs and trends; effectively aligning key customer priorities with core priorities, capabilities and solutions.
Essential Qualifications
Bachelors degree
Minimum of 5-7 years of pharma, biotech and/or medical device sales/marketing/managed care including experience
Demonstrated leadership, project management and strong account management skills
Leadership, self-motivation and initiative
Prior experience with driving health system formulary access
Ability to learn, analyze, understand and convey complex information
Ability to work well with and influence peers and management and demonstrate influence without authority
Demonstrated organizational, communication and platform skills
Proven ability to develop and execute extensive business plans
Strong negotiation skills with a problem-solving attitude
Demonstrated ability to understand the local healthcare environment and apply the knowledge to opportunities within the covered account
Strong customer facing communication both live and virtual engagements
A valid driver’s license and safe driving record
Demonstrated learning agility, technical aptitude and computer skills
Willing to travel up to 70% of the time within assigned geographic Region
Preferred Qualifications
Graduate degree in a relevant field
Knowledge of acute and critical care health systems pathways
Demonstrated ability to navigate and execute strategies at the hospital / institutional level
Demonstrated experience in complex environments (managed markets, payer, reimbursement or other)
Experience including knowledge of alternative payment models (MACRA/MIPS, etc.) and/or contract negotiation
Ability to lead problem solving while being inclusive of other ideas
Prior relevant health system, therapeutic area, and targeted marketplace experience
Ability to demonstrate cross functional team leadership