Regional Account Manager (MI/IL)

Regional Account Manager (MI/IL)General Responsibilities: Responsible for the continual expansion of MedImmune’s sales opportunities and product access within Managed Care and related Managed Markets customers including Regional HMOs, state Medicaid programs, Managed Medicaid and Regional affiliates of National health plans; responsible and accountable for attaining sales goals and objectives consistent with the company’s annual operating budgets and strategies.Sales:• Manage and expand sales in assigned Managed Markets accounts. • Maintain and enhance access and reimbursement for MedImmune products and expand key contacts in the marketplace. • Meet or exceed specific sales & marketing objectives as set forth at the beginning of each sales period. • Implement pricing and/or performance contracts if appropriate. • Monitor and maintain a high level of awareness of public and private formularies, insurance and pricing regulations, employer groups, and unions, as well as 3rd party reimbursement programs to enhance MedImmune’s sales position. • Develop and maintain a high level of rapport and integrity within applicable sectors, resulting in mutually beneficial long term business opportunities.Job Knowledge:• Maintain a high level of related Managed Markets benefit structures, reimbursement mechanisms, legal and regulatory influences, health management programs and product distribution knowledge necessary to accomplish goals. • Maintain consistent ability to balance responsibilities to their customers and MedImmune with prioritization placed on profitable business activities that help MedImmune achieve our financial objectives. • Maintain consistent ability to access and influence key decision makers and stakeholders in order to ensure MedImmune products are favorably positioned and reimbursed. • Maintain a high level of industry awareness and understanding of the implications and opportunities of contracts, vertical and horizontal integration of companies, and general value added program effectiveness. • Maintain an outstanding level of competitive companies, product lines, place in therapy, contracting activities, and value added program knowledge. • Maintain an outstanding level of performance metric analytics, manipulation and reporting mechanisms. • Maintain an outstanding level of knowledge of pull through opportunities, program development, projected impact, and implementation techniques. • Maintain an outstanding level of negotiation skills, and techniques that result in favorable product positioning and fiscally responsible contract or program implementation. • Maintain a comprehensive and detailed business planning acumen. • Maintain an outstanding ability to prepare and present executive level presentations.Planning and Analysis:• Maintain an outstanding level of business planning, organization, and administrative skills necessary to accomplish company and individual sales and business objectives. • Manage territory and all assigned accounts within set OPEX and program budgetary and revenue guidelines. • Develop and justify budgeting requests for specific customer programs. • Maintain a comprehensive knowledge base of; business planning techniques at the territory and account level, qualitative / quantitative performance metrics, and contracting analytics to assess financial impact of various scenarios or methodologies. • Maintain comprehensive ability to conduct post contract or program ROI analysis as well as regular Business Reviews with customers and MedImmune management. • Maintain a comprehensive aptitude for detailed Business Justification preparation for all new business and/or contracting opportunities. • Maintain ability to develop, plan specific activities, implement, monitor, and adjust all-inclusive pull through plans that involve sales and sales management.Communications:• Demonstrate strong oral, written, and group communication skills. • Maintain frequent contact with Associate Director, Managed Markets, NAM and RAM and sales force colleagues. • In a timely and accurate manner, submit all budgetary information, expenses reports, and required administrative reports to the Associate Director, Managed Markets. • Maintain effective communication with targeted accounts, sales management and field sales force in order to foster mutual understanding of Managed Markets dynamics and team selling. • Seek out and maintain an effective level of communication with account stakeholders and decision makers. • Ability to participate or present at industry meetings • Demonstrate ability to lead cross functional teams internally and with key customers.Qualifications:• Minimum Requirements:  Four year college degree (preferably Business or Science background).  Four to six years pharmaceutical experience in sales, sales management or marketing.• Preferred Experience / Background:  Two to four years Pharmaceutical Sales Management experience.  Two to four years Pharmaceutical Product Management or Segment Marketing experience.  Two to four years of current Managed Care, Managed Markets, or National Accounts experience.  Current relationships with key stakeholders and decision makers.  Biologics product experience.  Experience with extensive business planning and market analysis.  Experience in implementing value added programs and advisory programs. MedImmune, Inc. is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, veteran status, or any other characteristic protected by federal, state or local law. Job Title: Regional Account Manager (MI/IL) Company:  MedImmune Inc. Location:  Gaithersburg, MD 20878 Status:  Full Time, Employee Job Category:  Sales/Retail/Business Development Company: MedImmune Inc.