National Account Manager - Rockland, MA - Central U.S.

Organisation Description
EMD Serono, Inc. is a leader in US biotechnology, focusing on reproductive health, metabolic endocrinology, and neurology. More than 500 people work in the world-class facilities in Rockland, MA, and approximately 250 work in the field.
Description



KEY TASKS & RESPONSIBILITIES Implement managed care sales and marketing strategy to provide the most profitable MCO formulary access for EMD Serono products with identified target national accounts. Meet or exceed managed care sales objectives. Functionally manage major managed care accounts accounting for $ 100 million to %24200 million in U.S. sales. Optimize EMD Serono product formulary and reimbursement positioning and increase product market share with National HMOs, PBMs and client sponsor plans of assigned PBMs, via leadership of collaborative plan pull-through initiatives with Regional Account Managers and each TA's field sales and management personnel. Develop and cultivate a wide range of clinical, medical, pharmacy and executive contacts and Serono product advocates within all influential functions of target customers' businesses. Lead highly-matrixed National Account Teams to address substantial MCO and SPP opportunities/issues that require a variety of expertise and where multiple interests are at stake. Contribute value-added strategic and tactical information effectively in both the MCO/SPP's and EMD Serono's cross-functional matrix structures. Promote and differentiate EMD Serono leadership in biotech products, devices and support services to key executives and decision makers within assigned National Accounts. Implement value-based contracting strategy with assigned National Accounts, as appropriate. Analyze and develop contract business case and lead internal multi-functional review. Develop and deliver account proposal, negotiate terms and conditions, execute contract and monitor and measure profitability. Successfully launch new products, delivery devices, formulations and programs to maximize payer reimbursement, distribution efficiencies and market competitiveness. Provide updates to TA sales and marketing leadership on MCO and SPP activities and trends through monitoring field and competitive activities. Recommend, define and implement appropriate managed markets tactics to maximize EMD Serono product sales and profitability across all TA's. Integrate MCO and SPP activities with internal and external customers. Utilize all resources to deliver product solutions, sales and competitive selling advantage. Conduct critical analyses of all data sources to determine return on investment, trends, opportunities and threats. Monitor and report sales, market share and contract performance of assigned accounts on a regular basis to appropriate internal and external customers. Develop and justify budget requests for specific target MCO and SPP account program/services in alignment with business objectives and in accordance to EMD Serono policies. Create, implement, monitor progress and update Account Business Plans for target accounts. Properly identify strategic needs, administrative decision-makers, formulary management/reimbursement guidelines, and information necessary to effectively drive achievement of business objectives. Foster and promote high levels of collaboration, motivation and follow-through from cross-functional teams that lead to consistent achievement of MCO and managed care team objectives. Provide leadership to field sales teams and management as appropriate. Provide direction, market feedback, recommendations and support regarding managed care market. Actively participate in field sales and sales management POA meetings. Educate and provide training as necessary to field sales teams and management on all aspects of managed care. Represent EMD Serono and participate in industry and trade meetings (eg. AMCP, AAHP, NMHCC) Manage assigned MCO accounts within set budgetary, revenue and profitability guidelines. Manage T&E expenses within assigned budget. Manage all MCO activities within EMD Serono compliance guidelines.


EDUCATION/LANGUAGES

Bachelor's degree required; MBA strongly preferred

English language required

PROFESSIONAL SKILLS & EXPERIENCE

Minimum Required:

8-10+ Years BioPharmaceutical/Health Care sales and managed care account management or management experience including:3-4+ Years direct experience in managed care account management (National or Regional Accounts) with demonstration of outstanding results

and/or; 3-4+ Years direct sales management experience (ABD/RBD) with demonstration of successful results, including demonstration of exemplary managed care field leadership and pull-through results

Executive selling experienceGovernment business experience and understanding (Federal and/or State Medicaid)Experience negotiating large contracts with demonstration of successful resultsExperience in niche market and hyper-competitive environmentsExperience in highly complex sales/distribution/reimbursement channelsExperience working within a highly matrixed organization



Additional Experience Preferred:

National/Corporate account management and sales management (ABD/RBD) experience2+ Years experience in specialty pharmacy marketplace2+ Years experience in biotechnology/injectables marketManaged care marketing, brand management and/or contracting experienceSpecialty pharmacy channel experience

PERSONAL SKILLS & COMPETENCIES

Minimum Required:

Outstanding oral, written and group communication skills.

Strong negotiation and facilitation skills. Excellent selling and presentation skills.

Exceptional leadership and management skills. Ability to influence without authority. Ability to access and collaborate strongly with various functional areas and matrix layers to motivate group action and obtain desired results. Strong interpersonal and relationship-building skills.

Fine-tuned project and time management skills. Superior organizational skills.

Strong technical/clinical aptitude.

Excellent business judgment and strategic business management skills. Ability to make short and long term business decisions while recognizing important trends and taking appropriate risks that enhance the corporation's position.

Exceptional financial and business acumen. Keen analytical sense and ability to understand financial concepts. Ensures that appropriate financial perspectives are incorporated in business decisions.

High energy level, integrity and exceptional work ethic. Motivated by results, urgency and personal commitment. Quickly fosters mutual trust and respect.

Ability to think strategically and bring creativity to the organization. Ability to swiftly adapt to a changing environment to meet unexpected demands effectively. High level of resourcefulness.

Highly advanced understanding of U.S. managed care marketplace, specialty pharmaceutical distribution channels and reimbursement mechanics.

Strong PC and software skills