National Account Director

Position Title:  National Account Director

Department:  Commercial – Market Access

Reports To (title): Vice President, Market Access & Trade

Location: Remote (Northeast)

Summary of Position:

The National Account Director (NAD) position serves as the lead contact with Paratek Pharmaceutical’s strategic national payer customers including Managed Care Organizations (MCOs), Pharmacy Benefit Managers (PBMs), Medicaid FFS, Medicare PDP’s and other payer types as assigned.

Position Responsibilities:

• Organize and direct national pull-through campaigns and activities in collaboration with Key Account Managers, Marketing, Sales Leadership and representatives to accomplish key corporate goals.
• Developing and executing strategies that enhance and maintain optimal and profitable access for Paratek products
• Develop and grow business partnerships within the designated National and strategic regional payer accounts in the defined geography. achieving targeted payer access with optimal profitability
• Ensure the needs of, and opportunities in, assigned accounts are communicated to Market Access leadership and other internal stakeholders so that they can be integrated into strategic planning and forecasting as appropriate.
• Leverage a deep understanding of each customer’s business processes and environment and actively engages them with the intention of gaining unrestricted formulary access to achieve performance goals
• Negotiate with Payors by clearly articulating the value proposition of the company’s products based on a strong understanding of financial implications
• Utilize Active Account Planning to execute on Business Plans for each assigned Account. Development of the Account Business plans requires an intimate knowledge of the customer and market influences affecting their business.
• Monitor progress in accounts and modify and update action plans as appropriate (monitor customer contacts, plan execution, value, volume growth, and market share)
• Develop a strong alliance with field-based colleagues to ensure the appropriate level of cross-functional support for customers within a defined geography and for developing and executing pull-through strategies.
• Collaborate cross functionally and act as a leader with colleagues to stay ahead of policy and legislative changes that may impact the business, allowing for proactive intervention to positively impact access and profitability of marketed products
• Work closely with sales colleagues to enhance understanding of access issues and to identify Key Opinion Leaders (KOL’s) who may serve as access advocates when appropriate
• Track and analyze contracted product performance and communicate account performance broadly with key stakeholders in Market Access, Legal, Commercial Operations and Finance
• Educate sales and NAD colleagues on all Market Access related changes that may impact shared objectives; including proposed/passed national and regional legislation, as well as any local/regional/national marketplace changes (mergers, affiliations, etc.).
• Conduct quarterly business reviews at the Region and National level, which include an overview of Paratek product sales and data analytics on utilization and data reporting accuracy, with each assigned health plan
• Identifies and allocates appropriate resources; tracks results over time, and adjusts priorities and resources as customers and markets change during the performance period
• Initiates, develops and launches key projects, processes, and training initiatives to enhance organizational knowledge of market access and or pull-though to enhance profitability and sales.

Candidate Requirements:

• Bachelor’s degree; MBA or PharmD preferred
• Experience in the antibiotic marketplace preferred
• A minimum of 5+ years successful experience in securing product access with National and Regional payers.
• Ability to work independently and make decisions but with the knowledge of the situations where supervisory input is essential
• Demonstrated ability to thrive in a dynamic, fast-paced environment
• Working knowledge of managed customer segments (private and government)
• Fosters innovation in account approaches and practices; high sense of urgency
• Strong interpersonal skills and the ability to develop strong working relationships and work collaboratively across cross-functional teams
• Strong oral and written communication skills; excellent planning and organizational skills to work within date sensitive deadlines
• Strong understanding of healthcare regulatory and enforcement environments along with demonstrated integrity on the job
• Strong attention to detail combined with a keen ability to recognize issues in the context of higher-level policies and regulations
• Valid drivers’ license with record in good-standing

Additional Information:

• Technology: Must be proficient in MS Office Suite
• Travel (%): The average travel for this position is 40-50% with some variation based upon the time of year and demands of the business imperatives. The travel requirements will vary based on the geography and account responsibilities for this position.