Senior Director/Executive Director, Account Management (Personal Services)

The Senior Director/Executive Director, Head of Account Management is responsible for developing and implementing an integrated strategy for obtaining and maximizing market access and reimbursement to support the launch of Ensitrelvir, a novel 3CL protease inhibitor for the treatment of SARS-CoV-2 infection for the US and Zatolmilast, an Investigational Treatment for Fragile X Syndrome.

The Executive Director will have the opportunity to build (from the ground up) and manage Shionogi's National and Regional Account Management teams, overseeing the strategic relationships with key account stakeholders focused on the generating payer access and driving pull through of appropriate contract terms to support company business objectives.

RESPONSIBILITIES

• Develops and oversees the implementation of strategies and tactics to support appropriate reimbursement and pathways across assigned Market Access customers
• Responsible for recruiting, hiring, coaching and developing a team of experienced national and regional account managers
• Develop medium to long-term access strategies to maximize the value of the offering for payers and patients
• Directs the preparation, negotiation, management, and acceptance of government and/or commercial contracts
• Oversee account plans and provide strategic partnership on top accounts/initiatives to support downstream client adoption and pull through and modify account strategy based on new trends and customer demands
• Provide strategic input on resourcing levels for Account Management teams across geographies and develop recommendations for optimization
• Analyzes the market in terms of coverage and reimbursement, existing and emerging payer policies, formulary listings, competitive landscape, trends, pricing, contracting strategies, potential barriers to provider and patient access
• Creates clear messages for dissemination to internal stakeholders on important payer trends, reimbursement changes, and billing requirements that will affect product utilization
• Informs and influences key leaders, regarding improved outcomes and public policy matters
• Works closely with sales leadership and provides training on relevant reimbursement issues
• Ensures a high level of collaboration and integration with the Marketing Teams, Sales, Finance, Patient services, and Senior Leadership
• Cultivate and maintain relationships with key decision-making roles and account leadership
• Identify customer needs and develop strategic account plans based on account business and company priorities to optimize sales opportunities
• Establish, oversee implementation, and monitor adherence to administrative policies and procedures, i.e., expense reports

SUPERVISORY | DECISION MAKING AUTHORITY

• This position will manage direct reports
• Motivates and leads the team to exceptional performance and achievement of goals and objectives

MINIMUM JOB REQUIREMENTS

• Bachelor's Degree required; Advanced Degree preferred
• A minimum of 12+ years of biotech/pharma of Market Access experience with prior leadership roles in account management and/or sales management
• Strong Market Access Payer and PBM (Commercial, Medicare and Managed Medicaid) understanding
• Demonstrated knowledge of payer decision-making for formulary processes, coverage, coding, billing, pathway development, buy and bill, coding and patient access to drugs, biologicals, medical devices
• Previous experience in both specialty outpatient and primary care
• Experience building, recruiting, managing and developing account management team(s)
• Experience identifying trends and insights and assimilating to development of a broader strategy
• Experience in contract development and negotiation with exceptional consultative and networking capabilities
• Experienced in customer negotiation, financial analysis, legal influences, and execution/ implementation of contracting activities
• Demonstrated ability to influence the broader organization; motivates others with a positive attitude, leading through adversity and change
• Proven ability to simultaneously manage numerous priorities, products, projects, etc.
• Strong financial acumen, analytical skills, and critical thinking ability
• Strong executive presence, communication and presentation skills with proven ability to operate and influence cross-functionally and with senior management
• Demonstrates excellent organization and time management skills
• Must complete all required safety and certification training and must maintain an acceptable driving record regarding accidents and incidents
• Requires greater than 50% travel
• The role will be hired at the level commensurate with experience.

ESSENTIAL PHYSICAL REQUIREMENTS

• Ability to articulate clearly and conduct verbal presentations with large and small audiences.
• Ability to travel via automobile and/or airplane.
• Ability to view video display terminal images < 18” away from face for extended period of time – up to four (4) hours at a time.
• Ability to operate a computer keyboard and telephone.
• Ability to sit for extended periods of time – up to four (4) hours at a time.
• Ability to lift, tug, pull up to fifteen (15) pounds.

ADDITIONAL INFORMATION

The base salary range for this full-time position is $225,000 to $320,000. Individual pay is determined by several factors, which include, but are not limited to: job-related skills, experience, & relevant education or training. The range does not include the comprehensive benefits, vehicle allowance, bonus, long term incentive, or any additional compensation that may be associated with the role.

To be considered for this position, you must apply and meet the requirements of this opportunity. We look forward to reviewing your resume & qualifications. 

DISCLAIMER 

The job description is not designed to cover or contain a comprehensive listing of requirements, duties or responsibilities that are required of the employee. Other requirements, duties and responsibilities may change or be assigned at any time with or without notice.  

EEO  

Shionogi Inc. is an equal opportunity/affirmative action employer. 

All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law. 

It is the policy of Shionogi Inc. to undertake affirmative action in compliance with all federal, state, and local requirements to recruit a diverse pool of applicants and to ensure that our employment practices are, in fact, non-discriminatory.

 

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c) Commercial-(Non-Sales)