Director of Market Access

POSITION SUMMARY:

The Director of Market Access must be an individual who is passionate, experienced, and driven to exceed expectations. This role requires outstanding leadership, analytical, and negotiation skills and the ability to bring innovation and flexibility to the organization. The successful leader will work closely with all key stakeholders, including Finance, Marketing, Sales, Medical, Trade, Business Development, Global Headquarters in Barcelona, Sales Training, HR, and Operations while reporting to the Head of Marketing in the US. The Director of Market Access will serve as the lead point of contact for field account management activities in conjunction with the Head of Sales. To excel in this role, you should have a proven track record in market access, negotiation, and leadership and a deep understanding of the pharmaceutical industry.

As the Director of Market Access, you will be responsible for the contracting efforts for the Almirall portfolio of products. This is a critical role, as you will be responsible for securing and managing profitable access to our products. You will also be responsible for developing business relationships with C-Suite individuals within accounts to meet the business needs of the customer and the Almirall portfolio. Your role will also involve developing business plans, relationships with critical payers, and executing account business plans that meet the described requirements. You will work with all stakeholders to coordinate contracting decision-making, strategy, executive summaries, managed care, and market trends to maximize managed market access and company profitability. You will be responsible for executing and reporting on any managed markets projects, providing monthly updates on formulary coverage, and contributing to the Business Review Meeting (BRM) executive presentation on an ongoing basis. Key account responsibilities will include but are not limited to, Managed Care Organizations (MCO) and Pharmacy Benefit Managers (PBM) on the Commercial Book of Business. Fundamental knowledge of Third-Party Administrators (TPA), Government accounts (DOH, VA, DoD, SPAP, Medicaid, Medicare), Employers, Employer Coalitions, Integrated Delivery Networks (IDN), Integrated Delivery Services (IDS), Accountable Care Organizations (ACO), Medical Groups (MG), Independent Physician Associations (IPA), Long-Term Care organizations (LTC), Specialty Pharmacies (SP) is necessary regarding overall market dynamics and influence.

CORE RESPONSIBILITIES:

• Develop, build, and own a National Managed Markets Payer/Market Access strategy in conjunction with the executive team
• Lead and develop Managed Markets Team
• Monitor Payer formulary management and coverage policies as they impact the Almirall product portfolio
• Maximize revenue opportunities across the entire Almirall portfolio following product labeling and Company policies
• Develop and present sound clinical, economic, and business presentations to customers based on mutual needs/benefits, i.e., Value Propositions
• Develop and grow business partnerships within targeted accounts (PBMs and select payer accounts for commercial and government lives)
• Drive formulary acceptance of Almirall Pharmaceutical products to achieve performance goals within assigned accounts
• Align company priorities to create account plans that deliver activities contributing to the defined business objectives
• Monitor progress in key accounts and develop appropriate action plans (i.e., monitor customer contacts, plan execution, profit, value, volume growth, and market share)
• Develop effective relationships with crucial C-Suite and administrative roles within accounts, including Pharmacy Director, Medical Director, Case Managers, Director of Quality, VP of Industry Relations, and others
• Develop a strong alliance with Sales Force Leadership to develop and lead effective pull-through strategies
• Seek out opportunities for partnership to achieve both Almirall Pharmaceuticals and customer goals via internal and outside vendors
• Identify specific opportunities and barriers to ensure corporate success
• Understand and engage in critical local and national healthcare issues/strategies, customer issues/trends, and best practices to establish credibility beyond product and therapeutic areas
• Develop business cases to support rebate contracts and negotiate with customers (for better formulary access, lower utilization restrictions, etc.)
• Provide leadership and development to internal and external teams to support strong relationships with key accounts and outside vendors
• Collaborate with the marketing and channel access team on key strategic initiatives (pull-through strategy, direct buy, etc.).
• Maintain open communication with internal and external stakeholders throughout Almirall, including Marketing, Executives, Sales Force Leadership, Training, Marketing, HR, and Finance
• Develop Key Performance Indicators (KPI), review, analyze, and report on formulary changes, plan, and track performance and opportunities.
• Exercise sound judgment and oversight to ensure integrity and compliance with company policies in all activities and communications
• Adhere to relevant regulatory, compliance, and Company policies
• Attend/staff/participate in meetings and conferences as requested by management
• Foster and model Almirall’s core values and leadership behaviors

REQUIRED EDUCATION AND EMPLOYMENT QUALIFICATIONS:

• Bachelor’s degree required; MBA or advanced degree preferred
• Minimum of three or more years as a senior (Sr. Manager or higher) leader in managed care
• Minimum of 8-10 years of successful experience in management in the pharmaceutical industry (contracting and negotiation experience required)
• Working knowledge of managed customer segments, private and governmental
• Ability to work independently and make decisions
• Experience coaching and developing individuals
• Two or more years leading field account managers
• Ability to travel up to 70%

PREFERRED SKILLS:

• Strong interpersonal skills and the ability to develop strong working relationships and work collaboratively
• Fosters innovation in account approaches and practices
• Strong oral and written communication skills
• Excellent planning and organizational skills to work within date-sensitive deadlines
• Ability to work cross-functionally in a highly dynamic environment
• 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
• Professional, proactive demeanor

EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER:

Almirall, LLC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type, for all categories of people or things, especially on the grounds of person’s sex, pregnancy, age, race, color, religion, national origin, ancestry, citizenship, immigrant status, military status, veteran’s status, disability, genetic information, sexual orientation, gender identity or expression, marital status, the use of a guide or support animal or membership in any other group protected under applicable federal, state or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.