Head of Market Access Strategy

2 weeks ago

Malvern, Arkansas, United States Almirall Full time

POSITION SUMMARY:

The Director of Market Access is a dynamic and seasoned professional, dedicated to surpassing expectations. This position demands exceptional leadership, analytical prowess, and negotiation expertise, coupled with the ability to foster innovation and adaptability within the organization. The successful candidate will collaborate closely with key stakeholders, including Finance, Marketing, Sales, Medical, Trade, Business Development, and Global Headquarters, while reporting directly to the Head of Marketing in the US. This role will act as the primary liaison for field account management activities alongside the Head of Sales. A proven history in market access, negotiation, and leadership, along with a comprehensive understanding of the pharmaceutical sector, is essential for success in this role.

As the Director of Market Access, your responsibilities will include:

  • Overseeing the contracting initiatives for the Almirall product portfolio, ensuring profitable access to our offerings.
  • Establishing and nurturing business relationships with C-Suite executives within accounts to align with both customer and Almirall portfolio needs.
  • Creating and executing business plans, engaging with critical payers, and implementing account strategies that fulfill outlined objectives.
  • Coordinating decision-making processes related to contracting, strategy formulation, executive summaries, managed care, and market trends to enhance managed market access and profitability.
  • Executing and reporting on managed markets projects, providing regular updates on formulary coverage, and contributing to executive presentations for Business Review Meetings (BRM).
  • Managing key accounts, including Managed Care Organizations (MCO) and Pharmacy Benefit Managers (PBM), focusing on the Commercial Book of Business.

CORE RESPONSIBILITIES:

  • Develop and own a comprehensive National Managed Markets Payer/Market Access strategy in collaboration with the executive team.
  • Lead and cultivate the Managed Markets Team.
  • Monitor payer formulary management and coverage policies affecting the Almirall product range.
  • Maximize revenue potential across the Almirall portfolio in accordance with product labeling and company policies.
  • Craft and deliver compelling clinical, economic, and business presentations tailored to customer needs, emphasizing mutual benefits.
  • Foster and expand business partnerships within targeted accounts, including PBMs and select payer accounts for both commercial and government sectors.
  • Drive formulary acceptance of Almirall products to meet performance objectives within assigned accounts.
  • Align company priorities to formulate account plans that contribute to defined business goals.
  • Track progress in key accounts and devise appropriate action plans, including monitoring customer interactions, execution plans, profitability, value, volume growth, and market share.
  • Build effective relationships with essential C-Suite and administrative roles within accounts.
  • Collaborate with Sales Force Leadership to develop and implement effective pull-through strategies.
  • Identify opportunities for partnerships that align with both Almirall and customer objectives.
  • Recognize specific opportunities and challenges to ensure corporate success.
  • Engage with critical local and national healthcare issues, customer trends, and best practices to establish credibility beyond product and therapeutic areas.
  • Develop business cases to support rebate contracts and negotiate with customers for improved formulary access.
  • Provide leadership and development to internal and external teams to maintain strong relationships with key accounts and vendors.
  • Work with the marketing and channel access team on strategic initiatives.
  • Maintain open lines of communication with internal and external stakeholders across Almirall.
  • Establish Key Performance Indicators (KPI), review and analyze formulary changes, and track performance and opportunities.
  • Exercise sound judgment to ensure integrity and compliance with company policies in all activities.
  • Participate in meetings and conferences as required by management.
  • Promote and exemplify Almirall's core values and leadership behaviors.

REQUIRED EDUCATION AND EMPLOYMENT QUALIFICATIONS:

  • Bachelor's degree required; MBA or advanced degree preferred.
  • A minimum of three years in a senior leadership role within managed care.
  • At least 8-10 years of successful management experience in the pharmaceutical industry, with a focus on contracting and negotiation.
  • Working knowledge of managed customer segments, both private and governmental.
  • Ability to operate independently and make informed decisions.
  • Experience in coaching and developing team members.
  • Two or more years of experience leading field account managers.
  • Willingness to travel up to 70%.

PREFERRED SKILLS:

  • Strong interpersonal skills with the ability to cultivate robust working relationships.
  • Encourages innovation in account management approaches.
  • Excellent oral and written communication skills.
  • Exceptional planning and organizational skills to meet time-sensitive deadlines.
  • Ability to collaborate across functions in a dynamic environment.
  • In-depth understanding of healthcare regulatory environments and demonstrated integrity.
  • Attention to detail with the ability to identify issues within broader policy contexts.
  • Professional and proactive demeanor.

EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER:

Almirall, LLC is committed to providing equal employment opportunities to all employees and applicants, prohibiting discrimination and harassment of any kind. This policy applies to all employment terms and conditions.

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