Director, National Accounts

Summary: This section focuses on the main purpose of the job in one to four sentences.

The Director, National Accounts (DNA) is responsible for representing TerSera products and providing account management support with a focus on facilitating formulary and contracting discussions (as needed) resulting in access for assigned TerSera products in the largest National IDNs/Hospitals in addition to major community medical groups and clinics. Also responsible for generating clinical interest within P&T committees at assigned National institutions/clinics, monitoring performance in assigned accounts, within a specific geography, coordinating with other appropriate sales teams

Essential Duties and Responsibilities: This section contains a list of the major responsibilities of this role that account for 5% or more of the work. The incumbent will perform other duties assigned.

• Identify and assess market opportunities and decide on tactics in collaboration with other members of the TerSera team and Pricing and Reimbursement to maximize on the business opportunity. Achieve expected levels of activity across key customer groups
• Effectively facilitate necessary institutional processes given formulary and contractual wins to allow for product procurement and departmental availability
• Ability to collaboratively develop and complete customer Business Reviews with Pricing and Reimbursement regarding account performance on a regular basis
• Appropriately collaborate and communicate account information to internal and field teams to ensure understanding of account direction and product positioning
• Develops a comprehensive and effective National business plan aimed at achieving and exceeding annual corporate sales goals. Prepares a robust account plan for each account to achieve business objectives, including time, investment and personnel resources to be best deployed
• Develop and maintains a high level of product and disease area knowledge, demonstrating ability to digest, interpret and share clinical data with customers (face to face or group environment) in a professional way
• Develops strong customer relationships by better understanding the customer's needs and goals and communicating those needs and goals to other Company team members.
• Demonstrate the ability to move the product through the formulary/contractual process from beginning to end where aligned with company strategic direction
• Support local formulary process in National Account hospital P&T committees (i.e., Health Systems, Community Hospitals IDNs and Clinics) and facilitates access for GPO in line with commercial policies. Responsible for gaining formulary access and facilitating product availability for assigned products
• Promotes Company products within approved labeling in a comprehensive, fair and ethical manner that is consistent with industry
• Establish strong Account/HCP relationships
• Communicates national activity in an accurate and timely manner as directed by management
• Adheres to the Company's compliance policies and guidelines as well as any other applicable guidelines, including but not limited to the PhRMA code
• Successfully completes all Company training classes in a timely fashion
• Completes administrative duties in an accurate and timely fashion.
• Maximizes use of approved resources appropriately to achieve regional and account level goals
• Functions as a contributing member of a high-performance team.
• Ensure goals and budgets are met
• Ensure adherence to all TerSera T&E expense policies and the TerSera Code of Conduct

Non-Essential Functions: Standard non-essential functions for all TerSera Therapeutics employees.

• Strives to maintain a safe working environment through the prevention of accidents, the preservation of equipment, and the achievement of safe working practices
• Maintains a positive and professional demeanor toward all customers and coworkers
• Adheres to all policies and procedures of TerSera Therapeutics
• Performs other duties as assigned.

Requirements

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. List knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Demonstrated ability to negotiate successful product contracts achieving sales and margin goals
• Demonstrated ability to effectively complete necessary account sales analytics and make recommendations to senior leadership
• Proven history in developing and executing contract pull-through plans leading to increased utilization
• This position requires a minimum of 30-50% overnight travel.
• Demonstrated self-starter who possesses high self-motivation and an ability to work as a team member and effectively communicate within different levels of an organization is required
• Proven successful track record of consistent high performance
• Confidence working in an environment of complexity and ambiguity is required
• Strong verbal, interpersonal and listening skills required
• Demonstrated ability to independently work to multi-task and work collaboratively across multiple sales territories required
• Strong strategic planning, computer and analytical skills
• Demonstrated effective organizational and proactive problem-solving skills required
• Prior experience managing through complex reimbursement issues preferred
• Ability to influence without authority in a matrixed environment
• Candidates must be willing to travel up to 60% of work time as needed or required
• Candidates must live within assigned geography and within 1hour drive of a commercial airport
• Candidates must have a valid driver's license issued in one of the fifty states, with a record of no motor vehicle violations

Education and/or Experience: Include the education and experience that is necessary to perform the job satisfactorily.

• • BS/BA Required (MBA Preferred)
• • Bachelor's degree required, Business or Science discipline preferred
• • Graduate business or healthcare related degree preferred
• • 10+ Years Sales / Account management experience including contract negotiations, formulary positioning and EMR/EHR integration within the related field
• • Contracting experience within institutions and integrated delivery networks required
• • Understanding of both the payer and formulary processes and ability to work within both to effectively gain patient access for assigned products
• • Experience working in a team environment which successfully partners with all Commercial Operations functions