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Associate Director, Corporate Accounts

4 months ago

Fields Oregon, Humboldt County, NV, United States CSL Behring Full time

The Associate Director, Corporate Accounts is responsible for managing all aspects of CSL’s business & portfolio brands within a defined group of Specialty Pharmacies, Commercial Payors (MCOs), Pharmacy Benefit Managers (PBMs) and Medicaid FFS. This includes acting as the primary point of contact for CSL with the accounts, analyzing and understanding sales trends for each product sold to each account, achieving defined brand business goals & promoting a mutually beneficial business relationship while adhering to CSL Behring Core Values.

The Associate Director, Corporate Accounts is a member of an account team that reports to the Senior Director, Corporate Accounts in Healthcare Systems to establish strategic and tactical initiatives that support the business objectives of key CSL brands.

In addition, this role is responsible for cultivating a close relationship with cross functional team colleagues in Sales, Medical Affairs, Marketing, Market Access, Contracting, Customer Support & Operations.

Primary Responsibilities:

  • Acts as the primary point of contact for CSL with assigned accounts. Fosters and develops multi-level and senior relationships within assigned accounts and affiliated organizations to create a foundation for developing new business opportunities. Develops internal champions within each account.
  • Analyzes account near-term and longer-term objectives and promotes consideration of company products and services to meet and align with identified objectives. Develops strategic account plans to enhance the positioning & increase utilization of CSL Behring products. Provides timely feedback with accompanying analytical insights to CSL management, including the North American Leadership Team on the CSL business at an account level, including sales / performance results for CSL brands.
  • Accountable for the full account contracting cycle from RFP receipt to coordinating plans of action based on formulary positioning. An important task is the monitoring of contract performance; including accuracy of all contract language and terms such as: key operational terms, rebate rates and administrative fees, market basket details, formulary position, invoicing and payment terms, etc.
  • Secures meetings with appropriate customer personnel to review the clinical data an value platforms striving to work with the account to adopt appropriate treatment protocols and policies that are supportive of CSL therapies.
  • Represents CSL Behring at key Payor/PBM and Specialty Pharmacy conferences. Contributes to training on appropriate topics for CSL sales representatives, MSLs and others, as needed.
  • Integrate with Regional Business Managers (RBM) to drive penetration and initiative implementation in each region. Integrate with other account personnel to coordinate and leverage relationships to ensure CSL Behring therapies are properly integrated with end-user customers.
  • Troubleshoots accounts to overcome clinical issues and barriers involving the company’s product portfolio. Key tasks will be to educate selective customers on the company, and the unique benefits involving CSL products and programs available to support their appropriate use. Collaborates with Field Reimbursement Managers to resolve patient access issues.
  • Collaborate with market access, marketing, and medical affairs to ensure alignment and full utilization of resources at account level. This includes utilization of marketing materials, value propositions, execution of in-services & the development & execution of marketing or other service agreements.
  • Organizes structured business reviews on a semi-annual basis, assessing account level performance, while identifying new business opportunities with key internal stakeholders.

Qualifications:

  • Bachelor’s Degree in Business, Pharmacy, Health Policy or Life Sciences is preferred.
  • 8-10 years of commercial pharmaceutical experience, preferably in biopharmaceuticals & rare disease products.
  • Roles in field sales, sales leadership & preferably account management are required. External experience in a payor or specialty pharmacy role would also be beneficial.
  • Knowledge of the US health care market overall and more specifically, detailed knowledge & understanding on the delivery of pharmaceutical care though a complex set of channel customers is required.
  • Strong communication & analytical skills are required & the ability to work collaboratively with individuals and workgroups such as the Contract Review Committee & Pricing Committee is critical to success.
  • Prior experience managing Commercial Payors (national or regional), Medicaid (FFS and MCO), and/or Specialty Pharmacies preferred. Demonstrated success to achieve business results such as market share growth, increased margins & achieving positive payor formulary coverage outcomes
  • Demonstrated experience in executing strategies through cross-functional teams.

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Our Benefits

CSL employees that work at least 30 hours per week are eligible for benefits effective day 1. We are committed to the wellbeing of our employees and their loved ones. CSL offers resources and benefits, from health care to financial protection, so you can focus on doing work that matters. Our benefits are designed to support the needs of our employees at every stage of their life. Whether you are considering starting a family, need help paying for emergency back up care or summer camp, looking for mental health resources, planning for your financial future, or supporting your favorite charity with a matching contribution, CSL has many benefits to help achieve your goals.

Please take the time to review our benefits site to see what’s available to you as a CSL employee.

About CSL Behring

CSL Behring is a global leader in developing and delivering high-quality medicines that treat people with rare and serious diseases. Our treatments offer promise for people in more than 100 countries living with conditions in the immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. Learn more about CSL Behring.

We want CSL to reflect the world around us

As a global organization with employees in 35+ countries, CSL embraces diversity and inclusion. Learn more about Diversity & Inclusion at CSL.

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