Senior Director National Accounts
Remote
Commercial – Commercial /
Full-time /
Remote
The Sr Director, National Accounts is responsible for negotiating coverage (reimbursement) for designated products within assigned account areas through contracting, where necessary, and non-contracting opportunities, where possible. The incumbent assesses and diagnoses the current business environment in each key account to gain positive formulary access for the company portfolio with minimal restrictions. Account responsibilities include, but are not limited to: Pharmacy Benefit Managers, National/Regional Health Plans, State Medicaid, Medicaid PBMS (i.e., Change Healthcare, Magellan, etc.) and major SPs and LTC providers.
Accountabilities-The Primary Responsibilities of this role include, but are not limited to:
- Facilitates account management by assessing contracting options, coordinating selling activities and customer interactions through effective leadership, communication, and implementation with CADs to ensure appropriate customer needs are met/exceeded.
- Develops and implements partnerships with cross functional counterparts, to build a successful comprehensive business plan to gain product trial and adoption. This includes, but is not limited to comprehensive account profile, business strategies, financial models, key result areas, information systems, inventory management strategies, competitive intelligence for each account, current resources being utilized, execution of above, follow up action steps to ensure compliance, and coordination/procurement of available resources, etc.
- Develops, establishes, and strengthens successful business partnerships with external partners and stakeholders including, but not limited to executive management (Chief Executive Officer (CEO), Chief Financial Officer (CFO), Director of Pharmacy Services, Contracting Directors, Director of industry relations, State Medicaid officials and fiscal intermediaries, etc.), medical directors, key physicians, and secondary customers (i.e., pharmacists, nurses, and other health care professionals)
- Implements approved plans and monitors plan execution against high priority accounts.
- Develops and implements business reviews of key accounts/marketplace on an agreed upon, consistent basis with the VP, Market Access.
- Serves as a subject matter expert (SME) and resource in collaboration with CADs when appropriate for accounts within their areas.
- Executes customer calls, consultations on regional accounts outside of assigned key accounts, and specific skill building initiatives with CADs on managed care selling to drive formulary pull through.
- Participates in key conventions as needed (i.e., Academy of Managed Care Pharmacy (AMCP), National Association of Managed Care Physicians (NAMCP), Pharmaceutical Care Management Association (PCMA), Asembia, etc.)
- Convey appropriate and professional image to external customers that is aligned to BioXcel core values.
- Strictly adhere to BioXcel code of conduct guidelines, T/E policy, and other policies as written; as well as ensuring IS reps comply.
- Assist as needed in projects that drive BioXcel towards the mission of being the Preeminent CNS biopharmaceutical company in 5 years.
Required Education, Skills, and Experience
- Bachelor’s degree in the health sciences, business/marketing, or related field. Master’s Degree preferred.
- A minimum of 15 years relevant pharma/biotech industry experience in a variety of roles, market access, national account director, payer marketing, sales leadership, and marketing. Strategic responsibility OR a combination of education and relevant experiences in the pharma/biotech industry in positions of increasing technical and strategic responsibility.
- Strong understanding of the US payer environment, payer market dynamics, payer marketing principles and market access organization decision making process
- Proven track record of building strong relationships with key decision makers.
- Proven record of high ethical values and health care compliance
- Demonstrated ability to work closely with CADs on account pull through and local training.
- Demonstrated ability to access, analyze and present data.
- PBM and pull thru experience post signed contract.
- National Account management experience with a successful track record within target accounts.
Desirable Education, Skills, and Experience
- Leading a national payer account team.
- CNS launch experience.
- Proven track record of successful pharma/biotech sales and sales management experience in the CNS space calling on psychiatrists and neurologists.
- Experience successfully contracting and negotiating with Managed Care Organizations (MCOs), Pharmacy Benefit Managers (PBMs), State Medicaid decision makers/PBMs (i.e., Change Healthcare, Magellan), Integrated Delivery Networks (IDNs) and Health Systems.
- Experience in CNS therapeutic area.
- Experience in a combination of large and start-up companies.
Competencies
- Strategic Thinking and Execution: Utilizes all resources to prioritize, plan and make good decisions regarding time allocation to drive business results. Regularly updates and adjusts business plans, strategies, and acts with urgency.
- Patient Focused Clinical Acumen: Builds and maintains a deep understanding of relevant patient types, treatment options and patient flow within the ecosystems relevant to promoted products.
- Influence and Impact: Communicates authentically, thoughtfully, and persuasively via BioXcel Principles. Conveys a professional, positive, and enthusiastic presence in all verbal and written communication.
- Personal Leadership: Embraces a growth mindset and operates with grit in a fast paced, start-up environment, adapting readily to change. Is self-directed, pursues excellence and holds self-accountable to timelines and commitments.
- Teamwork and Collaboration: Seeks the input of others to determine the best course of action. Proactively shares ideas and best practices with colleagues across the organization, specifically in alignment of cross functional colleagues’ collaboration efforts.
- Market Expertise: High capacity to understand the health care business specific to the role.
- Planning and Organizing: Able to manage the administrative aspects of the role; Proficient with Microsoft Word, Excel, PowerPoint, etc.
BioXcel Value Drivers
- Patient Focused- is the mindset in all that we do so that our patients and their families are impacted in ways that are meaningful and valuable.
- Integrity-open and honest communication with uncompromising principles and ownership
- Collaborative-this is how we work together towards shared goals in a synergistic environment that fosters innovative ideas and approaches.
- Agile-willingness and ability to move quickly and adjust to ever-changing business needs to achieve goals.
Required
- Align to the culture and Value Drivers of BioXcel Therapeutics
- Matching skill set and beliefs to the key competencies listed above.
- Excellent written and oral communication and presentation skills
- Proven/Documented sales success and national account objectives success.
- Strong Planning and organization skills
- Previous use and knowledge of CRM
- Remote position- Daily and overnight travel weekly of up to 50%; proximity to major airport desirable
Your Path to Endless Opportunities
If you’re looking to push the envelope and join an innovative company where technology meets drug discovery and development and you’re enthusiastic, creative, with a passion for cutting-edge research, you should join our team! We are looking for highly motivated, passionate employees to help us drive technology solutions for discovering breakthrough treatments for our portfolio of oncology and neuroscience programs, as well as for our partners across major therapeutic areas.
About BioXcel Therapeutics, Inc.
BioXcel Therapeutics, Inc. is a commercial-stage biopharmaceutical company utilizing artificial intelligence approaches to develop transformative medicines in neuroscience and immuno-oncology. The Company’s drug re-innovation approach leverages existing approved drugs and/or clinically validated product candidates together with big data and proprietary machine learning algorithms to identify new therapeutic indices. The Company’s commercial product, IGALMI™ (developed as BXCL501) is a proprietary, sublingual film formulation of dexmedetomidine approved by the FDA for the acute treatment of agitation associated with schizophrenia or bipolar I or II disorder in adults. The safety and effectiveness of IGALMI has not been established beyond 24 hours from the first dose. BXCL501 is also being evaluated for the acute treatment of agitation associated with Alzheimer’s disease, and as an adjunctive treatment for major depressive disorder. The Company is also developing BXCL502 as a potential therapy for chronic agitation in dementia and, under its subsidiary OnkosXcel Therapeutics, BXCL701, an investigational, orally administered, systemic innate immunity activator for the treatment of aggressive forms of prostate cancer and advanced solid tumors that are refractory or treatment naïve to checkpoint inhibitors. For more information, please visit www.bioxceltherapeutics.com.
EOE/M/F/V/SO
BioXcel Therapeutics is an Equal Opportunity Employer. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, gender identity, sexual orientation or protected veteran status.
