Senior National Account Manager

The Senior National Account Manager maximizes reimbursement and access for Acadia's products with a focus on national accounts, regional accounts, trade and retail accounts, and Veteran Affairs (VA)-Department of Defense (DoD) accounts within an assigned geography. Includes responsibility for all classes of trade including: Medicare, Commercial and Self-Funded insurers, Unions and Trade Groups, Managed Medicaid and state FFS Medicaid accounts.

Primary Responsibilities

• Responsible for understanding how Acadia products are reimbursed and providing strategies to remove hurdles to increase access and attainment of sales and other corporate goals.
• Responsible for coordinating resources to build enduring relationships with key customers balancing both the short-term and long-term corporate goals.
• Assesses and prioritizes key accounts and time allocation based on critical mass, control, and cooperation.
• Creates and manages strategic business plans for each assigned account that reflects strong account knowledge and produces results such as enhanced patient access.
• Conducts data analysis such as market share assessment, identification of product/competitive product trends, preliminary business deal parameters like break-even/upside/downside analytics, geographic-based trends, customer's financials [e.g. Med Loss Ratios, cash positions, etc.].
• Collaborates with legal, finance, and customers to create business to business relationships within corporate guidelines.
• Uncovers and unlocks creative new business opportunities to expand Acadia's market share that are researched, developed, and presented for approval to Acadia's Executive Leadership.
• Creates and manages strategic account teams that produce results such as increased access, increased sales, and/or enhanced profitability.
• Demonstrates clinical expertise in product and disease state knowledge during interactions with internal and external customers.
• Suggests and leads broad-scope business projects that impact company success.
• Develops longstanding strategic relationships in multiple departments in targeted accounts to identify and seize mutually beneficial business opportunities.
• Develops corporate links between executives of accounts and executives of Acadia.
• Attends industry-related meetings to enhance Acadia's awareness of its products and services.
• Serves as a resource for training and business consultation for colleagues in field sales, trade and patient services, government affairs, health system management, LTC, field medical, patient/family access services, and headquarters.
• Serves as a mentor to newly hired and/or promoted NAMs/RAMs
• Provides on-going information to Marketing, Patient Support Services and Access & Reimbursement teams to ensure optimal materials for pull-through efforts.
• Coordinates efforts with Medical Affairs Group to present disease management, Health Economics Outcomes Research (HEOR), and other benefits of ACADIA products to key influencers and decision makers of targeted accounts
• Other duties as assigned.

Education/Experience/Skills

• Bachelor's degree in Business Management or Life Sciences; Advanced degree preferred. An equivalent combination of relevant education and applicable job experience may be considered. Targeting 8 years related work experience in the biotech/pharmaceuticals/healthcare industry with a minimum of 5 years of experience in Managed Markets or organized accounts management and 2 years of experience in a leadership role managing large national accounts. Field Sales Manager experience is strongly preferred. Experience with Parkinson's disease and/or the anti-psychotic market as well as rare disease experience is strongly desired
• Broad-based managed markets experience covering a multi-state territory and multiple segments in the health care industry required.
• Utilizes extensive understanding in the development and analysis of customer business models such as: insurance industry, benefit design, segment knowledge [Commercial, Medicare, etc.], mergers & acquisitions, and state or federal policies that impact managed markets.
• Demonstrated leadership and excellence in formulating strategies to address future competitive/industry developments.
• Owns self-development and positively impacts others' development.
• Able to change the thinking of, or gain acceptance from, others in sensitive situations, and maintain a positive relationship.
• Skilled at effectively leading a cooperative team effort and organizing resources to achieve team goals. Able to make and prioritize process and resource decisions based on overall team needs.
• Initiates and acts on ideas to improve business results.
• Proficiency at effectively prioritizing goals, assessing team capability, and coordinating resources to achieve those goals.
• Valid driver's license and acceptable driving record.
• Ability to travel up to 70% of the time.

Scope

Establishes strategic plans for targeted accounts and payer market segments. Develops methods, techniques, and evaluation criteria for projects, programs, and people. Establishes own operational objectives and work plans with executive management review. Selects methods, techniques, and evaluation criteria for obtaining results. Works on issues where analysis of situations or data requires an in-depth knowledge of functional area objectives and their impact on, and interaction with, other functions within the organization. Erroneous decisions will result in critical delay(s) in product market uptake and/or unit operations and will jeopardize overall business activities.

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Physical Requirements

This role involves regular standing, walking, sitting, and the use of hands for handling or operating equipment. The employee may also need to reach, climb, balance, stoop, kneel, crouch, and maintain visual, verbal, and auditory communication in a standard office environment and while working independently from remote locations. The employee must occasionally lift and/or move up to 20 pounds. This position requires the ability to travel independently overnight and/or work after hours as required by travel schedules or business needs. Ability to travel by car or airplane independently up to 70% of the time and work after hours if required by travel schedule or business issues.