National Account Manager,
Government Accounts
Location: National
This is a
DIRECT HIRE opportunity with Paratek Pharmaceuticals.
An exciting and rare opportunity to join their
first product commercialization; a chance to help shape the future of an
organization!
We are looking for resourceful, collaborative,
passionate and purposeful professionals who want to be part of a fast-moving,
entrepreneurial environment, where transformational patient solutions are
developed!
Summary of Position:
The
Government National Account Manager shapes and influences coverage decisions
made by diverse stakeholders across the government sector. This role is
responsible for establishing, maintaining, and ensuring access for Paratek
products at the VISN level as well as within the Veteran Affairs Medical
Center s (VAMC s), Military Treatment Facilities (MTF s), Indian Health Service
Hospitals, and Federal Bureau of Prison Medical Treatment Facilities. This position requires building reliable long-term
relationships to include awareness, trial, and utilization growth of Paratek
brands within these accounts by utilizing proven account management skills. This position plays a critical role in
organizing and directing pull-through activities in collaboration with Medical Science
Directors, Regional Sales Business Managers, and Company Leadership to
accomplish key corporate goals. The Government National Account Manager ensures
that the needs of, and opportunities in, assigned accounts are communicated to
Market Access leadership and other internal stakeholders so that they can be
integrated into strategic planning and forecasting as appropriate.
Position
Responsibilities:
- Develop and grow business partnerships within
the designated government payer accounts
- Leverage a deep understanding of each
customer s business processes and environment and actively engage them with the
intention of gaining unrestricted formulary access to achieve performance goals
- Secure appropriate prior authorization criteria
and reauthorization criteria; ability to negotiate and implement a strong
understanding of financial implications and clearly articulate value
proposition of the company s products
- Utilize Active Account Planning to execute on
Business Plans for each assigned Account.
Development of the Account Business plans requires an intimate knowledge
of the customer and market influences affecting their business.
- Monitor progress in accounts and modify and
update action plans as appropriate (monitor customer contacts, plan execution,
value, volume growth, and market share)
- Develop a strong alliance with field-based
colleagues to ensure the appropriate level of cross-functional support for
customers. Develop and execute pull-through strategies for government
healthcare treatment facilities.
- Collaborate cross functionally with colleagues
to stay ahead of legislative changes that may impact the business, allowing for
proactive intervention to positively impact access and profitability of
marketed products
- Work closely with sales colleagues to enhance
understanding of access issues in government treatment facilities such as VA
Medical Centers (VAMCs), Military Treatment Facilities (MTFs) and Indian Health
Services (IHS), and Federal Bureau of Prisons
- Identify Key Opinion Leaders (KOL s) and
influencers who may serve as access advocates when appropriate in assigned
government accounts
- Track and analyze contracted product performance
such as TPRs/NC s/BPA s/etc. and communicate account performance broadly with
key stakeholders in Market Access, Legal, Commercial Operations and Finance
- Educate sales colleagues on all Government
Account related changes that may impact shared objectives; including
proposed/passed policies and legislation, as well as any
local/regional/national marketplace changes
- Conduct quarterly business reviews, which
include an overview of Paratek product sales and data analytics on utilization
and data reporting accuracy, with each assigned health plan
- Identify and allocate appropriate resources;
track results over time, and adjust priorities and resources as customers and
markets change during the performance period
Candidate
Requirements:
- Bachelor s degree required; MBA preferred
- A minimum of 5 years market access sales
experience required with at least 2 years experience securing product access
with Government payers accounts (VA, DoD, IHS, BoP)
- Experience in the antibiotic or infectious
diseases marketplace preferred
- Ability to work independently and make
decisions but with the knowledge of the situations where supervisory input is
essential
- Working knowledge of managed customer segments
with expertise and developed relationships with key stakeholders in government
accounts
- Strong oral and written communication skills;
excellent planning and organizational skills to work within date sensitive
deadlines
- Strong
understanding of healthcare regulatory and enforcement environments along with
demonstrated integrity on the job
- Valid
drivers license with record in good-standing required
Additional
Information:
- Technology
needs: Microsoft Office, Veeva
(preferred)
- Travel
requirements (50-60%): The average
travel for this position is > 60% with some variation based upon the time of
year and demands of the business imperatives. The travel requirements will vary
based on the geography and account responsibilities for this position.
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