Associate Director, National Accounts

Job Title: Associate Director, National Accounts, Managed Markets

Location: Remote

Job Type: Full-time

Req ID: 11877

About Us:

As a developer, manufacturer, and supplier of essential medicines, Hikma Pharmaceuticals USA Inc. and its affiliates’ mission is to bring Better Health. Within Reach. Every Day.® for millions of patients around the world.  We are a trusted, reliable partner and dependable source of over 800 high-quality generic, specialty and branded pharmaceutical products that hospitals, physicians and pharmacists need to treat their patients across North America, the Middle East, North Africa and Europe.  Through our 32 manufacturing plants, eight R&D centers, and 9,500+ employees worldwide, we are always hard at work creating high-quality medicines and making them accessible to the people who need them.

Description:

We are committed to building a diverse and inclusive team and encourage applications from candidates of all backgrounds.  We are seeking a talented and motivated Associate Director, National Accounts (ADNA) for Managed Markets to join our team.  In this role, you will be a remote position and responsible for building relationships, negotiating and implementing managed care strategies with key National payers including United Health/Optum/Emisar, Humana, and Prime Therapeutics.  The ADNA will be directly responsible for the development and implementation of both coverage and reimbursement strategy that will maximize patient access and optimize product coverage. 

This role is critical and time sensitive in the pre- and post- launch strategy with large key payer targets, including large national commercial insurers, PBMs (Pharmacy Benefit Managers), and government payer entities.  The ADNA is expected to cover all market access channels as needed within a large national territory and/or client and is expected to leverage existing relationships with individuals with national and regional payers, Medicare, Commercial and Medicaid market segments.

Assess business implications of short- and long-term actions with each payer customer and move payer decisions in a direction that provides patient access to care with Hikma brand and generic products. Internally, the ADNA position has the responsibility of informing all appropriate commercial personnel of any access changes or updates in account status within targeted accounts, which may impact sales and marketing activities or other efforts across the organization. In addition, the National Account Manager will work with various efforts to create pull-through opportunities based upon payer’s favorable formulary status of Hikma’s products. 

Key Responsibilities:

• Seasoned negotiator of high value products with multiple layers of clinical and business decision makers
• Develop and implement strategies and tactics to support formulary placement, reimbursement (coverage, coding, payment, and patient access), pathways across payer customers
• Deliver value proposition and educate national payer stakeholders on product and economic benefit and reimbursement.
• Align to Hikma’s overall goals of securing patient access with national payer/PBM organizations for current and upcoming brand and generic product launches.
• Initiate, lead and manage relationships with national and regional payers, in the Medicare, Commercial and Medicaid market segments.
• Build and utilize these relationships to generate formulary access and increased demand for the Hikma’s overall portfolio by targeting appropriate influencers and decision-makers within these national payer/PBM customer environment.
• As the national payer/PBM customer expert, integrate and communicate with all other commercial functions (marketing, field sales, legal) to ensure all market access needs are met across the organization.
• Develop and lead the implementation of account-specific business plans while collaborating closely with legal and market access lead on contract negotiations.
• Negotiate and pull-through, as necessary, with PBM downstream accounts.

Represent the Hikma Market Access organization, with professionalism and integrity, at national payer organizations meetings and internally with various departmental and leadership teams. 

Qualifications:

We value the skills and experiences candidates bring to the table.  While we have listed some qualifications below, we encourage candidates to apply even if they do not meet all of them:

• BA or BS degree required (MBA or advanced degree is a plus)
• A minimum of 3-5+ years of pharmaceutical/biotech Market Access experience with national payers/PBMs
• A minimum of 5-10+ years of pharmaceutical/biotech industry experience.
• Have established relationships with pharmacy and medical decision makers and influencers at key National Payers/PBMs.
• Strong negotiation skills and launch experience with pre- and post- PDUFA market preparation and planning.
• Experience with brand, biosimilar and complex generic re-imbursement preferred.
• Can demonstrate and understanding of US Market Access and the levers by which Commercial, Medicare (Med D) payers (MA-PD and PDP), State Medicaids and PBMs manage various disease states.
• Need strong contracting and negotiation skills
• Proven ability to win preferred formulary status for brand products.
• Ability to communicate effectively with leadership and lead presentations.
• Ability to use Excel, PowerPoint and Word and general Microsoft suite software.
• This is a remote position that will have travel expectations of 50%+
• Minimum of 5 years in pharmaceutical industry and at least 3 years in a decision support leadership role.
• A minimum of 5 years in Generic, Biosimilar and/or Brand Pharma product marketing.

Additional Skills

• Commercial Acumen. Exceptional commercial acumen and instincts; superior strategic marketing skills. A strong command of classic and innovative marketing disciplines and techniques. A thorough understanding of the external environment, internal capabilities, competitors, and the interests of other stakeholders. Develops and applies best practices.
• Strategic Mindset. Creativity in addressing strategic challenges; displays high intellectual curiosity and passion for learning; thinks out-of-the-box; asks the right questions; seeks expert opinions and insights; applies innovative ideas and takes measured risks. Develops and articulates a strong, value-based strategy.
• Collaboration Skills. Works effectively in a team-based organization, collaborates cross functionally, builds alignment around key objectives and exercises influence at all levels. Readily builds consensus and achieves agreement on key priorities. Conducts effective meetings. Excellent listener; seeks broad input and feedback; employs frequent and effective follow-up.
• Presentation Skills. Develops and delivers concise, relevant, and well-supported briefings. Well-prepared and adapts presentation style to audience. Possesses the knowledge, credibility, and maturity to influence senior management.
• Integrity. Possesses unquestioned integrity and strong business ethics. Leads by example and demonstrates a strong commitment to company values and culture. Displays a positive attitude and energizes colleagues and partners. Has the reputation and record of achievement to establish trust and credibility with subordinates, peers, superiors, corporate leaders, strategic partners, and other stakeholders.

Compensation:

Base Salary: $121,000 to $185,000 annually.  The compensation for this position will be determined during the interview process and will vary based on multiple factors, including, but not limited to, work location, prior experience and job-related knowledge, relevant skills and expertise, current business needs, and market factors.  The Talent Acquisition team can provide more details about the specific salary range for the job location during the hiring process.

What We Offer*:

• Annual performance bonus, commission, and share potential
• Auto enrollment in a Hikma-sponsored 401(k) program at a pre-tax contribution rate of 4% of eligible pay.  Hikma will match 100% of the first 6% of eligible pay that you contribute
• A generous paid time off (PTO) bank starting with 20 days (prorated based on hire date).  Additional days granted upon reaching work milestone anniversaries
• 3 personal days (prorated based on hire date)
• 11 company paid holidays
• Comprehensive benefits including health, dental, vision, mental health, disability, life insurance, prescription drug coverage, and a variety of voluntary benefits
• Employee discount program
• Wellbeing rewards program
• Safety and Quality is a top organizational priority
• Career advancement and growth opportunities
• Tuition reimbursement
• Paid maternity and parental leave

*Eligibility requirements apply to some benefits and depend on the job classification, role, and length of employment.  Benefits are subject to change as well as specific plan or program terms.

Recruiters:

Please note that Hikma has a set roster of approved recruiters for specific roles agreed to in advance and does not accept unsolicited resumes or calls from third-party recruiters or employment agencies regarding open positions.  In the absence of a signed agreement and approval from Hikma’s Human Resources department to submit resumes for a specific position, Hikma will not approve, nor will be under an obligation to make, any payment to such non-approved third-parties in the event a candidate they refer is hired by Hikma.

Equal Opportunity Employer:

Hikma Pharmaceuticals USA Inc. is an Equal Opportunity Employer.  Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status, or other characteristics protected by law.

Disclaimer:

Please note, this role is remote and not based out of Berkeley Heights, NJ

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