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Posted: Wednesday, March 7, 2018 9:02 AM

Requisition ID 54736BR
Title Director Market Access Regional Accounts North West
Job Category Market Access
Job Description
Geography covers: Washington, Alaska, Minnesota, Iowa, Nebraska, Colorado, Utah, Wyoming, Montana and the Dakotas
To provide area leadership and supervision to the field managed markets sales account team and to develop and implement managed markets strategies that increase profitability and achieve sales objectives. Area Managed Markets Sales accounts encompasses third party payers of Commercial, Medicaid and Medicare medical and prescription benefit plans. Customer channels and specific customers include strategic, regional and local health plans, PBMs, State Government entities and other managed markets organizations including physician/medical groups, IDNs and IHNs.
External relationships include various interactions with customer Executives, Medical, Pharmacy, Quality, Health Economics and other key personnel, organizations and industries within managed markets. Other internal relationships include Diabetes/Biopharm Sales and Marketing, Managed Markets Strategy, Contracting and Pricing; Field Medical, CDEs, Trade, Finance, Legal, Government Affairs and other department personnel. Reports to the Vice President of Managed Markets Sales and has direct supervisory responsibilities for the area field account management team at an area level to ensure strategic, regional, state and local account sales objectives via the achievement of profitable access and managed markets execution coordination with field sales forces are accomplished.
Essential Functions
Account Executive Coaching: Ensure that AE's understand their level of accountability for results and the measurement process. Give timely and constructive feedback after account calls and guidance to AE's on their performance. Hold interim reviews so that the AE's work is focused on those priorities. Prepare Account Executives for account calls. Provide at least 24 hours of coaching per month to account executives and document in the Field Assessment Coaching Tool (FACT).
Area Accounts : Managed Markets Strategies: Anticipate problems that may arise in the marketplace. Assist Account Executives (AE) in obtaining resources they need for their job. Co:develop strategy and objectives for assessing customer needs. Ensure customer objectives integrate into program development (contracting, marketing programs). Create advocacy for Novo Nordisk Inc (NNI) and Diabetes (Connect the Dots). Create an effective network within the managed markets arena, including customer associations, employer coalitions, diabetes care organizations, etc. Customize strategies based on Commercial, Medicaid and Medicare demographics, legislation, and trends. Develop and implement strategies that impact and address the reimbursement of products. Develop and manage area accounts targeting strategy and objectives, as well as set implementation requirements. This includes the execution of brand value propositions, including clinical, quality and health economics positioning and product specifications. Direct/oversee the development of area business plans related to the delivery:of:care structure, customer identification/prioritization, competitive environment, legislation, success requirements, resource utilization, and future trends. Ensure these plans are coordinated and executed within each area. Maintain contact with regional CMS, Medicaid/Medicare offices for the purpose of establishing rapport and determination of regional interpretation of coverage rules and regulations. Manage organization resource allocation. Monitor national program/initiative effectiveness to maximize profitability and Return on Investment (ROI) for all area customers and area accounts. Oversee account relationship development and manage high:level relationships. Oversee area implementation of, and monitor performance against, strategic account management objectives/d


• Location: Denver

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