Director, National Accounts – West Territory
TerSera Therapeutics
full-time
Posted on:
Location Type: Remote
Location: Remote • California • 🇺🇸 United States
Visit company websiteSalary
💰 $230,000 - $250,000 per year
Job Level
Lead
About the role
- Identify and assess market opportunities and decide on tactics in collaboration with other members of the TerSera team and Pricing and Reimbursement to maximize on the business opportunity.
- Achieve expected levels of activity across key customer groups
- Effectively facilitate necessary institutional processes given formulary and contractual wins to allow for product procurement and departmental availability
- Ability to collaboratively develop and complete customer Business Reviews with Pricing and Reimbursement regarding account performance on a regular basis
- Appropriately collaborate and communicate account information to internal and field teams to ensure understanding of account direction and product positioning
- Develops a comprehensive and effective National business plan aimed at achieving and exceeding annual corporate sales goals.
- Prepares a robust account plan for each account to achieve business objectives, including time, investment and personnel resources to be best deployed
- Develop and maintains a high level of product and disease area knowledge, demonstrating ability to digest, interpret and share clinical data with customers (face to face or group environment) in a professional way
- Develops strong customer relationships by better understanding the customer’s needs and goals and communicating those needs and goals to other Company team members.
- Demonstrate the ability to move the product through the formulary/contractual process from beginning to end where aligned with company strategic direction
- Support local formulary process in National Account hospital P&T committees (i.e., Health Systems, Community Hospitals IDNs and Clinics) and facilitates access for GPO in line with commercial policies.
- Responsible for gaining formulary access and facilitating product availability for assigned products
- Promotes Company products within approved labeling in a comprehensive, fair and ethical manner that is consistent with industry
- Establish strong Account/HCP relationships
- Communicates national activity in an accurate and timely manner as directed by management
- Adheres to the Company’s compliance policies and guidelines as well as any other applicable guidelines, including but not limited to the PhRMA code
- Successfully completes all Company training classes in a timely fashion
- Completes administrative duties in an accurate and timely fashion.
- Maximizes use of approved resources appropriately to achieve regional and account level goals
- Functions as a contributing member of a high-performance team. Ensure goals and budgets are met
- Ensure adherence to all TerSera T&E expense policies and the TerSera Code of Conduct.
Requirements
- BS/BA Required (MBA Preferred)
- Bachelor's degree required, Business or Science discipline preferred
- Graduate business or healthcare related degree preferred
- 10+ Years Sales / Account management experience including contract negotiations, formulary positioning and EMR/EHR integration within the related field
- Contracting experience within institutions and integrated delivery networks required
- Understanding of both the payer and formulary processes and ability to work within both to effectively gain patient access for assigned products
- Experience working in a team environment which successfully partners with all Commercial Operations functions
- Demonstrated ability to negotiate successful product contracts achieving sales and margin goals
- Demonstrated ability to effectively complete necessary account sales analytics and make recommendations to senior leadership
- Proven history in developing and executing contract pull-through plans leading to increased utilization
- This position requires a minimum of 30-50% overnight travel.
- Demonstrated self-starter who possesses high self-motivation and an ability to work as a team member and effectively communicate within different levels of an organization is required
- Proven successful track record of consistent high performance
- Confidence working in an environment of complexity and ambiguity is required
- Strong verbal, interpersonal and listening skills required
- Demonstrated ability to independently work to multi-task and work collaboratively across multiple sales territories required
- Strong strategic planning, computer and analytical skills
- Demonstrated effective organizational and proactive problem-solving skills required
- Prior experience managing through complex reimbursement issues preferred
- Ability to influence without authority in a matrixed environment
- Candidates must be willing to travel up to 60% of work time as needed or required
- Candidates must live within assigned geography and within 1hour drive of a commercial airport
- Candidates must have a valid driver's license issued in one of the fifty states, with a record of no motor vehicle violations.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
contract negotiationsformulary positioningEMR integrationEHR integrationaccount sales analyticscontract pull-through plansstrategic planninganalytical skillsbusiness plan developmentcustomer business reviews
Soft skills
self-motivationteam collaborationcommunication skillsproblem-solving skillsinterpersonal skillsorganizational skillsinfluence without authorityability to work independentlymulti-taskingconfidence in complexity
Certifications
BS/BAMBA